Salesperson eloquence skills training

Chapter 67 Preparations Before Calling
"Eloquence Book"

Salesperson: "Hello! Is this company XX? Your website responds very slowly. Who is the network administrator? Please transfer me to him to answer the phone."

Front desk: "Is our website very slow? Is the speed on my side okay?"

Salesperson: "You are using an internal LAN bar, which must be faster than external access. I have been waiting here for 4 minutes, and the homepage has not been displayed yet."

Receptionist: "Wait a moment, I'll turn it over for you."

Network administrator: "What's your name, are you going to buy our printer?"

Salesperson: "I am the customer manager of ×× server, and my name is ××. I am using your printer now. I want to check the product technical indicators on your website today, but it turns out that your website is very slow. Is there a virus? gone?"

Network administrator: "There is no virus, we use anti-virus software. And the bandwidth is not low."

Salesperson: "That means the server response is too slow, it's time to upgrade."

Network administrator: "It should be, we are also discussing the issue of replacing the server now."

Salesperson: "That's it, then I'll come over tomorrow. While learning about the printer, we can also talk about the server."

The next day, the salesman came to visit and closed the deal without a hitch.

The success of this salesman is that he investigated the company's website in advance, told the network management company's server on the phone that the response was slow and needed to be upgraded, and visited the door to learn about the printer and talk about the server at the same time. The situation was the condition, so that the customer relaxed his vigilance, and finally won the opportunity for an interview, and finally made a deal.From the above examples, we can see that the preparations before the telephone appointment are also very important. The so-called "know yourself and the enemy, you will win a hundred battles." Prepare the required information and the way of talking with the client, which will make your telephone appointment more secure and smooth .

(1) Prepare materials before calling

Before calling, have the following information ready:

The name and title of the potential customer; the name of the company and the nature of the business; understand the performance parameters and uses of the product to be promoted, and prepare an attractive expression.

It is best to list the above contents on paper first, so as not to forget the content of the speech due to excitement or nervousness after the other party answers the phone.

(2) Telephone content

Before the salesperson makes a call to contact the customer, he must think clearly about the content of the call. Otherwise, if the phone is connected and he thinks while talking, it will inevitably lead to stuttering and incomprehensible words, which will not only damage the image of you and the company , and it is also an expression of impoliteness to customers.

Therefore, before picking up the microphone, you should consider the following questions:

What if the person I'm looking for isn't available?
If the person you are looking for is there, how should you greet them?
What kind of opening statement is the most attractive?
What questions will customers ask and how should they be answered?
What if the client declines?
The above questions should be carefully considered. For simple questions, a draft is enough. For more complicated questions, it is best to write an outline on paper so that they can be used more freely.

(3) Select the appropriate call time
Everyone has a habit, and so does your client.If you can't get through to them at a certain time, learn from it and try calling him at another time.

通常来说，人们拨打销售电话的时间是在每天早上9点到下午5点之间，所以你也可以在这段时间内做推销，或者选择在非高峰时间，比如安排在上午8：00～9：00，中午12：00～13：00和17：00～18：30之间。针对不同的客户，你应该制作出一个合适的时间表，以便可以在最好的时间联系到客户。相对来说：
The busiest time for doctors is in the morning, and they are free on rainy days; the best time for housewives to make calls is from 10 am to 11 am; the busiest time for accountants is at the beginning and end of the month, and they are not easy to contact; call civil servants The most suitable time is during office hours, but not around lunch, and not before get off work; administrative staff are generally busy between 10 am and 3 pm; call teachers, preferably after school in the afternoon; stock For people in the industry, the busiest time is when the market is open; for high-level people, it is best to contact the secretary before 8:[-] am.

Eloquence
Prepare a memo next to the phone and develop a good habit of taking notes at hand.

Detailed customer information and product introductions can help salespeople communicate and communicate with customers quickly and effectively.

It is foolish to call when your customers are busiest.

Telemarketing is a stage performance. Only by preparing your own props can you play your role well.

(End of this chapter)