Tell sales opening: 20 techniques and words to teach you to capture the customer's heart in 30 seconds!

Telephone sales opening: 20 techniques and words to teach you to capture the customer's heart in 30 seconds!

The opening statement of a sales call is that the salesperson must arouse the customer's interest in what he is talking about within the first 20-30 seconds. Otherwise, the customer will be distracted and impatient, or even hang up directly. In just a few dozen seconds, what can you say to capture the customer's heart? Below, we share 20 phone opening skills and words for direct and indirect customers.

1. Direct customers or related persons

A direct customer can be an individual or a corporate person. It means that the salesperson has a certain background understanding of the customer and clearly understands the person. Have purchasing decision-making power, or have influence on whether the decision-maker makes a purchase. For such customers, sales staff can sell products directly to them.

1. Benefit temptation

The most difficult thing to do when opening a phone call, and the most important thing to do is to quickly attract the customer's attention. What the customer cares most about is always his own interests, such as reducing costs, increasing profits, improving efficiency, etc.

So the most important thing about the opening statement is to relate to the customer's interests. "Mr. XX, if there is a method that can increase your profits by 20%, and this method has been proven to be truly effective, would you be willing to spend a few minutes to learn about it?"

Another example is telecommunications and finance. The opening remarks of promotional activities commonly used in the industry are "We are now launching a new promotion" "Get XX for free" "You only need to spend 6 yuan to get services that you used to spend 30 yuan on" "Hello, Mr. XX, I am company XX. I understand that your traffic charges are relatively high. Now there is a new package that can reduce your traffic charges by half. Are you interested in learning about it? ”

2. Use “With the Public”. Different” to attract

For example, use the special advantages of the product such as “the only” and “the biggest” to attract customers. For example, "Hello, this is XX animation design company. I don't know if you have contacted us. XX company is the only professional service company in China that focuses on XX animation. I understand that as the person in charge of the animation design company, you must have improved. I want to briefly communicate with you about the training needs of designers’ professional abilities.

3. Use large companies or competitors as endorsements.

Mention the industry you have just served at the beginning. The company or its direct competitors, for example, "We have just provided employee sales training services to XX company, and they are very satisfied with the results of our training, so we think it may be helpful to your company."

4. Talk about topics familiar to customers

For example, "Hello, Mr. XX, I am XX from XX company. I recently saw an article you published on the Internet about advertising strategies. , which is very different from the views I have seen before. Did you sum it up yourself? "If the other party is sure, you can continue to say, "This article touched me deeply, but there are a few questions that I don't understand. Could you please help me?" ”

5. Sincerely praise customers

For example, “Hello, Mr. XX, I have been following you for XX time and know that you are very knowledgeable in XX field. Can you please I have 5 minutes to ask you two questions?

6. Recommendation from acquaintances

Hello, Mr. XX, I am XX, the sales consultant of XX company. Your friend XX is a loyal user of our company. He introduced me to call. For you, he thinks that our products are more in line with your needs. ”

7. Introduce yourself humorously

“Hello, Mr. XX, I am XX, the sales consultant of XX company.” However, this is a sales call, so I don’t think you’ll just hang up! "If the customer says, "I hate selling the most," the salesperson can reply, "Then I really have to be careful not to add another annoying person to you." Of course, if the customer asks, "What are you going to sell?" You can introduce the product directly.

8. Start with the topic that the other party is most concerned about.

"Hello, Mr. XX, I am XX from XX company. Let me listen to the salesperson below you. Now is the off-season in the tourism industry, sales are not very good? "This kind of opening statement is to pull the other party from a state of rejection and alert to the salesperson to a state of solving the problems he is concerned about, making him forget to reject you, and then slowly integrate his concerns with your sales pitch. products connected.

9. Do you want to ask "Are you convenient now?"

I believe many sales staff will ask customers "Are you convenient now?", and basically many customers will say no. convenient. Do you want to ask the salesperson out of politeness? There are two suggestions: either don’t ask and go directly to the topic; or try to improve the appeal of your voice so that customers can feel your enthusiasm. At the same time, you can also change this sentence to "Sorry, I'm calling you now." Used to confirm whether the other party's time is feasible.

10. Use key figures to increase persuasiveness

“Hello, sir, our company is engaged in XX business. We purchase N kinds of XX materials directly from manufacturers and supply them to our local XX companies. The company saves customers XX costs on average every year, so I’d like to call you to introduce our business.”

11. Give feedback

"Hello, Mr. XX, I am XX from XX company, and I would like to talk to you about XX business. However, I am a consumer of your company's XX products. I have been using your product and I found that there is a problem with the product." In this way, the salesperson's role changes from selling to the other party's customers.

12. Wrong call

"Hello, Ms. XX, I am XX from XX company. The XX brand car that your husband is interested in has arrived. This car is the first batch. It's on the market, there are very few quotas in various places, and there are XX discounts. I finally helped him get it, and I want to invite him to take a look." If the other party says, I am not XX, the salesperson can continue to say, "I'm sorry to bother you, but by the way, do you plan to buy a new car now?"

13. To put it bluntly

To put it bluntly, it is to break the fixed mindset of sales staff introducing their products as soon as they open their mouths. For example, a salesperson from an air-conditioning manufacturer calls an air-conditioning wholesaler and asks, "Are you willing to sell 500 air conditioners?" With just one word difference between "buy" and "sell", you can say what the other party is eagerly looking forward to and make the other party listen. Interest in going down.

2. Call "indirect customers"

Indirect customers mostly refer to employees, secretaries, office directors, etc. within the company. When facing corporate customers, without the relevant information about the buyers, sales staff can only have the opportunity to get in touch with the decision makers by dealing with these people first.

What is the biggest characteristic of this kind of people? After being "bombarded" with all kinds of sales calls, they have become quite disgusted with the sales behavior and have a strong immunity. If you hear the slightest suspicion of sales promotion, you will instinctively refuse, shirk or hang up immediately. Some companies even have special training to filter calls. In this situation, if the salesperson lacks skills or experience, the result will only be a cold rejection.

How do salespeople deal with these people with strong "immunity"?

1. Deal with the operator politely

When you see this sentence, a salesperson may immediately stand up and say that you have doubts, "I clearly have all the attitude, tone, and wording. I was very polite and courteous, but I was still rejected.” You can first ask yourself whether, in addition to being polite in attitude, you have been polite to the person receiving the call.

To give a negative example: after the salesperson made a call: "I am from XX company. Our company mainly does XX business and specializes in serving XX companies. Are you XX company? I'll look for you. You boss", and then what I heard was "Wrong number, toot toot toot...".

One mistake made by this type of speech is that there is no basic greeting or greeting, and it is just a long list of terms. I only focus on speaking happily and ignore the reaction of the operator. It is suggested that you try to say something like this: "Hello, I am XX company. I have a new product introduction sheet. We have sent an email to the general manager. Do you know the general manager's phone number? I will note it down."

2. Avoid too "stylized" speaking methods

For example, "Hi, hello, I am from XX company. Can I talk to the person in charge of XX product business in your company?" The question method is also very easy to be rejected, because as soon as the other party hears "your company" + follow-up uncertain inquiries, it is easy to guess that you are making a sales call hastily. It is recommended to change it to "Hello, I am XX company. There is an advertisement for buying 10,000 and getting 5,000 free. Many unit leaders want to know the details of this plan. Do you know the general manager's phone number? I will note it down."

”

3. “Don’t hang yourself from a tree”

For corporate customers, you can make more than one phone call. For example, if the front desk phone number doesn’t work, you can call the sales department, The marketing department, finance department or other departments receive fewer "harassing calls" and are more likely to achieve the desired results.

4. Implicit manipulation

If If we convey to the operator the impression that we know nothing about the "direct customer", it will be difficult for the other party to trust us. On the contrary, if we imply to the operator that you have some knowledge or contact with the decision-maker, or imply that you are familiar with each other. , then it will be easier for the other party to take off their guard.

For example, if you only know the name of the direct customer, you can say, "Hey, I am XX from XX company. Can Mr. Zhang listen to the call?" ”

Or, imply that you are familiar with each other and the phone communication time is very short, such as “Hey, I am XX from XX company. I know Mr. Zhang is very busy. Please tell him that it only takes two minutes.” I want to talk to Mr. Zhang about our new business. "

Furthermore, mention the name of the caller, such as ""Hello, Secretary Wang? I'm from XX company. We haven't met before, but I know you. My surname is Xiao." Is Mr. Zhang here? I'll ask him to answer the phone. "Most secretaries or assistants are used to calling the boss directly. Once the salesperson mentions the secretary's name first, it is easy to distance the two parties and the defensiveness will increase. decrease.

In addition, you can also use third-party relationships to build relationships, such as "Hi, hello, Secretary Wang, I am XX from XX company. A friend of XX told me that your boss introduced us to I am more interested in the new business, and I would like to make an appointment to talk to the boss." Friends here can also be relatives, classmates, calligraphy associations, etc. Of course, before talking about these, you need to do some homework and understand the social relationships of the target customers, etc.

5. Adjust the way you ask questions to reduce the possibility of the other party saying "no"

Many sales staff ask questions like "can you do it?" "can you do it?" and "do you know?" Most of the answers obtained are negative. Maybe you can change the way you ask and guide the other person to say "yes." For example, "Do you know the phone number of the sales department?" or "Excuse me, could you please find your sales manager? Thank you."

6. "Silence" on the phone to exert pressure

Due to the nature of their work, most salespeople are accustomed to a humble and sincere attitude when calling customers, while the operators are also accustomed to a self-righteous and indifferent attitude. In this case, it is recommended to try the "silent pressure" method.

For example, after answering the phone, the salesperson says "XX company?" (try to use the other company's abbreviation), and the operator replies "Yes, where?" Next, the salesperson can choose to remain silent for 5 seconds. clock, and then say, "Hello, my surname is XX, company XX (it's best to use the abbreviation), I made an appointment with you the day before yesterday, please ask the purchasing manager to answer the phone."

Don’t underestimate these few seconds, it can effectively make the salesperson look more relevant and give people an aura that is not easy to mess with. Of course, it might be better if the salesperson pretends to organize the information during the silence period and makes the paper make noise.

7. "Question" the operator

This method simply uses the opening statement "You also know" to mislead the listener's thinking and avoid asking more questions. An example is as follows:

Salesperson: "Hello, I am XX from XX company. We have some internal information that we need to verify with your boss. Do you know the boss's phone number? I will note it down.

Operator: "Tell me the situation, and then I'll report it to the boss. ”

Salesman: “Don’t you know about this?” You are often around the boss, so you should know the situation better than others. Okay, please tell me the boss’s phone number and I’ll talk to him personally. ”

The above introduces the words and techniques of how to seize the first 30 seconds of selling to direct customers and indirect customers when the other party can still tolerate it. Although, there is still no guarantee that all customers will be willing to continue to listen. Go on, but I believe that if you use these skills skillfully, continue to explore customer psychology, and dare to try, you will definitely gain more target customers.