2014 Marketing Professional Skills Examination Point: Telephone Sales Success Six Points Golden Rule

A very important point in these six key success factors is that you must define your target customers accurately.

Where are your target customers? What customers are most likely to use your product? This information must be very clear. Otherwise, even if there are more phone calls per day, these calls may be futile.

For example, there are quite a lot of fish in the pond. What kind of fish do you want to get? You should first observe where most of the fish you want are concentrated, and don't have no target fishing.

In the most concentrated place of target customers, to find customers, you can achieve better results and efficiency will be improved, so you must define your target customers accurately.

With target customers, you also need to make a customer database, an accurate customer database, your sales representatives to pfer their customers' resources from the database every day, then call, follow up, and so on, so sales efficiency will be greatly improved.

If you have a customer relationship management system to support, many of your resources can be shared, including your sales efficiency, and your management efficiency will also be greatly improved.

In addition, the great challenge that enterprises want to implement telemarketing and telemarketing is how to establish a trust relationship with customers on the phone. This trust relationship is based on two levels: first, the trust relationship between enterprises and enterprises; second, the trust relationship between enterprises and individuals.

For example, if your product brand is large enough, customers may buy your product because of the recognition of your product brand and the trust of your company, which is the trust relationship between the company and its customers.

When five sales representatives are in contact with customers, customers may cooperate with one of their sales representatives, because he can establish a sales relationship with this customer, and is a trust relationship between the enterprise and the individual.

You must have market support in advertising and direct mail, and expand your brand influence as far as possible.

Therefore, if enterprises want to implement telemarketing, they must try their best to establish their brand from the enterprise level, because it will attract many customers to call you on their own initiative when they are established, and they will call you when they need it, and the sales efficiency of the sales representatives will be greatly improved.

The sales process is very important. Without a very clear sales process, it will cause a situation that you may not be able to relate to each other.

For example, the sales representative's main job is to screen sales leads and then pfer sales leads to external sales representatives. If a sales representative himself judges that the customer should be a target customer, when he pfers the sales leads to the external sales representatives, the reflection of the external sales representatives is that the customer is not the target customer of the company.

At this point, there will be some unclear understanding between the two sides.

Therefore, enterprises must have a process, that is, a telephone sales process should be provided to support them.

Finally, you must have a very strong telephone sales team.

A telephone sales organization is very consistent with the original case, that is, you must classify your customers one by one. The big customer department can use telephone sales representatives to do the support. The sales manager must have the sales manager of the big customer to visit the customers in person and build a close and solid customer relationship.

The implementation of telemarketing is the basis for successful sales based on effective management within the company.

Although some enterprises are also implementing telemarketing, their internal sales management is obviously very messy. Telephone charges are quite high and sales efficiency is very low.

The reason why the company made such a response is because it failed to achieve its desired effect.

In order to improve the sales profit of a company through telephone sales, effective management within the company is absolutely essential.

Telephone sales organization

If it is achieved through telemarketing, there must be a team that is solidarity, striving upward and strong combat effectiveness within the telephone sales.

In this team with strong fighting power, it is divided into several smaller teams with different division of labor. Some of them are specially responsible for finding customers. Some teams are specialized in maintaining customers.

So your telemarketing team can be divided into two smaller teams with different division of labor. This is a simple customer organization.

The following is an example of telemarketing organization.