Telemarketing skills, preferably comprehensive and informative, thank you.

Note: 1. Identify the target customers.

The first step in sales work is to determine your target customers. Where are the target customers? Which customers are most likely to use your products? This message must be clear, otherwise it may be futile to make more phone calls every day.

For example, there are all kinds of fish in the pond. What kind of fish do you want? You should first observe where most of the fish you want are concentrated, and don't fish aimlessly.

Finding customers in the most concentrated places of target customers can achieve better results, so be sure to accurately locate your target customers. After making a strange phone call, the first step to success is to find the right person. If you can't even find someone who has the right to make a decision, then no matter how good the sales skills are, it will be in vain. Therefore, the first step for a telemarketer to make a strange call is to make sure that the person you are talking to is the key person you are looking for.

How to judge that this person is the key person you are looking for? Key people generally have three characteristics, which can be expressed in English as MAN: m means rich, and key people must have a budget to buy your products.

Products; A means right, and the key person must have the purchasing decision-making power or have an important influence on the decision-making; N means there is demand.

Second, effective sales preparation.

The sales process of telemarketing is very short, and only by making full preparations can we seize the rare opportunity. The preparation before telemarketing is like the foundation of a building. If the foundation is not solid, the building will collapse.

It will collapse soon. The result of telephone communication with customers has a great relationship with the preparation before telephone sales. Even if you have strong communication skills, you can't do it if you are not prepared.

Can achieve the desired effect. The preparatory work before telemarketing includes the following aspects:

Define the purpose of calling the customer. Do you want to sell your products successfully, or do you want to establish a long-term cooperative relationship with your customers? It must be clear, so that it can be targeted.

Define the destination of the call. What's the goal? The goal is the effect after the call is over. Purpose and goal are related, so we must be clear about the purpose and goal of calling, which are two important aspects.

Clarify the questions that must be asked in order to achieve the goal. In order to achieve your goal, you must be clear about what information you need to get and what questions you need to ask before making a phone call. Get more information and understand the customer's needs from the beginning of connecting the phone. If you don't ask questions, you obviously can't get the information and needs of customers. Therefore, the skills of asking questions in telemarketing are very important. The questions you need to ask should be written on paper before you make a phone call.

Imagine and prepare questions that customers may ask. When you call a customer, the customer will also ask you some questions. If you are not clear about the customer's problem, you should take the time to find some information. The customer may hang up for fear of delaying his time, which is not conducive to the establishment of a trust relationship. So to know what questions customers may ask, you should know how to answer them in advance.

Preparation of required information. As mentioned above, you can't have too much time if you need to consult the information to make some responses to customers. It should be noted that the customer must not be kept waiting at the other end of the phone for too long, so the information must be kept at hand so that it can be found immediately when consultation is needed.

Make the questions that customers may often ask into a job help form, and when customers ask these questions, you can look them up quickly at any time. Another piece of information needed is the contact telephone number of relevant personnel, especially colleagues. If you are not clear about the questions raised by customers, you can ask the technicians in your colleagues to help you answer them.

Third, eye-catching opening remarks

For salespeople, whether your opening remarks can arouse customers' interest determines the smoothness of telephone communication. Therefore, designing a communication scheme that customers are willing to listen to has become the key to the success of telemarketing.

Many telemarketers like to use such opening remarks: Hello, I'm XX from XX Company. May I bother you for two minutes? From the caller's point of view, this sentence is correct. It is a polite and reasonable prologue to telemarketing. But from the analysis of the respondents, the problem is very big. Because this kind of prologue is easy to make the caller wary and even disgusted. "Which company's salesman? Will it be a liar? " The client will feel suspicious. Why should I give you two minutes? What good is it for strangers to call me? A good opening speech is half the battle. Never let customers feel alert and confused, so you will get twice the result with half the effort. Your first sentence will determine the fate of this sale.

As a successful telemarketer, after giving your company and name, you can ask the customer, "Is it convenient to answer the phone now?" In fact, many times customers receive sales calls at inconvenient times, but few people really respond like this. Instead, they will ask why you called, suggesting that you can continue chatting. You can also take a more frank and humorous way, such as: "This is a sales call, I don't think you will hang up?" According to people's experience, only 10 people hang up at this time.

Therefore, in the first 10 seconds of telemarketing, we should seize the customer's attention and arouse his interest. It takes 30 seconds to decide the fate behind: whether to end or continue.

Fourth, gain the trust of customers.

For telemarketers, the biggest headache is in the initial stage of contacting new customers. At this stage, we can't rely solely on product knowledge and authoritative image to approach customers. Many sales experts come to the most important conclusion: if you can't win the trust of customers, sales can't go on at all.

For example:

Salesman: "Hello, Miss Li, I am a senior consultant of Ping An Insurance. I have a prize for you here. I wonder if you are free this weekend. Shall I send it to you? "

Miss Li: "Who are you? My prize? How do you know my phone number? "

Salesman: "Your phone number is in our company's internal database. But a famous expert doctor like you, there must be many people who have your contact information. This award is very rare. It only takes you 15 minutes. Do you think so? "

Miss Li: "What award? Who called you? Sorry, I'm busy and have no time. Let's talk about it. "

In the first telephone contact with customers, the key is to gain the trust of customers, not to bring benefits to customers. Who would believe that the pie would fall from the sky by itself? Therefore, when a telemarketer contacts a customer for the first time, it is best to borrow a third party or an old user to lead the way, so as to gain the trust of the customer and make the conversation easier. For example, in this kind of telephone conversation, when Miss Li asks the other party how to get her phone number, if the salesperson can introduce someone who is familiar with or respected by Miss Li as an introducer, it will inevitably increase Miss Li's trust and make the conversation enter a harmonious atmosphere.

Five, quickly cut to the chase

When customers are willing to listen, telemarketers should cut to the chase quickly. Don't think that getting into the subject quickly will offend customers. Businessmen pay most attention to practical interests. You must take the benefits that the product can bring to them as the content of the conversation as soon as possible to arouse customers' interest in you again.

For example:

Salesperson: "Do you think that the fierce competition in the industry leads to the low profit rate of enterprises?"

Customer: "Yes, unfair competition among industries makes the profits of enterprises thinner and thinner, but the cost can't be saved much."

Salesman: "I heard that your company still uses XX equipment?"

Customer: "Yes."

Salesman: "According to the latest statistics of our company, the profits of those enterprises that bought our equipment increased by 15% compared with the same period without increasing the labor cost and material cost.

. I hope our products can also make your enterprise get more profits. "

Customer: "What product?"

Salesperson: "XX products ..."

The time of telephone communication itself is relatively short, and quickly cutting into the communication topic is the most concerned issue for both parties, so telemarketers need not be afraid or taboo to get into the ditch quickly.

Get to the point.

Six, emphasize their own value

When telemarketers describe products, they should mainly explain what practical problems the products can help customers solve and what value and benefits they can create for customers, so that customers can easily accept your things.

For example, you can say, "Many customers have told us that our products have helped them reduce the chances of viruses invading their computers, ensured the security of their systems, reduced the problem of extra capacity caused by excessive spam, and saved them the cost of purchasing new security software. These should be very important for companies like you. "

Regardless of telephone sales or door-to-door sales, self-worth is a part that must be emphasized in the sales process, because it is the key factor to determine whether customers will produce transaction results.

The difficulty of telemarketing lies in how to establish a relationship with customers, gain trust and generate transactions in the shortest time. Through the above six suggestions, the author hopes to inspire many front-line telemarketers, so that they can quickly master the tricks of telemarketing and make more effective sales performance.

Tip: 1. Explain the subject and purpose of the call.

2. Pay attention to the time, place and environment of calling the other party.

3. Pay attention to standing posture and sitting posture when communicating by telephone.

4. The tone should have affinity.

5. Pay attention to the vitality and rhythm of the sound.

6. Pay attention to the logic and rigor of speaking.

7. Always smile, smile, smile.

8. Tell the other person clearly who you are.

9. Tell the other person the subject of communication directly, and don't beat around the bush.

10. Think about what to say first, then what to say, and pay attention to the steps of the conversation.

1 1. Prepare for communication obstacles in advance, such as opposition from the other party and various emergencies.

12. Committed to building trust and friendship with each other.

13. Learn to speak with facts and cases.

14. Don't assume that the other party knows or understands.

15. Learn to confirm each other's views and opinions.

16. Learn to listen and understand.

17. Pay attention to the surrounding influence during the call.

18. Pay attention to the end of your call.

19. Prepare for the next call or meeting.

20. When the call is over, wait for the other party to hang up.