Salesperson eloquence skills training

Chapter 71 Successfully Dealing with Clients' Secretary or Assistant
"Eloquence Book"

Salesperson: Hello!Please take me over to Director Zhang of the General Affairs Department.

General Affairs Office: Hello, who are you looking for?
Salesperson: Please ask Director Zhang to answer the phone.

General Affairs Office: May I ask who you are?

Salesperson: I am XX, the business director of XX company, and I want to discuss with Director Zhang about improving the efficiency of data archiving.

General Affairs Office: OK, wait a moment.

Analysis In this case, the salesperson used a more authoritative reason, "discussing the improvement of data archiving efficiency" to make the secretary realize the importance of the problem, and successfully bypassed the secretary.The telephone is an indispensable tool in today's business activities, but the phenomenon of "phone filtering" is more serious in the company nowadays. One of the tasks of the secretary is to reject calls that the boss considers unnecessary, so the salesperson must know how to avoid the secretary assistant. Connect with target customers online.

"He is in a meeting, leave your phone number, and he will call you back." The secretary refused the sales in this way, and once again cut off your direct dialogue with the target customer.According to statistics, 40% of sales in China are rejected in this way.If you believe the secretary's words, no matter how much time you spend, you will not find anyone.Therefore, how to successfully deal with a secretary or assistant is also a skill that a salesperson should master.

(1) Have a good relationship with the secretary
Assistants who can prevent you from talking to the target person, they are the left and right hands of the target person, they can prevent you from talking to the target customer, and they can also help you solve the difficulty, so build a good relationship with them, let them understand you and help you , can make sales work more smoothly.

Asking for help One of the functions of the secretary is to ask about the daily calls, so you don't say to him: "I want to talk to him directly", "This is just a private call" and refuse the secretary thousands of miles away.If you say to him: "You can definitely help me arrange the best time to talk to him." Then the secretary may help you, because he is valued by you.

Keep smiling Smiling is a powerful tool that can be used at any time.If you can let the secretary feel your smile and enthusiasm, your words will be more persuasive, which will help you to communicate further, so that he can open the door of convenience for you.

Be convincing. Regardless of whether the boss is really busy or not, even if the secretary intercepts your call, he will also report the intercepted information to the boss.If your explanation of the product is very convincing, the secretary will use the same persuasive words to convey to the boss, and his judgment will affect the boss's judgment to a certain extent.

(2) Responding to the secretary's refusal
Many times, the secretary will say: "Leave your phone number and he will reply to you." Name, call back later.Or you can say: "When can I call to find him?" "Let's set an appointment time first, and if the boss disagrees later, we can cancel it."

If the secretary says: "Send your product catalog or price list here." You'd better not agree, but say that you will bring it to the company to make an introduction in person, especially the product price list, you can verbally tell the secretary the price, if the boss If he is interested, he will call you back, and if you send the price list, let him know the prices of all products, thus losing the opportunity to communicate with you.

(3) Choose a special time

If you can't get past the secretary, try another time that suits your direct contact, so you can get in touch with the manager himself when the secretary is away.For example, between 7:30 and 8:30 in the morning, or on weekend mornings.Of course, there is a certain risk that this may disrupt the plans of your direct contacts, for which you would like to make a sincere apology.

(4) get away with it

There are two ways to get away with it:
When making a call, you can hide the real purpose of your call, tell the other party that you want to apply for a job, buy a product, etc., so that you can bypass the secretary and talk directly to the other party, but this method has been debunked. The key to the possibility of making the other party angry is to see your promotion of the importance of the product or service. If the other party is really interested, they will forgive your lies.

Illusion clearance method In fact, the secretary's judgment is often only based on the first two or three sentences you said. If you can make your speech as natural as a wife looking for a husband, the secretary will definitely transfer the call without stopping.When you tell the secretary the name of the other party, don't use "Mr." or the title of the other party. Call him by his first name or call him a well-known nickname. This will make the secretary think that you are familiar with the other party and let you talk to him directly.

Eloquence
An excellent salesperson must master the skills of bypassing the secretary and calling the target customer.

Convincing the secretary that the product you're trying to sell will be very useful to the company, and asking him to let you talk to your boss is the most common method used in sales.

If you can't talk to your boss, having your secretary explain the benefits of your product in front of your boss is your main strategy.

If you're sure they'll buy your product, it doesn't hurt to lie a little bit when you get there.

(End of this chapter)