Techniques of sales calls to customers

Tips for making sales calls to customers

Tips for making sales calls to customers. Sales is a very broad industry, and many industries require salespeople. Among them, telemarketing is a very effective and widely used method. Speaking is a skill. Mastering the skills can get twice the result with half the effort and improve efficiency and performance. Let’s learn the skills of selling and calling customers. Tips of selling and calling customers 1

Tip 1: Put yourself in a smiling state

Speak with a smile, and your voice will convey joy The feeling will naturally become more friendly in the ears of customers, allowing each phone call to maintain the best quality and help you enter the other party's time and space.

Tip 2: Coordinate the volume and speed

When people meet, there will be a so-called "magnetic field". In the phone, of course there is also a phone magnetic field. Once the business staff and the customer The magnetic field matches, and the conversation becomes much smoother. In order to understand the other party's telephone magnetic field, it is recommended to adopt a moderate volume and speed at the beginning of the conversation. After identifying the characteristics of the other party, you can then adjust your own volume and speed to make the customer feel that you and him are "on the same page."

According to experience, for middle-aged customers, the speed should be moderate. For older customers, it is natural to use a slower speed so that they will not think you are speaking too fast.

Tip 3:

Determine the image of the caller and enhance mutual interaction

From the tone of the other party, you can easily identify the caller The person who speaks quickly is a visual person, the person who speaks at a medium speed is a hearing type, and the person who speaks slowly is a sensory person. Business personnel can give the other party "appropriate suggestions" after judging the type. ”.

Tip 4:

Show that it will not take up too much time and simply explain

"Can I waste you two minutes?" In order to make the other party willing to continue the conversation On the phone, the most common method is to ask the other party to give you two minutes. When most people hear two minutes, they usually think "it's only two minutes anyway, just listen and see." Actually, are you really only going to talk for two minutes? It depends on the individual's skill!

Tip 5: The tone and intonation should be consistent

On the phone, the opening remarks are usually pronounced in Mandarin, but if the other party responds in dialect, you can immediately switch to dialect and talk to the other party. Talking and sometimes alternating is also a way to close the distance between the two parties. The main purpose is to "stand in the same magnetic field with the other party."

Tip 6: Make good use of phone openings

A good opening can make the other party willing to chat more with the business staff, so in addition to "delaying two minutes" In addition, what to say next becomes very important. If you want to know more about the other person's thoughts, you might as well ask: "What do you think?" and other open-ended questions.

Tip 7: Make good use of pause and retention techniques

What is a pause? When business personnel need the other party to give a time and place, they can use the pause technique. For example, when you ask the other person: "Do you prefer morning or afternoon?" After you say it, pause for a moment and let the other person answer. Making good use of the pause technique will make the other person feel respected.

As for reservation, it is used when it is inconvenient for the salesperson to explain it on the phone or when they encounter questions that are difficult to answer. For example, when the other party asks the salesperson to explain the rate over the phone. , the business staff can tell the other party: "We will discuss this issue in person and calculate it for you in person, so it will be clearer." This way of keeping the issue until the next time and space is also a skill when making an interview.

Tips for making sales calls to customers 2

First: It would be best if you can find the key person when making a phone call. The other party may be a person without decision-making power. If you are all right from the beginning, Do you think it is useful to introduce it to customers? It’s a waste of time, so how do you find the key people? These key people have the following characteristics: (1) These customers have the funds to purchase your products; (2) Customers have the right to decide to purchase; (3) Customers have demand for your products. Especially when you make the first call, you must not be busy introducing the customer first. Wait until you actually find the person with decision-making power before using sales techniques. Only in this way can you succeed.

Second: How to introduce yourself? The self-introduction should be controlled between 20 seconds and 45 seconds, and remember to prepare the opening remarks before making the call. When doing telemarketing, you need to prepare an attractive opening statement in advance, which can at least impress yourself. Therefore, a thoughtful opening statement must be designed well. As a salesperson, you must understand that the customer's attention may only be a few minutes, and these few minutes will affect subsequent sales, so you must choose those points that can most impress the customer. It’s about essence, not about quantity. To attract customers based on the biggest highlights of your product, an opening that considers the interests of customers must be the best opening. Regarding the opening statement, you can refer to the previous article about the opening statement, so I won’t go into details here.

Third: After attracting customers through the opening remarks, you must quickly explore the customer's needs. Of course, this process is a bit long. Sometimes customers will tell you their needs directly, but most customers will not tell you. What should you do at this time? What you have to do is to make the customer relax and let him know that you can trust him. At this time, he will turn his implicit needs into explicit needs. If the customer is really unwilling to disclose, the salesperson can use multiple selection or single selection. Test the customer. For example, you can say: "I think a certain product is suitable for you." If he feels that the product is not suitable, he will ask questions. At this time, the salesperson can choose the corresponding product based on the questions to attract customers again. customer.

Fourth: When the customer has clarified the needs or discovered the customer's needs, negotiation is the next step and the benefits that the customer can obtain are clearly explained one by one. After gaining the customer's trust, the only drawback is that the salesperson cannot tell the customer's true intention through the customer's expression, and the objections expressed by the customer cannot be guessed. For example, when a customer says, "I have to think about it" or "discuss it with the leader," he is obviously procrastinating. How should the salesperson solve this situation? First: Be brave enough to make a request for direct communication with the customer's leader. If the customer disagrees, try to make the customer a "mouthpiece" and let the customer speak to the leader. When the negotiation is about to end, the salesperson should never say: "I'll contact you if I have the opportunity" because this sentence will not play any role in promoting the sales progress, so never say this. It is best to set a time for an interview with the customer. .