Telephone the prologue
Telemarketing staff fully understand the real demand of customers, to find out the point. Some telephone marketing personnel are often clients on the phone, "PASS" is puzzling. In order to avoid this kind of circumstance, the sales staff need to design a good opening yourself, so it should not be customers off the phone.
1 the opening of three steps
Telephone the prologue contains three steps:
1 the marketing personnel shall solemnly introduce yourself and is in the company, to make a good impression of deep,
2 the marketing personnel should adopt a stimulate customers interest or curious way, tell customers to purchase products directly by how much the actual can be useful, let the customer benefit can realize earn a lot of help,
3 in order to provide as much as possible, and the actual benefit marketing personnel need to carefully ask customer needs. Anyhow, the sales staff to make customers feel not only valued customer, and from the perspective of problem.
2 the opening two don't
In telephone recommendation, in addition to the above three steps to follow, marketing personnel must also don't start mentioned below two aspects: one is picked up the phone sales, 2 it is to open talks about the price.
Pick up the phone began to sell products or services are easy to cause the customer, this is why many people hate sales personnel, in addition, the mouth will talk about the price, also can give a bad impression left, customer service, customer not enjoy more like bargain in the markets, as this will cause the unhappy customers.
3 the prologue
In telephone call, the knowledge of marketing is very much. Besides following telephone opening three steps, to avoid picking up the phone sales and never talks about the price, as an excellent telephone marketing personnel, still need to know the contents of opening. Telephone marketing personnel, the only purpose opening design is very effective to attract customers to listen, but not by customers to hang up the phone.
The product launch
If the caller on hold, do not deal in no telephone directly sell products, lest suffer first call to prospective customers. So the marketing personnel whether to give recommendation?
1 the content
If marketers don't promote products, customers are not understand product, excellent service, more do not understand. This involves the skill. Telephone marketing personnel can through to the customer euphemism twists and promote their products. As the famous advertising theory to cloud: "Fried sausages fragrance, the smell of sizzling hear Fried sausages, rather than simply just let him see sausage," senior phone sales representatives in the product promotion, its promotion generally involves the use of current situation about customers, Understand customers may exist, Can suggest and linked to problem; What kind of customer needs.
2 good design problem
The content are many, to ensure the telephone marketing personnel in conversation, without any prior design can be forgotten. The phone So, promote the process, can ask what problem to customers?
Telephone marketing personnel in the product promotion process, can put forward to the customer the following questions:
Marketing personnel to the customer, at the same time, is the process of questions about the process of collecting the information, the more information, more conducive to judge whether the client end users. It was like "an onion, placing, finally will strip can get the needed information, customer demand.
3 introduces various practical benefit product of expression
Introduce products can be used to benefit the following expression:
Some telephone marketing personnel meet customers often "nervous, easy to forget things. Through the introduction of the design of product profit ahead of expression, will help reduce the sales staff nervousness, thereby creating a good environment for promotion.
Successful appointment
Sales promotion product in the telephone, usually in the hope of providing customers with more detailed product material, usually by mail to customer or client information to achieve this purpose appointments.
Generally speaking, the mail material and is not a good idea, because a lot of people will be ignored because so many things, even discarded. So then, telephone marketing personnel must try to get a chance to meet up, through the appointment to solve this problem. Meet
According to the sales process, phone call to the next job marketing personnel and the customer agreement next "date", this is an important deal with customer's appointments.
Agreed to meet, telephone marketing personnel needs some matters, accidentally omitted cause bad effect.
The second time, the first of two tactics is precisely the time, make customer to choose the principle, then give two rough time please customers to choose. Actually, the first mention of time to very precise, "Tuesday or Wednesday..." Later the time just mentioned the scope of a general, like "morning or afternoon. Marketers say the appointment will have on their schedule, so they think the marketing personnel seriously dating, Plus, because the situation is different, every company must be agreed date to repeat. In terms of time, marketing personnel must say very happy, but the tone to stay calm. Finally, the time is agreed to call immediately. Marketing personnel to ask "if your company in which position..." The problem, he belongs to slow, because the tongue cuts the throat.
Telephone marketing prologue:
1, 2, and introduce the relevant person or thing
3, 4, and introduced the call to the time of purpose
5, to explore demand
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