What should software sales say on the phone?

1, understand the requirements

Speak enthusiastically and show sincerity and enthusiasm.

"I hope to know more about your company's needs. How do you evaluate the XX products that your company is currently using? "

2. Key issues

Be sincere and let them know that you care about them.

3. The main advantages are as follows

(The advantages of the product should be obvious)

"The main advantages of xx products (services) we provide are: (1) ..., (2) ...; (3) ... What are you most interested in? Why is this important to you? Can this advantage meet your requirements? "

Guide buyers to buy your products or services. Next step.

(Guide customers, step by step)

"Sir (madam), if you think that using our products (services) will benefit your company, what are you going to do next?

4. Do you have the right to approve?

(clear decision maker)

"Sir (madam), may I take it that if you appreciate our products (services) and their prices, you have the right to approve the purchase?"

5. Obstruct

"Is there any reason to stop you from making a decision today?"

Step 6 end the temptation

The following statement will help you find the potential resistance. )

"If our xx products (services) meet your standards or requirements, when can we start negotiations (system installation or delivery)?"

7. Dispel customers' objections to marketing language.

"The price is too high."

8. comparison

(Be sure to make the other person more specific)

"What did you compare our quotation with?"

9, consider the value

(Make sure first)

"Price is an important factor to consider, isn't it? Do you think value is equally important? Please let me tell you the value of our products. "

10, intended to pay

"How much are you going to pay?"

1 1, they know

(Pragmatically speaking)

"Our competitors may know how much their products are worth."

12, so bear with it

(The following statement is conducive to improving customers' tolerance for price)

"This price can be paid in installments, so you can easily afford it."

13, cross out this item, "We can reduce the price."

(The following questions may cause the other person's unhappiness)

"What items do you want to cross off the purchase order?"

14, earn it back

(Be sure to measure relevant data correctly)

"Your investment is * * dollars per month-that is, * * dollars per day and * * dollars per hour. I estimate that you can earn back this investment within ×× months, which has not calculated the additional benefits brought to you by the improvement of employee morale. "

15, lowest price

"May I ask you a question? Does your company price your products (services) at the lowest price in the market?

Nine times out of ten, the answer is "no" or "not always".

"So we agree that the price is not the only factor to consider when making a purchase decision, and the value of the goods you will get is also very important, isn't it?

"Let's talk about the value of our xx products (services)."

Our price is not cheap.

(Give the definition of quality)

"Our price is not cheap, but the quality is very good. The price of the products (services) we offer you is only ××% higher than other products. We didn't ask for a higher price, and I was embarrassed to think of it. "

The quality is very expensive.

"I think you agree that the quality is very expensive. Quality is very important to you, isn't it? "

18, who will we compete with?

(Use the following statements to identify competitors)

"Who are you comparing us to?"