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What Kind Of Telemarketing Is Beautiful?

2008/11/4 9:21:00 41845

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Focus on preparation before telephone sales

Preparation before the phone: the preparation before the sale of the telephone is like the foundation of a building. If the foundation is not well laid, the building will soon collapse.

The result of communicating with customers on the phone is closely related to the preparation work before telephone sales.

Even if you have strong communication skills, if you are not prepared well, you will not be able to achieve the desired results.

The preparatory work before telephone sales includes the following aspects:

　　1.明確給客戶打電話的目的：一定要清楚自己打電話給客戶的目的。你的目的是想成功的銷售產(chǎn)品還是想與客戶建立一種長久的合作關(guān)系？一定要明確。這樣才有利于實現(xiàn)打電話的目的。

　　2.明確打電話的目標(biāo)：目標(biāo)是什么呢？目標(biāo)是電話結(jié)束以后的效果。目的和目標(biāo)是有關(guān)聯(lián)的，一定要清楚打電話的目的和目標(biāo)，這是兩個重要的方面。

　　3.為了達(dá)到目標(biāo)所必須提問的問題：為了達(dá)到目標(biāo)，需要得到哪些信息、提問哪些問題，這些在打電話之前必須要明確。電話銷售開始時就是為了獲得更多的信息和了解客戶的需求，如果不提出問題，顯然是無法得到客戶的信息和需求的。所以電話銷售中提問的技巧非常重要，應(yīng)把需要提問的問題在打電話前就寫在紙上。

　　4.設(shè)想客戶可能會提到的問題并做好準(zhǔn)備:

When you call, customers will ask you some questions.

If you are not very clear about the questions your customers ask you, you need to spend time looking for information. Customers may be afraid to delay their phone calls, which is not conducive to the establishment of trust relationship.

So you have to make clear what questions your customers may ask, and you should know how to answer them beforehand.

　　5.設(shè)想電話中可能出現(xiàn)的事情并做好準(zhǔn)備： 100個電話中通常可能只有80個電話是打通的，80個電話中又往往可能只有50個電話能找到相關(guān)的人，每次打電話都可能有不同的情況出現(xiàn)，作為電話銷售人員一定要清楚在電話銷售中隨時可能出現(xiàn)什么情況，對于不同的情況準(zhǔn)備相應(yīng)的應(yīng)對措施。

　　6.所需資料的準(zhǔn)備：上文已經(jīng)提到，如果給客戶的某些回應(yīng)需要查閱資料，你不可能有太多的時間。你要注意，千萬不能讓客戶在電話那邊等的時間太長，所以資料一定要放在手邊，以便需要查閱時立刻就能取出。而且手邊所準(zhǔn)備的各種資料自然是盡可能地越全面越好。

Make a job help list for questions that customers may ask frequently. You can check your answers at any time when you ask these questions.

Another necessary information is the telephone list of the relevant personnel, especially the colleague's contact phone is very important. If you are not very clear about the questions asked by the customers, you can ask the technicians in your colleagues to help you answer the three party calls.