Seven processes of telemarketing, sales is a deep knowledge, in the process of sales, we need to master the relevant sales processes, so as to better complete the work. The following is some information about the seven processes of telemarketing that I have compiled for you. Let's have a look!
Seven processes of telemarketing 1 1, accurate customer orientation.
Accurate customer orientation is the premise of finding the right person, that is, we must first locate the person we are looking for. If the market positioning is wrong, it is impossible for telemarketers to find the right person.
For example, if a telecom service provider wants to promote the group telephone service, it is necessary to contact the person in charge of the relevant department by telephone to promote this service. Their marketing department asked the telemarketer to contact the person in charge of the telephone, and the result was not satisfactory.
This is a problem of positioning error. In fact, the person in charge of the telephone in an enterprise is often a logistics person or someone in the office. They have no right to decide to deal with this matter at all. Even if they are interested in this service, they should report to the higher authorities. The head of the administrative department should really have the decision-making power. The project was aborted because of the positioning error. Now, before developing the market, many companies have to consult some companies that help enterprises locate the market in order to accurately locate customers.
2. Comprehensive enterprise information
Comprehensive enterprise information is an indispensable weapon to find the right person, because comprehensive enterprise information can help you understand the enterprise comprehensively, let you have more topics to communicate with the personnel of this enterprise, and you can also have more flexible reasons to visit and help you find the person you are looking for. The general method is to buy enterprise catalog products through professional data companies. This kind of product introduces the comprehensive information of the enterprise, which can help telemarketers to fully understand the enterprise with high accuracy and avoid wasting the time and energy of telemarketers. With such data tools, telemarketers can easily find the right people and talk to them.
3. Sharp judgment.
As a telemarketer, you must have keen judgment, that is, the telemarketer must judge the identity of the other party through the first few sentences, so as to determine whether he is the target customer you are looking for.
Many telemarketers were originally looking for the marketing department, but they talked with the sales department of the other party for a long time and didn't recognize the identity of the other party. They are still talking about the product. When the other party understands it, they will tell him directly that the product is not what I need. In this way, a failed sales behavior was completed.
Judging the identity of the other party is mainly through the language, tone and intonation of the other party. If you can't determine the identity of the other party after a period of communication, you can use flexible questions to judge the identity of the other party.
4. Flexible forms of questions
The highest level of telemarketers is to let customers talk without talking. Such telemarketers are mature telemarketers. Let the client say that he must learn to ask questions. The question to the customer must be the question he is willing to answer, the question he can answer, the question he cares about, and it may be a problem that has troubled him for a long time. And you are here to help him solve these problems.
For example, we have to communicate with people in the technical department, and the questions we ask are all technical. If the other party is not interested, it means that he is not from the technical department. We can find a way to get rid of him.
Step 5 throw away the form politely
If we judge that the other person is not the person you are looking for, we should get rid of the other person in a polite way and find the person we are looking for through the other person. Either way, we must be polite.
6. Proper personality judgment
If you want to find the right person, you must properly judge the position of the person at the other end of the phone line in the company, mainly to judge whether the other person has the right to decide to buy your products or services in the company, or whether it needs to be reported for approval, whether it is the decision-making level or the clerk. If a proper judgment is made, the telemarketer had better bypass the clerk and go directly to the decision maker. That's the right person.
7. Reasonable reasons for visiting
To find the right person, telemarketers must be prepared with multiple reasons for visiting before visiting. For different people and different companies, there must be reasonable reasons for visiting, because it is very unlikely to find the person you are looking for directly, and many people may have to transfer calls, so there must be multiple reasonable reasons for visiting!
Seven processes of telemarketing 2 1, prologue
First of all, the first step is to make a clear statement so as to gain the trust of customers. For example, "Hello, I am a customer of China Mobile", this passage shows who we are, so that the other party can communicate with you better, because customers may receive many sales calls every day!
Step 2 greet
If this step is a quick and concise telemarketing job, it can be omitted if only the quantity is required, but some industries still have some telemarketing needs, such as: "Are you busy today? It is not convenient to answer the phone. How is business recently?" Let's have a brief exchange and get familiar with it.
3. Direct topic
In this step, you need to prepare your own selling points and make features of the products. For example, "We now have preferential activities in China Mobile, and now 50 yuan is filling 200 yuan, only old customers like you can enjoy it." In this case, it's over directly.
Step 4 understand the needs
Every customer needs to communicate and develop their needs, so we conveyed our meaning on the phone. We can properly ask customers if they need this, such as "I just told you about this." Do you think it is necessary to deal with it here? " To understand the voice of customers.
Step 5 force orders
Of course, every customer will make a decision according to their own needs, and we can also speed up this step appropriately, such as "Look, this activity is only the first time this year, and the number of places is limited. If you stop doing it, we can only give it to other qualified customers. Have you thought about it? " This way.
6. Concluding remarks
Of course, it is impossible for all customers to clinch a deal. At this time, you have to keep ending each other's conversation, so what you need is a polite ending, such as: "Have a nice life, goodbye!" " This will keep you in a good mood.
Seven processes of telemarketing. Prepare a list before calling.
Download a list of customers you need first, which can greatly improve your work efficiency, otherwise you will spend most of your sales time looking for the name you need, and you won't be able to make a few calls within the effective time.
Second, set yourself a workload.
First, specify the time for calling, such as 2 hours in the morning and 2 hours in the afternoon, and make 100 calls within the specified time. Anyway, we should finish this task and make as many phone calls as possible.
Third, find the most effective telemarketing time.
Generally speaking, people make sales calls between 9 am and 5 pm. So, you can also make time for telemarketing at this time of day.
If this traditional sales time doesn't work for you, you should change the sales time to off-peak telephone hours or increase the off-peak sales time. You'd better arrange the sales at 8: 00 ~ 9: 00 am, at noon 12: 00 ~ 13: 00, at noon 17: 00 ~ 18: 30.
We all have a habitual behavior, and so do your customers. It is very likely that you will attend the meeting every Monday 10. If you can't get through to them at this time, you should learn from it and call him at other times of the day or other days. You will get unexpected results.
Fourth, we should foresee the results before we start.
Before you make a phone call, you should prepare the content of communication with customers in advance, guess the various reactions of customers, improve your adaptability, answer questions, and achieve good telephone communication results.
5. Keep the phone short.
The purpose of making a sales call is to make an appointment. Telephone sales last about 3 minutes. You should introduce yourself, your products and understand each other's needs, so that you can give them a good reason to spend precious time talking with you. The most important thing is not to forget to make an appointment.
6. Follow up with customers regularly.
Organize effective customer resources, follow up regularly, keep in touch with customers and wait for business opportunities. Once the time is right, the first thing customers think of is you.
Seven, perseverance
Perseverance is one of the important factors of sales success. Most sales were made after the fifth telephone conversation. However, most salespeople stop after the first call, so be sure to persevere and not be discouraged.