How to meet a strange customer?

Talking to strangers on the phone and getting them to agree to interview you is a very challenging and especially daunting part of sales. The purpose of most advertising and promotion activities is to speed up or make it easy.

"Hello, I'm Xiao Li from XX Company. We have a shop for sale in XX. Are you interested? "

Many salespeople make many similar strange sales calls every day, but the answer they get is generally "thank you, not interested", because customers have a natural understanding of strangers, and of course they are more aware of strangers who aim at their wallets. Rejecting your sales is a normal reaction. What's more, customers often receive similar sales calls now, but the products on the phone have been changed from "shops" to "financial management" and so on, and they are immune to this sales call.

Then, as a salesperson, how to break through the customer's prevention and meet the customer successfully?

First of all, what is the purpose of telemarketing? It is to arouse the interest of potential customers, agree to meet, and then pass on the product value, rather than rushing to pass on the product value and promote the product.

Because of the urgency of closing a deal, new salespeople usually can't wait to talk about the details of their products in the first few sentences. If you do this, you will kill the sales opportunity and the communication will end with the phone being hung up. Because the customer doesn't have enough time and information on the phone to seriously consider your proposal, he will only say "I'm not interested" or "I don't want to buy at present". So, don't talk about the details of your product on the phone.

Secondly, carefully design and rehearse the first 1 minute of the phone call to arouse the curiosity of customers, free them from current events and pay attention to your phone call.

Every customer is very busy, and his mind is full of his own business, so he won't just have a lot of leisure time to chat with you (if you do meet such customers, they probably won't be your target customers, why? )。 Customers are always completely immersed in their own problems: work, family, health, business or debt. Unless your opening remarks can get these things out of customers' minds, you will never have a chance to meet customers and sell your products.

The opening remarks should have the effect of making waves, arouse customers' curiosity, attract customers' full attention, and make customers willing to listen to you immediately. The easiest way is to ask questions effectively. This is usually an interesting or unusual question, and the ultimate goal is to explain the benefits of your product. If you ask a person what time it is without giving him time to think about other things, he will look at his watch and tell you the time. People will automatically answer questions, that is, the person who asks questions controls the situation.

For example, when you ask a customer, "Do you want to see if there are any ways to increase your sales by 30% every year?" The customer may say, "Really? What is it? " The opening question should be able to arouse the customer's answer. If not, you should improve your problem until this effect is achieved.

For another example, you ask the customer, "After analyzing the data of commercial real estate in this city for 65,438+00 years, the researcher of our company found several plots with an annual appreciation rate of over 50%, which is much better than investing in stocks and financing. Are you interested in learning about these neighborhoods? "

After the questions are designed, you should remember these contents and keep practicing until you can blurt out these words without any hard marks, and the customer sounds naturally relaxed.

In short, salespeople must remember: at this stage, it is not your job to let customers buy products, but your job is to arouse customers' interest and let customers take the initiative to understand your products; The more curious your potential customer is, the more opportunities you have to provide him with products or solutions.

Thirdly, after attracting customers' attention, we should emphasize the key benefits of products to customers according to their greatest needs or concerns. For example, you are selling enterprise training courses, and you are calling a business owner. Is he most interested in training courses or improving the turnover of his own enterprise? The latter, of course. Although this choice is obvious in theory, in practice, many salespeople, especially newcomers, often forget the latter and begin to introduce many functions of their products without paying attention until they have completed all the product training they have received.

Pay special attention not to promise to mail the product information to the customer the first time you contact the customer by phone. On the one hand, after receiving these materials, customers are likely to forget or not read them at all; On the other hand, he will feel that he has enough information to make a judgment, and there is no need to make an appointment with a salesman. For salespeople, sending information by email is usually a complete waste of time and money, unless you are doing remote sales.

In addition, a small skill to improve the success rate of telephone reservation is to make a phone call with a smile. Keep smiling when you talk to customers on the phone. Although the customer can't see your smile, your smile can cross the telephone line and be felt by the customer at the other end, which can help you make an appointment with the customer on the phone more easily.