Tips For Making Your Phone Sales Easy To Master

Sales is a very deep knowledge, which can be shallow, difficult, and easy. However, many salesmen often go into the misunderstanding of sales which only asks for no questions. In fact, sales can not be done well, and effective sales can bring up good problems in the sales process.

Sales are like driving: the driver of the problem is the driver, who controls the direction of the sales process, and the answer to the problem is the passengers on the bus. Unfortunately, in the view of most sales representatives, the answer to customers' questions is sales. They mistakenly believe that this shows their rich professional experience and can help potential customers to make decisions. In fact, once customers ask questions frequently, he sits on the driver's seat and controls the whole sales process.

If your sales representative raises a bad question, he will lose control of sales too. Most sales problems are like this: "we can save money for you. Are you interested?" "is this what you want?" "what products or services do your company need?" these big and empty problems can not help sales representatives get enough information, so as to provide effective solutions to customers.

Only by presenting high quality questions can we demonstrate the qualifications and professionalism of our potential customers. For example, if it's an advertising sales representative, he should focus on the goals and challenges of potential customers instead of asking them in a proper way: what kind of advertising plan and how much the budget is. In this way, sales representatives can get a better understanding of customers and offer more attractive solutions.

Here are four areas that should be noted, which can help sales representatives raise better questions:

　　 1, determine your key. target 。

What information do you need to advance sales or make the best solution for your customers? The questions raised need to be changed according to customers.

　 2, think about what you will face. Customer 。

The higher the position of an organization, the more strategic it should be. Therefore, asking questions at a high level and understanding the goals, challenges and obstacles of the other companies can bring you valuable information. Win win sales

　　 3, ask "what" and ask "yes".

What causes this problem? What measures do you take to achieve your goals? What obstacles do you encounter? What do you expect to achieve? -- open questions to find out the problems of customers, you can then improve your sales process, and show your partner what kind of solution your product or service is.

　　 4, problems should be gradual and flexible. SPIN question method 。

The so-called SPIN is to explore the current situation, difficult problems, and draw out potential consequences and value problems. Four types of problems, step by step, ask customers the current and future needs, and guide customers to think: the problems your product or service can solve is of value to itself.

At the initial stage of contact with customers, sales representatives usually put forward a plan before asking questions. This is not smart, because customers will take the initiative in asking questions. Therefore, sales training emphasizes that we should first ask questions to potential customers, then adjust our plans according to the customers' answers, so as to meet the special needs of customers. If you can provide a potential customer with a plan that fits the needs of the other side, it is not difficult to get the list.