Communication skills of telemarketing

Many salespeople are very afraid of telemarketing. Novices have been doing telemarketing for months, and may not have a bill yet. So how do they do telemarketing? As long as the following points are done well, charging should not be a problem.

Pretending to be a customer and calling a colleague-learning skills

We can pretend to be customers and call our peers' companies. In this way, we can quickly understand how competitors do telemarketing, their advantages, their words, their product selling points and their services. In this way, we can not only understand the basic situation of our competitors, but also learn from our peers, killing two birds with one stone.

Please note, however, that the order of magnitude of impersonating customers to call peers is 100. Because at the beginning, you may not meet the telemarketing experts, but you may meet the newly-hired Xiaobai, with more Xiaobai and fewer experts, so there must be orders of magnitude requirements. When we call our peers too much, we should always be able to catch dry goods, copy them immediately, borrow what our opponents have done well, and avoid and improve what our opponents have done badly.

Make two important reminders:

1, selling Xiaobai wants to grow rapidly. One should learn from the master and the other two should be good at learning from each other. This is the fastest way to get started;

2. Call your peers, take notes at any time, and refine the keywords of the other party's speech after putting down the phone. Taking notes all the way down, naturally it is easy to find all kinds of dry goods.

2. When making a phone call, be sure to clarify the interests of customers.

When we make the first call to our customers, we usually make a mistake, that is, we only emphasize our own interests and don't talk about the interests of our customers, so customers often refuse us.

Tell a small case to help you understand.

Xiao works in a family-style central air-conditioning sales company, that is, selling central air-conditioning to luxury houses. Now the company adopts the recommendation mode of decoration designers, but many designers' phones are "rotten" by company colleagues. As soon as the designer answered the phone, he either said that he had cooperation, or he was not available, or he just hung up.

Xiao just joined the company. Designers of big-name design companies have cooperated with colleagues, but small design companies can't receive luxury orders and don't use such top products. Now I feel it is difficult to accumulate designer resources. What did you say?/Sorry?

The problem now is that the first call to the designer is blocked. Xiao said, as soon as the designer heard the phone call, he said he would cooperate, or he was unavailable, or he just hung up. What should I do? The essence of this matter is that after the phone said that it hoped to cooperate in the future, it did not specify what benefits it would bring to the designer. Old bottles of old wine are sure to make people angry. If you can't make a good call, future visits are impossible. Therefore, we should seriously hone our telemarketing skills.

I still have to start from meeting the needs of customers. My speech is: "Hello, Mr. Wang, I'm from XX Central Air Conditioning Company. A decoration master recommended you, saying that your design level is very high. I think that if customers do decoration in the future, it depends on whether the brothers can cooperate ... "

Please look at the words above. Although I reported my identity, I am a junior of XX Central Air Conditioning Company, but I didn't emphasize the need to cooperate with the central air conditioning project. I want to introduce customers to him and make money together. This is to emphasize the interests of customers, who are willing to associate with us only when they hear that they have interests.

Now the designer doesn't want to know me? What designer doesn't want friends to introduce him to clients? Will they just hang up?

In the telephone conversation, there are many sayings about taking care of customers' interests. For example, peers have used it, and the income is very good; For another example, this is the development trend of the industry, and how much cost can your company save; For another example, there is one more choice as the price whetstone of Party A. ...

3. Ask your colleagues more-a quick way.

In fact, many students complain that newcomers have no experts to teach them. Let's think about it. Experts have nothing to do with us. Why do they teach us? Who stipulates that this is compulsory education? It is human nature to teach us three strokes and five styles, and it is our duty not to teach.

In my opinion, the first thing to do in sales in a company is to be a man. In order to improve the relationship with colleagues, we should be diligent, help colleagues to pour water, buy some food and share it, be caring and attentive, so that colleagues can feel your love, so as to ask more experts, and people are willing to pass on your three tricks and five styles.

At the end of each day's work, we should summarize the telephone calls of that day, classify customers into three categories: A, B and C, screen out high-quality customers, and give priority to customers with high intentions. From time to time, telephone greetings are just random, with a targeted understanding of the customer's family situation, financial situation, education, personal hobbies and so on. , combined with weekend SMS greetings, solar terms blessings, etc. After a long time, customers will regard you as a trustworthy person.

4, do sales-be sure to play well.

To do telemarketing, you must have the spirit of hard work and the number of calls every day must be guaranteed. Only by ensuring the quantity can more customers be screened out. There is a big difference between making 30 calls a day and making 300 calls.

Finally, share a telemarketing tip. We make hundreds of phone calls every day. After a long time, customers refuse more, which will affect our mentality and mood more or less. What should we do at this time?

You can calculate an account. Suppose you make 100 calls every day, and you charge 50,000 yuan a month, and you get a commission of 5,000 yuan, so it is 5,000 yuan ÷( 100 calls/day ×22 days) =2.27 yuan/call, that is to say, whether this call is charged or not, you will have 2.27 yuan. Knowing this is of great benefit to us to overcome difficulties and pick up the phone decisively again, which is a kind of spiritual encouragement to ourselves.