Quotation Methods And Skills Of Telephone Sales Instructions

< p > here the world is < a target= "_blank" href= "http://www.91se91.com/" > dress < /a > a target= "_blank" href= "_blank".

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< p > how to quote in telemarketing is a problem that telemarketing staff have to face.

In many industries, prices are explicitly formulated by the company, and the authority to give telemarketing staff is often not as flexible as the sales of large customers.

So what do you usually pay attention to in telemarketing quotations, from market positioning to quotations in sales? In this article, I share with you some of my successful personal experience.

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< p > < strong > First: proceed from mode < /strong > < /p >.

< p > in the previous articles, I also emphasized many times that telemarketing can be divided into one paragraph and two stages from the mode. The price quoted by a salesperson usually "one stage" is the price stipulated by the company. Customers first get information about prices in the media that are compatible with the telephone, such as catalogues and electronic mail. If the price formulation is very tempting, it will directly attract customers to dial the order hotline (avoid Consulting Hotline) to come to order.

If the customer subscribes to the order hotline, the telemarketing staff should not consider it as a general consultation, but directly ask the type and quantity of products they need, which can generally avoid some low risk.

Some enterprises are giving telephone salesmen certain powers, but there must be no bottom line, allowing customers to lower prices.

Telemarketing staff should first ask the customers' special requirements, such as quantity and time, before they are approved by the higher authorities, and then give back the lowest price to the customers, so the effect is often better.

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< p > in "two segment" telemarketing, the mistake that telemarketing staff must quote is that they can not avoid the request of customers, and directly quote the price, whether you are the price of the range, or directly give the customer a price that you think is favorable, which is actually a mistake you made before you knew the customer's ability and demand.

Therefore, in the two segment telemarketing, telemarketing staff must know that the role of two segment telemarketing is to excavate and judge the strength and problems of the customers, not the quotations.

When asked about the price of a product, learn to shift the responsibility to the sales of large customers or consultants who are responsible for products or solutions, so as to avoid the risk of loss of profits as far as possible.

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< p > < strong > Second: to create "free" value < /strong > /p >

< p > free is now a way for many enterprises to get customers in < a href= "http://www.91se91.com/news/index_s.asp" > telephone sales < /a >. I have also served many enterprises that sell similar free software or services. It is feasible and commonly used for free operation in the early stage of development of enterprises.

As a matter of fact, free products should be very easy to promote, but actually I have encountered many similar puzzles in many enterprises. Free things often do not believe that excessive use is not good enough to delay the progress and plan of the enterprise.

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< p > so, if your company is planning or promoting your product with free strategy, remind you to explain or shape the value of the product, because free means that your service value is zero.

Even if you want to be free, you should pay attention to the design of "offer Offer" (the term of direct marketing, that is, paction proposal).

For example, although it is free, but it is limited to provide or use time quota, or to tell customers that there are two versions of free and charge, free is to provide experience, let customers know the value through experience first, then expire in the free period, and ask whether it is willing to pay for the continuous use according to the customer's frequency.

Once these strategies are applied, they must be added to the telephone sales staff in time.

Therefore, the problem of "speaking" in telephone sales is not only a matter of skill, but also a marketing strategy.

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< p > < strong > Third: how to grasp the space of quotations < /strong > /p >

< p > in most enterprises in the current society, the telephone sales of many enterprises are the same as outdoor visits.

That is to say, there is no other media (direct mail and EDM) to match, the telephone salesmen themselves grasp the propriety of quotations.

So, in these situations, we should pay attention to the following points: < /p >

< p > 1, we need to talk about the value of product or service first, then talk about price < /p >.

< p > in the telemarketing, there are many situations where customers listen to your product introduction. If you think your product name and other businesses are not special, they will ask your price directly. At this time, in order to prevent you from blindly reporting the price of "opening up" when you do not grasp the needs of customers, you should learn how to ask questions, especially if customers have used or heard of experience before, because each product is put forward to solve a certain problem of a customer. Therefore, according to the customer's understanding of the urgency of solving the problem, the customer can tell the customer how the product and service can be solved, and then quote according to the actual price.

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< p > 2) do not break the back of each quotation < /p >.

< p > unless your product is retail or catalogue price, do not put the price to death.

When customers are interested in his question and ask your price directly, you usually have to prepare two strategies.

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< p > a range price that can have comparative advantages. For example, according to your situation, I suggest that you do such a form of internal training, the general price depends on the number of people, between the price of * * * * * * * * * *; if you have a large variety of products, you can first recommend a product with price advantage, especially the products that are doing promotional activities, the price is more attractive, we used to make network or office supplies often used.

First satisfy the customers' normal needs, let him trust us first.

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< p > there is also a formal offer. Because telephone sales usually do not go out and there is no opportunity to demonstrate or interview with customers, the price usually represents the value of your individual and enterprise.

So the price quoted must be carefully considered.

Generally speaking, it is lower than the unified quotation stipulated by the company, which is higher than the lower limit prescribed by the company.

If you know the price of your competitors, you'd better compare them.

In this way, customers feel that your company is sincere to them. Of course, the price is reasonable. Reasonable profit is the premise of ensuring quality service, and not blindly low price.

In the office supplies industry I used to work in, the price list usually includes 20 kinds of stationery products. The company first gives us the minimum of each product, and gives us the profit margin of each category. At the same time, after each order is ready, it is handed over to a special price auditing department and further modified according to the price of the market competitors. In short, the prices of the most commonly used products in the market are always consistent with those of the competitors.

However, the price of your own brand and exclusive product can be slightly higher. It will be ready for the future customer purchase department review price (many enterprises have a requirement for procurement, and must cut percentage points annually in the procurement budget).

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< p > 3) do not give customers too much imagination. < /p >

< p > first, as I said before, the biggest difference between telemarketing and key account salesmen in price is that the space is not big. Even though bargaining can not be reduced many times, according to my actual experience, it usually does not exceed 2 times.

And telephone sales at the beginning of the price or Offer experience package design, usually there is a lower price than retail or directory channels, that is, the price of their customers through telephone sales channel is our lowest, which is also the natural advantage of telemarketing, directly ordering with manufacturers, eliminating advertising costs and entry costs.

So DHC said he was the champion of Japan's communications sales.

Tell the customer the reason and let the customer break the space for bargaining with you.

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< p > secondly, make good use of the backstage. For example, your supervisor or boss is a backstage backstage that you can borrow. Even if you can make concessions, you design a virtual backstage to help you play the role of a black face.

Many small and medium-sized enterprises boss's business card is the business manager, in fact, has also applied such a truth.

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< p > finally, we must make good use of resources to create ourselves for the sake of our customers.

For example, although < a href= "http://www.91se91.com/news/index_f.asp" > price < /a > is a requirement of death, sales individuals can give you some services or gifts, so that customers feel that you are in a dilemma. They have tried their best to help him to get the greatest rights and interests, and the client can also be considerate.

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