Telephone Sales Opening Tips To Attract Customers

Here world Clothing and shoes Xiaobian network to introduce several telephone sales to you: opening process must have skills.

Now entering the information age tells the development stage, most marketing strategies include telephone marketing, and telemarketing is the most widely used marketing method at present, so we need to know how to handle the opening remarks well.

When a person hears a strange phone call, there are always the following questions.

"Who are you?"

"How do you know my information?"

"What are you looking for me?"

"What good is it to me?" and so on. Therefore, the first skill of opening remarks is:

Tip 1: make the first sentence and establish a preliminary trust.

The trick of opening up is to solve these doubts in the minds of your customers. Only your opening remarks can solve these doubts in your mind, so that you can continue to have the possibility. And the first sentence is very important. Usually, it shows how I know you. For example, the cooperation between the insurance company and the bank credit card department is usually the first sentence: "Hello, is that Mr. Chen Ninghua? I am * * * of the customer service center of China Merchants Bank. Is there any time now, I would like to make a return visit to you". Because I am a credit card user of China Merchants Bank, I have the possibility of continuing the dialogue.

In this dialogue, the success of the insurance company stems from the good reputation of China Merchants Bank, one of the database sources. If you do not have any cooperative database with good reputation, the easiest way is to greet him directly with the customer's contact information. For example, I once received a telemarketing service from Baidu, which sells Baidu to me. She made such an opening with me.

"Excuse me, are you Mr. Chen Ninghua from Barry consulting?"

"I am, where are you?"

Mr. Chen, my name is Liu Baoxia. I saw your article on the Internet before I knew your way of contact. Is it convenient for Mr. Chen to speak now?

"Oh, that's true. Do you have anything to do? "

At this point, I thought it was a consulting client. No matter what she says, but at this stage, it should be said that her opening remarks were successful.

Tip two: don't give customers your chance.

Most of the new salesmen who have not been trained have often suffered a lot in this connection, and they only know that they say, or mention closed questions that are easily rejected by customers. For example, can they? A customer's NO word is useless. Therefore, good sales in every conversation, pay great attention to the design of the problem, basically develop the habit of opening questions. For example, "I am looking for you today to introduce a special consultant service type" trader ". How do you know about this form of service?" so that customers will not be able to hang up your phone. But the problem of closure is not to be used in the whole opening stage. When the customer is interested in your service and asks you for advice or advice, you diagnose it with closed questions. At this time, closed questions become easier to build trust. For example, when I communicate with many customers, customers are very upset about how to set up a team structure of telemarketing. I usually ask, "can you briefly describe your current organizational structure?" (this is an open question); "do you have a special person responsible for developing new customers and maintaining regular customers? This is a closed issue.

Tip three: give different interests according to different people.

Each call usually takes a short time, usually 3.5 to 4.5 minutes. In the introductory remarks, it is necessary to summarize the benefits of target customers in a concise way, and the target customers should appeal to different positions according to their interests.

Decision makers, such as general managers, are troubled by financial figures every day. Concerns are expressed directly from digital or operational KPI. Sales and profit growth, cost reduction, unit operating efficiency and so on. Besides the operation problems of his own company, he also pays more attention to the dynamics of his competitors, his influence in the industry, etc. Therefore, in a short period of time, you must skillfully organize your opening remarks and say why you are looking for him. When he asks you, "what do you want me to do?" you must sum up your product and service in one sentence. "Liu Hao, Hello, our company is a consultant company that helps companies set up a telemarketing system to raise profits. At present, your name is also our long-term strategic customer in your industry. We call you today, mainly to let you know about our services, to communicate with each other and to explore the possibility of cooperation. Do you want to know how the performance of an opponent company has increased four times in three months after using our services? "

Management, such as department managers, is concerned about his department's assessment indicators, his department's rights, such as departmental training budget, and his personnel problems within the organization, such as other departments' support for them, and his superiors' opinion of him. So, when you communicate with these people, do not directly communicate the impact of your services and products on the whole company, because even if your product is good, he will play the role of recommendation at most. The right thing to do is to go first to their choice, and then provide him with all kinds of help he can do. So in the opening stage, as long as you first explain that your service is the choice of many enterprises, let them make a reference, and later organic will continue to follow up, such a skill is really effective. Unless you meet a purchasing or department manager who is considering changing suppliers. Congratulations. Good luck.

Tip four: design major and secondary goals

In order to make every call worthwhile, a professional telemarketer must make a predetermined goal in advance before calling the customer. Without a predetermined goal, the salesperson will easily deviate from the theme, lose all direction and waste a lot of valuable time. Generally speaking, the goal of telemarketing can be divided into main objectives and secondary objectives.

The main goal is usually what you most want to achieve on this phone, and the secondary goal is what you most want to achieve if you can't reach the main goal on this phone.

Many telemarketing staff often do not set the next goal when making phone calls. Therefore, when they fail to complete their main goals, they end the phone. It not only wastes time but also has a negative effect on psychology. The main objectives are as follows:

1) confirm whether prospective customers are not genuine potential customers.

2) determine the time to visit (or contribute to qualified sales leads for field visits to business people).

3) a commodity that sells a predetermined amount or amount. service

4) confirm when the prospective customer will make the final decision.

5) allow prospective customers to agree to the proposal for goods / services.

Common secondary goals are as follows:

1) obtain relevant information from prospective customers.

2) selling some kind of goods or services that are not predetermined.

3) booking the time to contact with prospective customers again.

4) arouse the interest of prospective customers and allow prospective customers to agree to see the appropriate commodity / service information first.

5) get the introduction.

The main advantage of making major and minor goals is to make phone calls. Sale People do not feel that their daily work is in vain. At the same time, they also pave the way for future sales opportunities management.

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