First, search as much information as possible, and call the Internet to check the business information.
Second, keep the phone short.
The purpose of making a sales call is to make an appointment. You can't sell complex products or services over the phone, and you certainly don't want to bargain over the phone.
2. Telephone sales should last for about 3 minutes, and you should focus on introducing yourself and your products and understanding the needs of the other party, so that you can give the other party a good reason to spend precious time talking with you. The most important thing is not to forget to make an appointment.
Third, go out and visit customers more.
We can choose 10 key customers from 100 customers to find out the customer groups we need.
When going out to meet customers, it is most important to sign the bill when communicating with customers further.
Fourth, should have the mentality.
1, sincere attitude is the basic requirement to determine whether a person can do things successfully. As a salesperson, you must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. Business representatives are the image of enterprises, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Therefore, the attitude of business representatives directly affects the product sales of enterprises.
2, self-confidence is a kind of strength, first of all, we must have confidence in ourselves and encourage ourselves at the beginning of work every day. I am just a show! I am the best! Self-confidence will make you more energetic. At the same time, believe in the company, believe that the products provided by the company to consumers are beautiful, believe that the products you sell are similar to those of China and the United States, and believe that the company provides you with opportunities to realize your own value. To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning. Knowing that there is no power, I also believe that there is power. Joe? Gillard can succeed because he is confident that he can do it.
3. Be a conscientious person, "pay attention to everything and learn everything", cultivate the habit of diligent thinking and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity. As a salesperson, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.
4. Hard sales work is actually very hard, which requires the hard-working spirit and perseverance of business representatives. "You can win people's hearts only by eating once and gaining wisdom." Half of the sales work is done by feet. Always visit customers, coordinate customers, and even follow consumers to provide services. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience and indomitable spirit to solve them. Jesus Christ.
5. Good psychological quality Only with good psychological quality can we face setbacks and not be discouraged. Every customer has different backgrounds, different personalities and different ways of doing things. If you are hit, you should keep a calm mind, analyze customers more, constantly adjust your mind and improve your working methods, so that you can face all the blame. Only in this way can we overcome the difficulties. At the same time, don't be carried away by temporary success. You should know that "joy begets sorrow". Only in this way can we win without arrogance and lose with grace.
6, communication skills Everyone has strengths, not necessarily requiring every salesman to be versatile and eloquent, but you must communicate with others more, cultivate your communication skills, and make as many friends as possible, so there are more opportunities, you know, making more friends is the only way. In addition, friends are also resources, you know, owning resources will not succeed, but making good use of resources will succeed.
Verb (the abbreviation of verb) is the professional knowledge that salespeople should master. First of all, we must know ourselves and ourselves in order to be in an invincible position.
1, enrich your business knowledge:
A, the operation process of their own products;
B. master the knowledge of product freight rate;
C. Ability to respond to questions raised by customers.
2. Understanding of the company's business:
First, understand the advantages and disadvantages of the equipment.
B, understand the position and operation of the equipment in the market.
A, understand the freight rate level of peers;
B. foresee the future market situation.
4. Adjust mentality: positive and optimistic.
A, 1% Truth: One of the basic conditions for a salesman to succeed is to have self-confidence, psychological preparation against setbacks, training and psychological endurance. In the face of "to achieve 1% success, the first 99% rejection is inevitable". Only in this way can we rekindle the fire of hope when we are frustrated.
B. Ask for help: Be careful that selling is not begging, and customers often need our help.
C. Self-confidence and self-esteem: "Sales promotion begins with being rejected", and it is with "rejection" that a salesman is necessary to exist; Laugh at the sight of the salesman, few people welcome you with open arms, and even make people feel abnormal.
D. Principles and beliefs: "The customer is always right". We should understand and respect the customer's requirements, but don't satisfy all his requirements. In fact, it can't meet all his requirements.
Article 2:
First, marketing skills.
1, our main marketing methods: stranger worship and telemarketing.
2. Summary and perfection of rhetoric.
3. Analysis and reference of successful marketing cases.
2. Matters needing attention in the worship of strangers
1, pay attention to appearance: clean clothes are required. Generally, men are required to wear suits, slippers and shorts in summer; Ladies are required not to wear fancy clothes, let alone light clothes.
2. Be polite and keep smiling.
3. Pay attention to tone: briefly introduce our service items such as SMS 1 14.
4. Greetings: Pay attention to each other's chat, grasp each other's interests, combine our services and intercept the conversation.
Third, telemarketing
1, calling affinity
A, in a good mood
Don't ignore your smile.
C, clear voice, clear, concise language.
Smile when rejected and end politely.
Step 2 pay attention to the atmosphere
Speak loudly so that others can hear you clearly.
B, speech speed control
C, enthusiasm, initiative
Step 3 find the person in charge
A, well-known telephone, direct call.
B, how to break through the secretary barrier
4. The "five-two-one rule" means that you can successfully book two customers and sign the next order by making five phone calls.
5. Preparation before calling
A, clear the purpose of calling the customer. Be sure to be clear about the purpose of calling customers. Do you want to sell your products successfully, or do you want to establish a long-term cooperative relationship with your customers? There must be a clear purpose.
B, clear what is the goal of the call, and what effect should be achieved after the call. Goals and objectives are related to a certain extent, so we must make it clear that there are both goals and objectives. These are two important goals.
C. Questions that must be asked to achieve the goal In the case that information is needed to achieve the goal, these questions must be made clear before calling. Calling is to get more information and customer needs. Without asking questions, you can't get the information and needs of customers. Therefore, it is very important to ask questions in telemarketing, and you must write the questions on paper.
Imagine the questions customers will ask and design the answers.
E imagine what will happen in the process of telemarketing and be prepared. Call 100, 80 people are connected, and 50 people find the relevant person. Every phone call may have different situations, so telemarketers must be aware of what may happen at any time and take corresponding measures.
F, preparation of required information. If you need to respond to the customer's information, you can't keep the customer waiting for too long, so be sure to prepare the nearby information. For the problems that customers often encounter, we should also make a work help form and a list of some colleagues in case of unanswerable questions and seek the help of colleagues.
Article 3:
I. Introduction to the Works
1, the company is mainly engaged in agricultural product information services. I remember when I first came to this company, I found that it was different from other places in that the company was large in scale, 100 people and had a large office area, which should be regarded as a medium-sized company. The company is mainly formed by two departments, one is the telemarketing department, that is, my department, with about 100 people, and the other is the technical department, which is mainly engaged in.
Our main responsibility is to contact the customer and ask him to apply for membership of our website. The annual fee is 7000 yuan, and we can provide him with quotations and market analysis of agricultural products such as grain, oil and cotton all over the country. The general workflow is that we look up relevant agricultural products enterprises through the internet, call the person in charge, sell our service to him, and provide him with a free user account for a week's trial. If the customer is satisfied and both parties cooperate, he will pay to become a member.
Second, the internship content
1. At the beginning of our work, we new employees will be gathered in a trial meeting in batches, and the human resources manager will mainly explain to us some of the company's systems and the decision of rewards and punishments. As we are new employees of this company, we must try it out for a week first. If we are qualified, the company will sign a one-year labor contract with the employees. After the meeting, we were assigned to various groups, and in this way, I officially started my telemarketing work. When I join the group, the group leader will send us a telephone list of customers, which is collected online by the staff in charge of telephone inquiry in the group.
2. Then, the team leader will give us a dialogue list, which mainly includes examples of how to communicate with customers. For example, we ask, "Are you from XX Company?" . If the other party answers yes, we will introduce ourselves: "Hello, we are from xx Technology Co., Ltd., mainly providing you with grain and oil consulting information services". The other party may continue to talk to us, or refuse directly. There are instructions in this dialogue sheet for our newcomers' reference. The first day of work is. Take this conversation sheet as a reference and type all the calls on the phone sheet. I took a quick look. There are about 100 calls in the phone book. But there is only one phone on my desk, so I have to look at the call list first, then pick up the phone list and make the first call. When the phone is connected, it is inevitable that you will be a little nervous, your mouth will tremble and you will stutter. Fortunately, I controlled it in time and told the other party what I wanted to say, but as I expected, the other party said that their company didn't need it at present and politely declined me.
After the first call, I must have some confidence, so I called again according to the phone list. Some phones are disconnected or there are no available numbers. There are many cases, or the phone number belongs to another company. It is estimated that the previous company left and the information on the Internet has not been updated. There are also many cases where the customer service staff of the other party answers the phone. Maybe they often answer such calls, so they always try their best. Send you away, for example: they say the leader is not at work, or the manager is on a business trip. When I say I want to find another person in charge, she will say that the person in charge is on a business trip. Anyway, I just want to send you away as soon as possible. What's more, the other person in charge has a bad attitude. I think we should often answer such sales calls, but we can't treat us with such a bad attitude. But this situation is still rare, because most managers are still very qualified, and they will refuse you in a friendly way or try your service temporarily.
4. Our team leader xx told me that we should make as many phone calls as possible every day, so as to find potential customers and make profits. She asked me to list the names of users who are interested in the products separately, and then call each other back every two days, which would be better. Because telemarketing is a bit like waiting for a rabbit, or in layman's terms, it is to beat a mouse. In addition to good eloquence and communication skills, our own luck is also very important, because it is possible that the other party urgently needs your products and services, but can't find them. At this time, when you make a phone call, the other party will be very excited to cooperate with you to remit money to you and communicate with those interested customers repeatedly. He is likely to be moved and finally decide to cooperate with you. Of course, telemarketing has great advantages for girls, because girls may be better at communicating with others. Because it's a male boss, the other party will talk to you patiently for a few minutes if they don't do it in time. Maybe in these few minutes, the opportunity will come.
At the same time, the more we make phone calls, the more potential opportunities there will be, because in society, if we have a product, there will definitely be people in need, but you have to tell him the news and let him decide whether to buy your product or service, so we have to make more than 100 phone calls every day, which is very intense.
Third, visiting customers for the first time
1. Who am I and what company do I represent?
2. What's the purpose of my calling the customer?
3. What's the use of our products for customers? In short, let customers have some impressions of you and pave the way for the next visit. In the conversation, we should ask whether there have been other investments and how effective they are, and then compare them with our investment methods to make them easier to understand. Ask if you can send us some market information and comments every day.
Fourth, internship experience
Every day after coming to the company, we have to make more than 100 calls all day with the latest telephone bill of the team leader. Sometimes we suddenly feel bored, because the things on the phone bill are a bit illusory, and you don't know when the customer will cooperate with you. This period is also the most difficult period. The team leader said to me, "If you don't work hard today, try to find a job tomorrow.". Being able to survive in the company and create benefits for the company, yes, I thought about it, and the team leader was right, so I revived my fighting spirit and chatted with customers. In short, I made customers feel a sense of identity, peace of mind and security. Only in this way can he believe that you are not a liar or a bad person, but you are just a business partner and a trusted good friend. Only in this way can you get it.