Three classic telephone sales skills to win a case of

Case 1:

A failed telephone sales

A few months ago, a domestic IT companies laptop promotions, I received a sell phone they think of the potential customer.

"Sir, Hi, here is the HR Service Center personal Terminal, we engaged in a research activity you have time, we may ask two questions?," (comments 1)

A month ago, there should be a lot of people will receive similar phone. This is XX company is doing the promotional activities, the laptop I just received a phone call which they considered to be potential customers.

I said: "you say. ”

Sales: "you will often use a computer?"

I said: "Yes, the work could not leave the computer. ”

Sales: "you are using a desktop or laptop. ”

I said: "in the Office, at home with a desktop with a laptop. ”

Sales: "We recently laptops have a special offer of promotional period, your best interest?" (comments)

I said: "you are in sales laptops? not to engage in research?"

Sales: "in fact, too, but ..." (comments 3)

I said: "you don't have to say, I'm on a laptop without buying interest because I had, and now use it well. ”

Sales: "no, I mean, this opportunity is very rare, so I ... ... ..."

I asked: "you do telemarketing and for how long?"

Sales: "less than two months. ”

I asked: "before beginning the post, HR companies give you do telemarketing training?"

Sales: "twice. ”

I asked: "is the outer please telephone sales of professional training for your company, industry, or your sales manager for the training?"

Sales: "is the Sales Manager. ”

I asked: "training twice, once for how long?"

Sales: "a time of about two hours, that is to say, it was not particularly address the training. ”

Me: "you are doing this notebook, and the results of telephone sales?"

Sales: "in fact, we encountered many problems in the sales, indeed, sales performance was not very satisfactory. "(4 comments)

This dialogue does not end here, we continue to talk about half an hour, I explained to her sales training should provide knowledge and their sales manager should give them the various work counselling.

Comment and analysis:

Similar to sell phone, many people also have similar experience, but most of the telemarketing sales results are not satisfactory, one of the most important reason is valid for sales force training are not in place. This is the kind of argument. In fact, many enterprises are not scientific, seated telesales training though many businesses have realized that telemarketing is a lower cost of sales of effective marketing methods to avoid access problems, also have the opportunity to direct contact with customers, so the phone sales are becoming more and more common, the dragon has made it is Dell, direct marketing success follow Dell engaged in direct marketing of IT company phone heats up, emerging, leading China has become the world's fastest growing call center. However, telephone sales points? above might be from the start of the dialogue.

Comment: avoids in the telephone will start to show sales purposes is thorough planning, careful placement and training, so the telephone sales personnel to ingenious methods to establish and have not met before, inherently suspect deep prospect's initial communication, both benefits and weaknesses. Do you not know that indirectly introducing law on sales requirements are quite high, once identified potential customers, the sales staff have a superb communication level to retrieve customers more strong resistance in psychology, therefore, from the details view, HR company indeed training from the back of the dialogue can also be seen in the sales staff.

Comment 2: potential customers have already stated their own laptop, while the sales staff does not have a valid response to the topic, just press the own pre-designed ideas to promote what is achieved? actually, in customer's responses, it should be a better time to ask questions, you can effectively responds to begin designing a survey, or you can gradually to mining customer when using the laptop, so the main puzzle to uncover the needs of customers in, unfortunately, the sales staff is simple and mechanically follow the training routine to monologue. This is a serious error.

Comment 3: severe lack of effective training runs, at this critical turning point happens to be a breakthrough on potential customer's valid commended time, so to get the customer full trust, as a result, the sales staff answer reveals all the weaknesses, and lead to potential customers fully contributed to the patient. If not me, the customer already hang, the sale may however met with 98% of the customers the same hook.

Comment: this conversation can already be identified XX company on telemarketing training how weak. Therefore, this side XX company the world's top 500 enterprises in four phone sales are so mentally, don't blame and blame China for other business-to-phone sales efforts to explore the spirit and the enthusiasm of perseverance.

Merely by virtue of experience, enthusiasm, hard work and diligence, telemarketing could not get it performance. Success requires method! telephone sales skills need to be clear, actionable tips that you can apply the process, this is the core of reaching telephone sales.

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Successful telephone selling has three stages, each stage requires corresponding skills:

The first stage is to raise interest. Throw the phone line at the other end of sufficient interest to potential customers, in the absence of interest is not any opportunity that has no meaning presentation to sales of products. This stage requires skills are on the topic of the master and apply.

The second stage is trusted. To quickly get a stranger's trust is a superb skills, as well as the more mature personality, only in the trust began selling, will it be possible to reach the final destination of sales — agency. This stage requires skills that is trusted by the specific methods and effective role to play to the advisers waiting authoritative location to efficiently produces more potential customers ' trust.

The third stage is profitable contracts. Only effective access to potential customers to their own issues of clear understanding of the premise of sales is the profitable sales, is the enterprise real goal. This stage requires the skills of the objections against and prediction, effective negotiation skills, ability to foresee potential problems and so on.

Telephone sales of 4C is also necessary to know, 4C itself is not a skill, skill is to implement skills 4C a standard process, inexperienced telephone sales personnel can initially when executed in accordance with the sales process, skilled future General forgot this process, but sales strength but unconsciously with marked. 4 c of a process, the confused customers (CONFUSE), wake-up customer (CLEAR), pacify clients (COMFORT), contracted customer (CONTRACT). The first C is applied during the first phase, the second, third, C is applied in the second stage, each of the four C is applied in the third stage.