From prologue to successful invitation of customers

A perfect sales speech should start with the opening remarks of sales and then reach the successful invitation of customers. This is what a standard salesman should do, but what should you do from the opening remarks to the successful invitation of customers? The following is the process I collected for you from the opening remarks to the successful invitation of customers. Welcome to learn from it.

The opening remarks generally need to reflect who I am and what I am doing here (sometimes telling customers the source of the number may make them more willing to listen)

? Hello, is this Mr/Ms XXX? If there is a full name, you can say the full name. If you don't have a full name, use your last name instead. Listen, I'm here. . I know you do. . . Need?

? I'm XXX's little x? Let customers clearly know who they are talking to and what their name is, and deepen their impression.

? I can introduce our products to you, and we can also understand customers' requirements in this respect, so as to provide better services to customers. I have a few questions for you.

This little point plays a connecting role, making customers feel that we are very professional. If it is not convenient for the customer to answer at this time, then you can use it? Closed query? End the conversation after determining the specific answer time and continue to follow up another day.

Try not to mention whether I want it or not. Can I bother you with such questions and guide customers to subconsciously refuse?

If you judge that the customer doesn't really need it at present, or doesn't care much, you can keep the button and continue to communicate with the customer next time.

? I'm sorry to bother you today, but if our company has any preferential products or promotions, I will recommend you. After that, you can choose to send text messages for maintenance or communicate by phone again. PS: Be sure to record it.

If customers have good intentions, they can continue to go down.

It is unrealistic to think that you can deal with customers at one time.

Many times, you may have just said two sentences, and many people will be hung up. Why?

One reason is that customers don't really need the goods or services you sell (which requires you to judge and understand the relationship between the attributes of your products and customer needs)

The second reason is the poor sales skills of telemarketers (learn from telemarketers, listen to what colleagues around you say, or call colleagues to learn)

The third reason is that what the business people say is too perfect, which makes people suspicious (you can cite well-known big customer cases to illustrate with data)

The fourth reason is that the price is too expensive (by rhetorical questions or emphasizing the value of the product)

The fifth reason is that I don't want to make a decision too soon (it depends: put pressure on buying and enhance the sense of urgency)

Reason 6: I don't want to waste time on the phone, especially when the customer is busy (know each other's working hours and try to talk or communicate next time)

Reason seven: fear of being cheated (try to invite customers to the company and convince him with the strength of the company)

Reason 8: The telemarketers are not professional enough to effectively answer the questions raised by prospective customers (strengthen the study of professional knowledge, or call their peers to ask their questions and see how others answer them).

Sales vocabulary and skills

Tip 1: Let the customer say yes, and don't give the customer a chance to refuse.

You can mention your product in the first phone call, but don't ask the customer if he needs your product, because the customer is very wary of you in the first phone call. As long as you ask him if he wants it, he will probably answer no at once and then hang up. You can ask customers some questions with positive answers. For example, talk about industry trends.

? Isn't it good for you to know the market and products in advance to buy products in the future? Perhaps you don't know, many changes have taken place in our products. (Make a brief introduction according to your own products) You only need to spend a short time for me to make an introduction for you, which will certainly do you no harm. ?

Tip 2: If the customer refuses, try to understand the reasons for the refusal.

? You don't need our products, because you have a partner now, or because of other reasons? If it is for other reasons, what makes you not want to know? Listen to customers, analyze unnecessary reasons, and formulate specific coping strategies according to the situation. )?

Tip 3: If the customer wants to quote directly or doesn't want to listen to the information, you can persuade the customer to listen with customization.

? Sir, our materials are all designed outlines and drafts, which must be coordinated with the instructions of the personnel and modified according to the personal situation of each customer, which is tantamount to tailoring them to suit their own needs. So I'd better come to see you on Monday or Tuesday. Do you think it's better to wait in the morning or later?

Tip 4: At the end of the call, be sure to find a reason for your next call so that the next call can go smoothly. Every time you increase communication, the chances of closing a deal will increase.

Tip 5: When you leave your mobile phone number, make sure that the other party has a record, so that you can be contacted smoothly in case the customer really needs it. After leaving the phone number for the customer, ask the customer to report the phone number again. Most people just write it down casually or perfunctory, which makes customers have to remember the number.

Tip 6: Speech training can't be completed in one day. Every effective communication will record useful customer inquiries or problems that customers have not solved. After a long time, you can gradually find a problem point in the place where customers are mainly concentrated, and then concentrate on preparing your speech.

Tap customer needs

Mining demand is based on opening remarks? What am I doing here? The back and forth contact is to chat with customers and exchange information. Cut in from the customer's interest points. In this link, we need to get more customer information.

To tap customer demand, we must first make clear our target customer base and analyze the potential customers of our products. What makes them your target users? What are their consumption habits and opinions? What are their values? You should be able to draw a concrete picture of a group of people instead of using some pale labels, such as? White collar? 、? Consumption level is between * * *-* *? To describe this group of people. Consciously understand these problems in the process of communication.

The question of demand. In fact, don't you just understand the needs and don't understand these? People? Your own story, so there is no way to tell you the reasons for these needs. It is necessary to know his consumption habits and concepts, which is very helpful to shape the value of products in the future.

The following is a process from demand generation to purchase.

Demand generation? Looking for solutions? Contact with the product? Understand the product (what is it, what is its purpose, how to use it, what is its principle, etc. )? A test of product and seller's ability? Price understanding and negotiation? Objection? trade

The speech should be to provide customers with solutions to problems, so that customers are willing to contact the products and understand them.

In the process of communicating with customers:

For people who speak fast, emphasize action and results.

For those who list the main points, emphasize logic and organization.

For those who speak slowly, talk more about the feelings brought by the product.

Shaping product value

Meet customers' expectations, and express the outstanding features and advantages, potential advantages and high added value of the project products to customers.

? Meet customer expectations? According to the customer's inquiry and answer in mining demand and the industry market situation of the product, the initial expectations of customers can be met.

? Express the differences, advantages and potential advantages of this product? . Can be compared with ordinary products in the market, highlighting their own advantages and differences, such as brand stories, so that customers feel that similar products are second to none, and deepen customer recognition of products.

? High added value? This is a surprise for our customers. When buying our products, what will we bring to you, which will make our customers spend one dollar to buy two dollars, and even make them feel superior? The illusion of not spending money? , feel value for money, for the next link? Send an invitation? Work hard.

Invite customers

According to? High added value? This link is to convey two messages to customers: our products are very suitable for you, so it is necessary for you to visit on the spot. During the inspection, you will get other things for free. In short, it's not for nothing, it's not a loss.

Show your customers' interests and then invite them. Inviting customers can be achieved through a sense of crisis and urgency.

Classification of resistance problems

Silent refusal: Ask customers how they feel and think about the product (open-ended questions) and try to get customers to talk more about their ideas.

Excuses to refuse: ignore his doubts and resistance first, and express approval to the customer first. I know your question is very important. We'll discuss it together later. You can listen to the features of our products first. Why should it be worth buying?

Criticism and rejection: this is usually a negative way to criticize your product, and it does not rule out that you may have encountered bad experiences. In this case, you can listen carefully to the customer's criticism, judge whether what he says is true and what he doesn't care about, and extract available information from it for later use.

Question Rejection: When a customer asks a question, it shows that he has actually considered the question and is interested in it. He can first acknowledge his problems and welcome them. Your questions are often asked by customers, and we also have this information. This is how we solved it. Do you think this will work?

Performance rejection: such customers will always test your professionalism and appear to know the products of the industry very well. Such a customer should first praise him, let him feel that you attach importance to him, and then slowly provide some professional advice. Excessive professionalism is not enough, otherwise you may not have sent or received the information you expressed.

Subjective rejection: this is the case with ordinary customers, that is, subconscious rejection. In the face of such customers, it is very important for them to accept themselves first. Then put forward the demands of customers to attract attention.