How to make an effective telephone invitation? Guide to key account sales skills

For the sales of key customers, calling is an important link that can not be ignored when contacting customers at first. Only by making a good phone call can we realize the opportunity of further contact with customers and increase the possibility of successful sales. For the first call, we should be clear about what we need to do and what we need to know. Through communication, we should help customers find the problems existing in the enterprise. Through telephone communication with customers, customers realize the urgency of the problems faced by enterprises, and thus have the desire to solve the problems and meet the needs. At the same time, let customers know that we have the experience and ability to solve such problems, thus generating the desire to further contact with enterprises. So the general process of making an effective telephone invitation is as follows: 1. The first step to reach a preliminary telephone invitation is to tell the other party in a gentle way the purpose of our call. At this time, the focus is not to arouse the interest of the other party, but to create a harmonious atmosphere so that the other party is willing to let the telephone communication continue. How to win each other's patience? We can introduce ourselves, let each other know our basic situation and win each other's goodwill honestly. Let the other party know who I am, which company I work for and what products and services our company provides, but don't try to ask customers what products and services they need, and don't arouse their vigilance and dissatisfaction. When the other party is willing to continue talking with us, we will move on to the next step. 2. Test each other's pain. When planning customers, we can have a certain understanding of the basic situation of customers through investigation. In the telephone invitation, we should make full use of the information we have mastered, prepare several questions through a simple analysis of the customer's situation, and let the customer know the pain he is experiencing. Ask the other person whether he is experiencing a problem, how long the problem has lasted, whether he has tried to solve it, and what the result is. Guide customers to talk about their problems as much as possible. At this time, the key point is to arouse the interest of the other party, and guide the customer to establish the determination to solve the problem by letting the other party deeply understand the pain caused by the problem. 3. Appoint a meeting time and reach a consensus on the first meeting. If it is confirmed that the other party has realized the urgency of the problem they are facing, then this is a good time for us to propose further communication. Ask the other party whether to have face-to-face talks, and agree on the time, place and contact person for the talks. If the time and place of the first meeting have been determined, the next thing to do is to determine the content of the meeting. Discuss with each other and set several problems to be solved in the meeting, so that the meeting can have certain effects. On the other hand, we are asked whether we should make some preparations and what kind of preparations can better help the talks. 4. the principle of telephone invitation a. never sell our products and services on the phone, otherwise it will easily fail. The role of telephone invitation in marketing is relationship marketing. If we sell products and services on the phone, it is easy for customers to dislike us. B. In telephone communication, we should try our best to let customers find the necessity of further communication with us, and don't let the target customers feel "forced to meet". If you can't do this in telephone communication, even if you meet with customers, it will be difficult for you to achieve this goal and cause customers' dissatisfaction. C. communicate with the target customer by phone, so that the other party feels it necessary to meet us. If this is impossible, at least let him be interested in our visit. D. unless our visit will bring benefits and benefits to the target customers, the customers will not agree to meet us. Don't directly introduce your products and services, learn to put yourself in the other's shoes, dig out the problems existing in the customer's enterprise, and let the customer feel that we are more experienced in how to deal with such problems, and further communication with us can bring him benefits. How to make an effective telephone invitation process is shared here, hoping to help everyone. When you make a phone call, you must know the internal information of the company in advance, mainly about what business to do, think about the questions that customers will consult, and combine how much return and role you can give the company. Only by convincing yourself first can we convince customers more effectively. This is the purpose of telephone invitation. Combined with the principle of telephone invitation, I believe that telephone marketing will not be as difficult as imagined. Ok, that's all for today's sharing. Thank you for visiting our website. Here, our hospital sincerely wishes everyone to do better and better in the marketing of key customers.