Salesperson eloquence skills training

Chapter 66

"Eloquence Book"

A salesman from Sichuan negotiated with a purchaser from a supermarket chain in Suzhou for more than half a year, but failed to reach a deal.The salesman has been wondering what the problem is.

After thinking over and over again, he made a phone call to the supermarket and asked who the company was in charge of ordering.In the end, he learned that it turned out to be another manager in charge, not the buyer he had dealt with many times.So, he called again, used his skills to bypass the front desk and the secretary, and successfully made an appointment with the manager.And finally a deal was struck.

Analysis Telephone appointment is a commonly used method in modern sales activities. It is quick and convenient. Compared with other appointment methods such as mail and letters, it can save a lot of time and cost.In the above case, it was through the phone that the salesperson learned about the final decision-maker, made an appointment over the phone, and concluded the deal.

Do you want to get warm appointments from customers without leaving home?Do you want to avoid the embarrassment of being "closed door" by visiting customers rashly?Then, please pick up the phone next to you, make a call to your prospective client, and conquer him with your superb eloquence skills. As long as your client agrees to your appointment, you have taken a gratifying step.Of course, telephone appointments can easily arouse the suspicion of prospective customers, so the salesperson must be familiar with the principles of telephone appointments and master the correct method of telephone appointments.

(1) Important first sound

When you call a customer, you must first maintain a good mood, so that the first thing the customer hears is your kind and beautiful greeting. Even if the customer cannot see you, they will be infected by your voice and leave a lasting impression on the other party. Great impression, helpful for the further development of the conversation.

(2) Greet each other

When a customer connects to the phone, he must first greet the customer, and don't forget to greet the customer. Social etiquette is one of the foundations for establishing a sales relationship.

Salesperson: "Are you Mr. Zhang Yang?"

Customer: "Yes, I am Zhang Yang."

Salesperson: "Thank you very much for taking my call..."

When greeting customers, be sure to address the other party. Titles such as Mr. and Manager must be clearly called out, and the other party's last name must be called correctly.

(3) Self-introduction

"I am a salesperson of ×× Company, my surname is Wang, and my name is Wang Yao. Our company is a professional enterprise specializing in ×× health care products..."

When introducing yourself, you should first state your surname and then your first name. This is a way to respect yourself and affirm yourself, and it can also deepen the customer's impression of you.At the same time, emphasize the name of the company. Customers generally have a mentality. If he agrees with your company, he will be more interested in what you will say next.

(4) Arouse interest in marketing
To sell products to customers, the salesperson must first arouse the interest of the customer, and the same is true for appointments on the phone. The salesperson can use various methods to introduce the product to the customer, and connect the customer's needs with the characteristics and value of the product. Impress customers.Such as: "The market situation of our health products is obvious to all. Now, there is no agent in your area. I believe you also hope to become our first agent in this area."

(5) Clarify the purpose

The ultimate purpose of making an appointment over the phone is to meet with the customer, so the salesperson should explain the purpose and request an appointment after talking with the customer.

When agreeing on the time for the interview, it should be proposed and determined by the salesperson.Because if you ask a customer: "When do you have time?" If the customer is not very interested in your product, he will follow along and say: "Ah, what a coincidence, I am very busy during this time." Therefore, you might as well suggest to him: "Is next Wednesday or Friday convenient?" If he doesn't have time, try to move the date forward, because if the appointment date is delayed, things may change in other ways.

(6) Courtesy of hanging up the phone

The date of the interview is agreed, and when the conversation is about to end, the salesperson should generally ask to hang up the phone and politely say "thank you" and "goodbye" to the customer.Then hang up the phone gently after the other party has finished speaking. Don't just hang up the phone after you finish speaking.

Eloquence
What the phone calls to every customer is not only your pleasant voice, but also your courtesy, enthusiasm and integrity.

A telemarketing call is complete when the other party decides to meet with you.

Always be "more kind", "more caring", "one more phone call to customers" than others.

Take control of the phone communication and actively direct the customer's attention.

(End of this chapter)