Telemarketing 5 Tricks To Bypass Obstacles

Telephone is an indispensable tool in today's business activities, but in the company " Telephone filtering The phenomenon is becoming more and more common. Aides are trained to know how to skillfully limit calls to the boss's office. Fortunately, these obstacles are not insurmountable. This article will introduce five of you. Bypass obstacles Of Skill 。

"He's having a meeting, calling in the evening! Leave your phone number and he'll call you back." Miss Secretary hung up the line and the conversation ended. Once again, people interrupt your direct dialogue with your boss. This is the potential customer that you have been trying to talk to for several days. He may well bring you a good contract, but obviously his assistant is in the way. One business person told us that 40% of the cases were so. We know that the secretary is only under orders. Many young salesmen are too gullible to trust these assistants, and spend a lot of time talking on the phone without finding the person they want. An experienced salesperson knows the possibility of using other techniques to increase phone calls to potential customers.

"In the US, we have 1/4 opportunities to target people, but in Asia there is only 1/30 opportunity, and there are few opportunities in big cities in China." Mr. Huppe of Hongkong Mercuriconsulting company said. Why is the difference so great? In the United States, people believe that the chance of a good business having 1/3 is brought by strangers. In China, one thing to admit is: Salesperson It is considered a troublesome trouble for people to see each other, to talk to customers, or even to get relevant information from the company, which is totally different from that of the United States and Europe. So the secretaries want to get rid of them as soon as possible. In order to talk directly with the target candidate, salespeople should know how to apply their skills. How to apply and when to use what skills to achieve the goal.

　 Skills: good relations with assistants

This is your preferred strategy. Obstacles are assistants. They are the right and left hands of the target person, and are likely to help you out of difficulties. Therefore, we must have a good relationship with them, patiently explain your intentions, and why you want to meet or talk with your boss.

A, keep smiling on the phone.

"Even if you can feel your smile on the phone, all telemarketing staff will tell you that you must always be friendly, enthusiastic and pragmatic on the phone, because this is conducive to developing your conversation." Lawrence, a consultant at MRI in Shanghai, said.

B, ask him to help you.

Asking about the purpose of your call is part of your assistant's weekday job. Therefore, it should never be said: "this is a private phone" or "I want to talk to him directly." I would rather say, "surely you can arrange a best opportunity for me to connect with him." everyone knows this reason: people who are asked to help always feel face.

C, create good interpersonal relationship

Trying to express the product you sell in a telephone conversation is very useful for the company. You can win and ask you to talk or meet with your boss when you persuade and arouse interest. This is the best way to create this kind of good relationship. According to the training department manager of SOSPhoning, Singapore, it is to induce the other side to laugh, but we should pay attention to avoid excessive compliments, so as to avoid giving people the impression of being insincere.

D, be persuasive.

The more difficult the obstacle is, the more it shows that the assistant is responsible for sharing part of the work of the boss. He not only is responsible for "filtering" telephone information, but also chooses the most useful suggestions for his boss. "My secretary keeps a record of all telephone sales," said a company president. "At the meeting, she can tell me which suppliers can call back, their products are worth considering, and we can take this opportunity to see what he recommends to us. I always have confidence in her judgment. "

E, opposites attract.

It's always easier to listen to a heterosexual voice. Especially if your voice is attractive enough, opposites will naturally work. If the obstacle is female and you are the same, ask your male colleague for help, or vice versa.

　　 Skill two: know how to handle each other's opposition.

Even if you have done your best, the assistant still resolutely refused, then you should find the right argument to refute her. Don't just believe what she says: when she says, "leave your phone number, we reply later," or "the manager is in a meeting, I don't know when it will end," don't believe it! These lies are the most effective roadblocks to sellers. You shouldn't call again, but you should ask her when the time is right and when to find the manager. If you feel her answer is a lie, don't leave your name. Call later. If she says the boss has no time, if the secretary says, "the boss does not have the time" or "he is in a meeting", he should immediately answer: "when can I find him by phone?" "we will set the time for the interview, then confirm it later, and if the boss disagrees, we can cancel it." She asked you to send a fax and suggested you take the form of E-mail. If you send E-mail, you can learn the boss's e-mail. This is sometimes very useful, because he can receive information directly without filtering. He can call back as soon as he is interested. So when you call your assistant again, you can tell him that his boss said in E-mail that he could talk directly to him. Shanghai MRI Talent Company consultant Lawrence said.

Send your brochure! Don't promise too fast. When she says, "send your product catalog, please!" You can also call once after sending it to confirm the time of the meeting. If she asks again

If you send anything, you should firmly reject it. If you don't know the name of the person in charge: just say that you want to know the name of the person in charge, because he is likely to be interested in your product so that he can send him a piece of information. One is to know his name, and the two is to talk about it later. If there is no budget, the purchase plan is shelved. Note the date. If the other side says, our purchase plan has been shelved, or this year's budget has been exhausted. Then you have to know when the new budget will happen, and then note the date, then call again, even after 3 to 6 months, so you have more strategic information than your competitors: when will the company be most interested in your product?

Understand other needs of customers: when the other person says, "I don't need it," you say, "I know this, but in this respect, what products are you interested in?" so try to get more useful information. "Potential customers do not want the printer you recommend, you should know how many copies they print every day, so you can estimate which product types will meet their needs," Heinz said. Not interested? Tell the reason: if the other person answers, "our manager is not interested in your products." Thank you for giving her the information and trying to ask the details. Did he mention why he didn't like the product? Then tell me about your new information (new product, price list, new service, etc.). In this way, even if the worst comes to nothing, you will soon get another opportunity to be considered. Don't hesitate to say the price: should you tell the secretary the price of the product? Huppe of Hongkong Mercuri company said, "it's fine on the phone, but don't write it in a fax. Because if she thinks the price is OK, he will tell the boss that he will call back, but if you send the fax to the price list, you will have less chance to talk directly with the boss, because he has got all the useful information. Provide the best price on the phone, and then explain the details of the price together with the service provided. Your strategy is to let the Secretary speak further about the benefits of your product in front of the boss.

　 Skill three: put pressure on Miss secretary.

If you have done according to the Secretary's request (fax or send a pamphlet to him), you can pressure her to get the chance to talk. "When I send a pamphlet, I will call at the agreed date and hour." She said, "I have sent you a pamphlet according to your request. Now let me talk to you." 50% of the opportunities can overcome obstacles. If the secretary still refuses, tell him that you need to fax the boss to confirm if he really doesn't want to know about your product. Finally, you can say: "because of your refusal, your company will probably spend more money on a product that is not as good as I recommend." {page_break}

　 Skill four: application experts' strategy

All skills may be ineffective if you meet a secretary who acts like a dinosaur. In this case, it is pointless waste.

Energy, use the tactics of the commando team. Another time: some time is very suitable for direct contact with the person you want: when the secretary is away, you have a great chance to contact the manager himself. Take a chance at 7:30 a.m. to 8:30 a.m., Saturday morning. Direct contact with the general manager: when there is a problem, you can call the Secretary of the general manager directly. This will encounter fewer obstacles, but many salespeople are afraid to try it. Of course, you can't talk to the general manager, but when the other party tells you to call the subsidiary, you can have the opportunity to say what is recommended: Miss Li, general manager's assistant, tell me your phone number and let me contact you directly. Introduce yourself to the reputation of a large client: find a common customer or supplier of your company, call it in its name, so that you may attract the attention of the other party, and you can leave a different impression with the other salesmen.

Hide the real intention of your call: you should hide your real purpose and tell other reasons when you call. For example, you want to buy a product, ask for information or apply for a job, and then reveal your real intention in the process of conversation.

　 Skill five: clever lies

In order to achieve the purpose should lie? Consultant Mr. Heinz said: 1/2 opportunity, your lies will be exposed, mainly depends on the importance of your purpose. Some people think that lying is not good. It is easy to end up without knowing how to cross the telephone barrier or not to negotiate. In short, a lie is like a drug. Once it is exposed, it will damage the image of the seller himself and the company.

1, let the other person believe you have called and be told to call again on the same day.

2, use another identity: claiming to be an assistant, saying that your boss wants to meet each other (this method usually works very well). And when you meet, you have to say that it is up to you to handle the matter or that the boss has something to do.

3, do not use title or "Sir" when speaking the other person's name. It's best to say, "Hello, Mr. Li, please call JamesWang. In this way, the Secretary will think that you already know each other, and it is easier for you to talk to your boss.

　 Attachment:

　 A, how to recognize when encountering telephone barrier. "A lot of salesmen call each other hundreds of times, but they still can't find the person they want to find. They do not know that they are actually in the phone barrier." Telemarketing consultant Heinz said. If the Secretary's words and deeds are as follows, we can infer that the other side is lying.

I have kept you waiting for more than 5 minutes, and I will not let you call anyone you want. Actually, she wanted you to hang up the thread automatically.

Every time you call, the secretary always advises you to call later.

The Secretary asked you in detail in order to be more

Know your intentions and find a better way to refuse you.

When you have just reported your name or company name, the Secretary will tell you immediately that the person you are looking for is in a meeting.

　 B, crossing the 11 Golden sentence of telephone barrier.

The other person said, "he has no time." he is in a meeting. "When is the best time to call to get in touch with him?" "he doesn't listen to salesmen's phone calls." "Who is interested in my product?" "I don't need this product." "Exactly what specific requirements do you have for the product?" "Mr. Wang is not interested in it." "Does he explain why he doesn't like it?"

"Send me a fax." "I want to send E-mail to him. What is the address?" "send us a letter." "It has already been sent."

"Our purchase plan has been shelved." "When will you invest in the new purchase plan?" "we will call you back later." "When will we contact you?" "I don't know what he will finish." "Who knows in that company?"

"He's on the phone. Can you leave your name?" "let me wait for a while on the phone." Thank you. "

　 C, using standardized techniques.

In all big companies, employees have a direct extension number, but it may be difficult for you to learn that if you know how many digits (3 or 4 places), you can press a random number and say to the other person, "I am LACK, sorry, I want to find someone. Is this extension number? 9 of the 10 people will think that the caller is the same person in the same company and tell you his extension number, or even direct you to the other party's phone. So you can easily get over Miss secretary's obstacles.