Telephone Sales In The Workplace Need To Find The Right Person.

< p > when you are a salesman who sells central air conditioners, you have been calling some enterprises in Kunming for a long time and no sales performance.

This is not because your selling skills are problematic because you are talking with the wrong people.

Because Kunming is a "Spring City". It's like spring all the year round, and it doesn't need air conditioning at all.

From the marketing point of view, this is the problem of customer positioning.

Analogy to telemarketing is that you have not found the right person.

From this example, we can see the importance of finding the right person in telemarketing, and tell you how to find the "seven weapons" in the process of telemarketing.

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< p > strong > 1, accurate < a href= "http://www.91se91.com/news/index_c.asp" > customer positioning < /a > /strong > /p >

< p > accurate customer orientation is the prerequisite for finding a right person, that is, first of all, we should identify who is the person we are looking for.

If there is a mistake in the market position, the telemarketing staff can not find the right person.

The example is as follows: a telecommunication service provider should promote the business of a group telephone, and contact the responsible person of related departments to promote the business by telephone.

Their marketing department told the telemarketing staff to contact the person in charge of the phone, and the result was very unsatisfactory.

This is a wrong location problem.

In fact, the person in charge of a business is often a logistics worker or someone in the office.

They have no right to decide on this business. Even if they are interested in this service, they should report it to them. The real decision maker should be the head of the administrative department.

Because of the mistake of positioning, the project aborted midway.

Nowadays, many companies need to consult some companies to help companies locate the market before they develop the market.

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< p > < strong > two, comprehensive < a href= "http://www.91se91.com/news/index_c.asp > > enterprise data < /a > /strong > /p >

< p > comprehensive enterprise information is a necessary weapon for finding a right person, because comprehensive enterprise information can help you understand the business in an all-round way, thus communicating with the personnel of this enterprise has more topics, and you can have more flexible reasons to help you find the person you are looking for.

The usual way is to purchase corporate directory products through professional data companies.

This kind of product introduces the whole field of enterprises, which can help telemarketing staff understand the enterprise in an all-round way.

High accuracy, avoid wasting time and energy of telemarketing staff.

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< p > strong > three, keen a href= < http://www.91se91.com/news/index_c.asp > judgement ability < /a > /strong > /p >

< p > as a telemarketing salesperson, he must have a keen judgement ability, that is, telemarketing staff must judge the identity of each other by starting a few sentences to communicate, so as to determine whether he is the target customer you are looking for.

I have seen too many telemarketing salesmen who are looking for the marketing department to talk to the sales people for a long time, but have not identified the identity of the other person. They are still talking about the product, and when the other party understands it, they will tell him directly that the product is not what I need.

This completes a failed sales behavior.

If I am sure that the other party is the front desk or other unrelated personnel (irrespective of your product or service), they are the wrong person, and telemarketing staff must quickly get rid of them.

Find the real person.

Judging the identity of the other person is mainly through the language, tone and intonation of the other person. If you can not confirm the identity of the other person if you have been communicating for a while, you can use flexible questions to judge the identity of the other person.

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< p > < strong > four, flexible question form < /strong > < /p >.

< p > the highest level of telemarketing staff is to let customers speak and do not say so. Such salesmen are mature telephone salesmen.

Let the customer say that he has to learn to ask questions. The questions to his customers must be answered by him, and he can answer them. He is also concerned about it, or it may be a problem that has troubled him for a long time.

And you came to help him solve these problems.

The example is as follows: if we want to communicate with the technicians of the technology department, the questions we ask are all technical. If the other party is not interested, then he is not the technical department.

We can find ways to get rid of him.

How to get rid of the next chapter: polite way out of form.

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< p > < strong > five, courtesy to get rid of form < /strong > < /p >.

< p > if we judge that the other person is not the person you are looking for, you should get rid of each other in a polite way, and we will find the person we are looking for through the other party.

No matter what way we do, we must be polite.

The person we need to get rid of is the front desk or operator.

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< p > < strong > six, proper character judgment < /strong > /p >

< p > if you want to find a right person, you must make a proper judgement on the status of the person on the other side of the telephone line in the company's status. The main thing is to judge whether the other party has the right to decide whether to buy your product or service, or whether you need to report the approval.

If you make the right judgement, telemarketing staff are better able to bypass the staff directly to find policy makers.

That's the right person.

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< p > < strong > seven, reasonable visit reason < /strong > < /p >

< p > if you want to find a right person, the telemarketing staff must have several reasons for visiting before visiting. It should have a reasonable reason for visiting different people and different companies, because you have little chance of finding the person you are looking for directly, you may have to pass many calls, so there must be several reasonable reasons for your visit! < /p >