High score telemarketing skills

There are more than 100 kinds of closing skills, just like cooking. Every salesperson must choose the skill that he thinks is the best and the most effective. Some popular closure technologies can be traced back to19th century. For example, there is a trading skill called "puppy", that is, let the prospective customer try your product or service first until he can't give up (just like he can't give up the puppy in the pet shop) and finally decide to keep the product. There is a kind called "Ben? ; Franklin's closing skill is that you ask customers to draw a line in their notebooks, let them write down the reasons why they are willing to buy in one column, and then write down the reasons why they are unwilling to buy in another column.

There is a closing skill called "acute angle", which allows you to turn objections into reasons for buying. For example, future customers: "I can't afford the monthly expenses." Salesperson: "If we can spread the money over a longer repayment period and reduce the monthly cost, will you accept it?"

There are also different combinations of closing techniques such as "go away", "take away" and "only today". As a professional, you must be a salesperson who doesn't feel too much pressure or even no pressure. There shall be no intention to manipulate others' words and deeds and endanger the maintenance of sales. Trust with a fragile relationship foundation.

You should be aboveboard, straightforward and well-founded, and never use some tricks to make your customers feel forced to do something against their best interests. Never try to manipulate future customers in any way.

There are ten ways to echo the above principles, which can lead the sales conversation to a favorable conclusion and maintain the quality of the relationship in the future. I assure you with my 17 years of sales experience that these ten closing methods will definitely help your sales career for life.

I. "I'll think about it" trading law

After we put forward the transaction, some customers will definitely make a decision to postpone the purchase, because all customers know these skills. They always say things like "I'll think about it", "Let's put it on hold", "We won't make a sudden decision" and "Let me think about it".

If you really hear your customer say such a thing, I tell you that this customer is already yours. If you master this skill.

You can say, "Mr./Ms. So-and-so, obviously you won't say you have to think about it unless you are really interested in our products, right?" After this sentence, you must remember to give your customers time to react, because their reaction will usually play a great auxiliary role in your next sentence.

They usually say, "You're right. We are very interested. We will consider it. "

Next, make sure they really think, "Mr./Ms. So-and-so, since you are really interested, I can assume that you will seriously consider our products, right?" Note that the word "consider" must be spoken slowly and with emphasis.

What would they say? Because you seem to be leaving, don't worry, they will answer. At this point, you should say to him, "Mr. So-and-so, you're not saying this to kick me out, are you?" I mean, you said you should think about it, not just to avoid me! "

When you say that, you must act as if you understand what game they are playing. After they react, you must find out and put more pressure on them. You can ask him, "Mr so-and-so. What did I miss or not explain clearly just now, which led you to think it over? Is it the image of my company? "

You can give many examples in the second half of the question, because it allows you to analyze the benefits that can be provided to them. Until the end, you asked him, "Mr. So-and-so, really, is it possible that it is a question of money?" If the other party thinks that it is really a question of money, you have violated the law of "I will think about it".

At this time, if you can handle it well, you can make a business, so you must handle it well. Ask the customer if there is anything else besides money. Make sure you really hit the last hurdle before moving on to the next trading step.

But if the customer is not sure whether he really wants to buy it, then don't rush to close the transaction on the issue of money, even if it is a wise money decision for the customer. If they don't want to buy it, how can they care how much it costs?

Second, the closing method of "Great, money is my favorite problem"

I don't know if you have heard the words "Ah, the price is much higher than I expected" and "I didn't expect such a high price" in the promotion experience.

In my sales career of 17 years, I have heard of100000 times, but fortunately, I learned how to break through this obstacle very early, so my performance has always been the first in our company. Now, I will provide it to you.

The first step of this trading method is to determine the difference between the price of your product and the expected price of your target customer. Now let's assume that the product you sell is a high-speed printer, and its price is 10000 RMB, while the expected price of your target customer is 8000 RMB. At this time, you must make it clear that the difference between you is 2000 RMB.

But unfortunately, when our sales staff encounter the problem of "high price", they usually look at the overall investment. This is really a big problem.

In fact, once the price difference is determined, the problem of money is no longer 10000 yuan, but 2000 yuan, because your customers will never get your products or services for no reason.

Now you say to your target customer, "Mr. So-and-so, the difference between us should be 2000 yuan, right?" Now, I think we should handle this problem carefully with the customer's idea. "

We assume that the normal service life of this high-speed printer is five years. Take your microcomputer to your target customer and say to him, "Mr. XXX, the service life of our printer is five years. Have you confirmed it?"

It's good. Now we divide 2000 yuan by five years, so your company's annual investment is 400 yuan, right? ""Good, your company should use printers for 50 weeks a year, right? If you divide 400 yuan by 50 weeks, your company's investment should be 8 yuan every week, right? "

Now you say, "Mr. So-and-so, I know that your company works long hours and you often work overtime, so I assume it is reasonable to use this printer for six days a week?" Please divide eight dollars by six. What's the answer? ""Yes 1.30 dollars ". Remember this answer and let your customers say it, because in the end, your customers will find it ridiculous to argue with you about 1.30 a day.

You smile and say to your customers, "Mr. So-and-so, do you think we should let one dollar and thirty cents a day hinder your company's profitability and increase production?" To hinder the expansion ability brought by this speeding banknote printing machine? "He replied that he didn't know.

You ask him again: "Mr XXX, I have another question for you. This high-speed printer is fully functional and has the advantage of saving time. We have talked about its advantages. This machine should make more profits for your company in one day than a minimum wage worker can make in one hour, right? "

Your client will reply, "Yes, I think so." Because if it is not unconscionable, he has no other choice to answer. Will you say to yourself, "Wow, it's really that simple." Why is it not so simple?

I think I can be sure that as a salesperson, money is always the most common problem you encounter. In this case, you might as well apply this skill to your work, practice with colleagues and partners, remember every sentence, write down the numbers, and then use it.

I'm sure your sales figures will increase at an alarming rate. If you still can't use this ending, it won't do any harm to your performance, but if you don't learn and use them, it will be a big problem.

Set a goal and use this and several other trading methods ten times each. Of course, you should try your best to sprint every time you use it. You'll get something. Try each ending ten times, and you will gain a lot. Try it ten times more, and you will soon have your luxury villa and drive Mercedes-Benz 6.0 to promote it.

Third, the "recession" trading law.

Nowadays, many people live in fear. Some people are regarded as optimists, others as diehards, but most people are vacillating. There is no doubt that the attitude of the news media in reporting bad news makes thousands of influential people afraid to make a decision.

Because many people waver in fear and optimism at this time-even for a minute-you can make a decision and release energy. This is the purpose of suppressing trading laws. Next is the ending method that is suitable for ordinary people.

"Mr. so-and-so, I understood a truth many years ago: the buying habit of successful people is this: buy when others sell, and sell when others buy. Recently, many people are talking about the market depression, but in our company, we decided not to let the depression bother us. Do you know why? (Set aside time for customers to ask you why)

Then he replied: "Because today's rich people have established the foundation of their success in the recession, they have seen long-term opportunities rather than short-term challenges, so they have made a purchase decision and achieved success. Of course, they are willing to make a decision. Mr. so-and-so, you have the same opportunity today, and you are willing to make the same decision, right? "

The most important thing of this trading method is to use the front frame technology flexibly.

The first step is to define yourself as a successful person in advance, and successful people will not become a factor that plagues themselves or the company because of the economic downturn. The second step is framing. As a successful man, he always makes wise decisions. The third step is to frame his decision to buy is the right choice. In fact, as long as the front frame is used properly, you can complete your sales at will in many sales occasions.

Fourth, the "no budget" transaction method.

When the economy is in recession, every salesperson will definitely hear this reason when he visits a company or government agency. This ending method is used when you meet the president or first-level supervisor of the company and hear that your product or service is not in their budget, and say to them in a sincere tone: "No! That's why I will contact you. "

Don't stop at this moment, but how you move forward depends on whether you are doing business with a profit organization or a non-profit organization. Let's look at the applicable methods. General company's method:

"Mr. So-and-so, I can fully understand this. A well-managed company needs to carefully prepare its budget. Budget is an important tool to help companies achieve their goals, but the tool itself is flexible, right? As an executive, you should have the right to use the budget flexibly for the company's financial interests and future competitiveness? " Give your customers time to react. )

"What we are discussing here is a system that can make your company have immediate and sustainable competitiveness. Tell me, Mr. So-and-so, if a product is helpful to your company's long-term competitiveness and profit today, as the decision maker of the enterprise, will you let the budget control you or will you control the budget? "

The method of non-profit companies and government units: "I know that every well-managed organization will control their finances with accurate budgets, so I know that your office will change with the rapidly changing needs of the public." Is that really the case? "

After the customer responded, continue to say, "This means that as the president of such an efficient organization, you can of course use your budget flexibly instead of sticking to the rules. Otherwise, how can your employees quickly benefit from new developments and technologies through your organization? "

"So as president, you should have the right to use the budget flexibly and let the organization perform its duties." "What we're talking about here is an immediate and continuous cost-saving method (getting attention, increasing the safety and comfort of tourists-any benefit can be done). Tell me, Mr XXX, under these conditions, is your budget flexible or rigid? "

Five, Powell clinch a deal method

In our society, there are always some people who are very procrastinating and hesitant. They obviously believe that the quality and service of our products are excellent, and they also believe that if they make a purchase decision, it will be of great help to their business. But they just postponed the purchase decision.

They are always afraid of wolves before and tigers after. For them, the dominant factor in their decision-making is not the benefits of buying, but the mistakes in case. It is these "1000 mistakes" that make them afraid to take the responsibility of making the right purchase. For this kind of customers, Powell trading method can be used.

You can say to him, "Mr. So-and-so, US Secretary of State Powell said that postponing a decision wastes more money and time than making a wrong decision, and what we are discussing today is a decision, right?"

"If you said yes today, what will happen? What should I do if I can't say? I don't know, there will be no change tomorrow and today, right? If you promise today, the benefits you get are obvious, which I think you will know better than me. Mr. so-and-so, it's better for you to say it than not to say it, isn't it? "

For this weak customer, the salesman must dominate the whole promotion process, and his subconscious needs others to make a purchase decision for him. He always needs to listen to other people's opinions, but he dare not make any decisions by himself.

Such customers and salesmen must learn to dominate the whole purchase process. You should never be afraid to make decisions for your customers. You must understand that your decision may be your customer's buying behavior.

Six, "a penny for a share" trading law

In our promotion life, price is always the most frequently mentioned topic by customers. However, it is not important to be picky about the price itself. What matters is the real reason behind being picky about the price. So, whenever someone finds fault with your price, don't argue with him.

On the contrary, you should be happy. Because the customer is interested in your product, he will pay attention to the price. What you have to do is to make him feel that the price is in line with the value of the product, so you can make a deal.

It is not difficult to break through the price barrier. Because if the customer always revolves around the price, it is because he is too concerned about the price and doesn't want you to pay attention to what value he can get in product introduction.

In this case, you can try the following methods. You asked softly, "Mr. XXX, have you ever bought anything for free?" After he answered, you asked, "Mr. So-and-so, have you bought anything cheap?" Something of good quality? "You must wait patiently for his answer. He may admit that he never thought that the bargain he bought would be valuable in the future.

You said, "Mr. So-and-so, do you think it's worthwhile and meaningful?" This is the biggest truth between buying and selling. When you make a presentation in this way, almost all customers must agree that what you said is correct.

In daily life, you get what you pay for. You can't buy things for free, nor can you buy good products at a very low price. Every time I want to save money to buy a bargain, I often regret it.

You can end with these words: "Mr. XXX, the price of our products is very reasonable in this highly competitive market." We may not be able to give you the lowest price, and you may not want it, but we can give you the best overall trading conditions of such products on the market at present. "

Next, "Mr. so-and-so, sometimes it is not entirely wise to use price to guide us to make purchase decisions." No one will invest too much in a product, but sometimes investing too little also has its problems. Too much investment, thanks to a little money, too little investment, pay more. Because the products you buy can't bring you the expected satisfaction.

In this world, we rarely have the opportunity to buy the best quality goods with the least money. This is the truth of economy, which is what we call a penny for a penny. "

The advantage of these words is that they are always true. Future customers will know that you are an absolutely honest and frank person, and of course they will know that your price cannot be reduced. This is not an auction. You didn't block the products there. Interested parties are invited to bid. What you sell is a good product with reasonable price. The key point of purchasing decision is that your product is suitable for customers to solve problems and achieve goals.

Seven, "other may be cheaper" trading methods

I think in your sales career, you may often encounter such words as "other products are cheaper than yours" This is of course a question of price. But first of all, we must distinguish whether he really thinks your product is more expensive than others', or whether he just uses this sentence to bargain with you. Knowing their satisfaction and interest in the quality of your products and services will greatly help you complete the transaction.

But no matter what his attitude is, you can use the following trading methods to effectively stimulate their desire to buy unless they are really not interested in your products and services. But if your customer is really not interested, he won't pester you about the price, will he? Let's look at the following trading methods. They may just want to buy the best products and services at a lower price.

In this case, you can say to him, "Mr. So-and-so, the prices of other homes may really be lower than ours." In this world, we all hope to buy the best quality goods at the lowest price. According to my personal understanding, customers usually pay attention to three points when buying: ① the price of the product; ② product quality; ③ Service of products.

I've never found a company that can provide the best products and services at the lowest price, just like Mercedes-Benz cars can't sell at Santana's price, right? "

After saying this, you'd better leave your time to respond to customers. Because what you said is economic truth, it is difficult for your client to refute you. He can only say "yes". Next, you say to your customers, "Mr. So-and-so, according to your years of experience, buying our products and services at this price is a very legitimate trading condition, right?"

Let your customers answer, because your product quality and service really meet this price, and your customers should not give a negative answer if they are not deliberately making things difficult. Then, you continue to ask him: "Mr. XXX, which one are you willing to sacrifice for your long-term happiness?" Are you willing to sacrifice the quality of your products? Or is our company's service better?

Mr. so-and-so, is price really that important to you? Sometimes it's worthwhile to invest more in order to get what they really want, don't you think? In fact, the low-level purchasing staff of large companies are committed to getting the lowest price from suppliers as much as possible. However, experienced buyers know that low-priced products often cause more problems than they can solve.

According to their experience, senior buyers are more concerned about obtaining the highest quality products, far better than those with low prices. They all seem to make better decisions for the company. Mr. so-and-so, is that right? "

If your products and services are really good enough, you just need to write down the above language and say it, and your order will be enough.

Eight, "ten tests" trading method

Another good way to clinch a deal is the "ten tests" method. The specific application is as follows: "Mr. So-and-so, many years ago, I found that the perfect test of a product's value is to see if it can stand the test of ten tests.

For example, you may invest in houses, cars, jewelry and other things that bring you pleasure, but after you have it, can you answer this question for sure? Are you willing to pay ten times more for this?

For example, you may have invested in the cost of health consultation, which greatly improved your health, changed your image, enhanced your self-confidence and increased your income, so what you paid was worth it. Some products, when we have it for a period of time and find that it has changed us, we will be willing to pay ten times its price to own it.

Nine, "no deal"

Have you ever met a customer who just said "no" to you and had nothing else to polish? You will meet it sooner or later. Think about this question first, so that you won't be too shocked to hear "don't" Usually you will hear some flexible refusals, such as "Your products are all very good, we need your products (or services), but I have to refuse".

On these occasions, learn the closing method used by super salesmen, and study it carefully in order to increase your order. "Mr. So-and-so, there are many salespeople selling many products in this world, and they all have good and convincing reasons to ask you to invest in their products and services, right?"

"Of course, Mr. XXX, you can say no to any or all salesmen, but in my industry (talk about your products and services), I am a professional, and my experience tells me an irresistible fact that no one can say no to my products. When he said no to my product, he was actually saying no to his future happiness, happiness and wealth. "

"Mr. So-and-so, if you have a product today, the customer needs him very much and wants to have it very much, will you let him say no to you because of the customer's little problem? So, of course, I won't let you say no to me today. "

X "Yes, Yes" transaction mode

If the products you sell are of good quality, and the advantages of some products meet the needs of customers, you should prepare some questions for customers to answer only "yes" before customers admit these advantages. For example, "Mr. so-and-so, our product saves 20% electricity than product A?" "Our machine is cheaper than that of Company A, 500 yuan, isn't it?"

Of course, these questions must show the characteristics of the product, and only if you are sure that the customer will answer "yes". By mastering this trick, you can create a series of questions for customers to answer "yes". Finally, when you ask the customer to sign the order, he will willingly answer "Yes".

In our sales world, the person who can make a request is the winner. But unfortunately, too many people are unwilling to ask for what they want and need for fear of failure and rejection. They will guess, hint and hint in various ways, but they don't want to risk being rejected and ask directly. Whether your life is successful or not depends largely on your ability and willingness to get what you want.

Learn to ask actively, pleasantly, politely, expectantly, ask for information, ask for an appointment, let others tell you the reason for his hesitation, and understand the implication of customers. Most importantly, you have to let customers place orders. At the end of all explanations, sales activities and conclusions, ask customers to make a purchase decision.

As the Bible says, "Ask him and he will get an answer, and all Karl will get something." Courage and courage are the basic qualities of a top salesperson. They are salespeople who can give full play to their greatest potential. They are all brave people, who can overcome their fears, go forward bravely, and are not afraid of failure, frustration and refusal to wait for bullets.

Once you decide what you want, you will act as if you won't fail, and you will achieve it!

In sales, unless you doubt, fear or set limits for yourself, your achievements are infinite. When you practice bold moves and show a gesture that you can't fail, you will immediately integrate courage into your important personality traits, which will run through your life and your success in sales will be just around the corner.