The etiquette salesman who called the phone called the first step: phone? Warm?
In the past, salesmen may talk about cooperation on the first phone call with customers, which is very inappropriate. When a customer just received a phone call from a stranger, especially a salesman from a strange company, how do you think he would react? Of course, he won't give you a chance to meet, let alone talk about cooperation. So? Seven steps? The most important thing is to be patient.
The client's attitude is indifferent, so we need to warm up the relationship. The purpose of our first call to customers is to make an impression, not to establish contact immediately. So you can call like this:
? Hello, boss Wang! I'm from * * * company! My last name is X, and my name is XX! I just came to this market and called you first. I heard that you are quite experienced in this field, so please give me more advice in the future! ?
Don't talk for more than a minute for the first time, and don't invite anyone to avoid giving customers a feeling of disgust.
Salesman calls Step 2: Telephone? Warm again?
The second call was made three days after the first call, and the phone content was: Boss X! Hello! I'm XXX from * * * company! I called you the other day! What are you up to? In a word, the focus of my second call in the past two days should be to communicate with the other party's whereabouts in the last two days. Can you tell me something about the situation in the last two days? Customer orders and returns? Wait for positive hints. Of course, the second time, or resolutely not invited, the time can be more than one minute, but not more than two minutes.
Salesman calls Step 3: Telephone? Three warms?
The third call was still warm, and the time interval, content and talk time were similar to those in the second step.
Salesman Call Step 4: Call Invitation
After the last three calls? Three warms? In fact, it is very likely that some impatient customers have begun to feel confused and anxious that we have not invited him to meet, so the success rate of invitation at this time will be even greater. Two days after the third call, you can come like this:
? Boss Wang, what are you up to? I am XX, from * * * company! ? (Little greeting) By the way, I was just about to tell you. I'm going to meet a client tomorrow, not far from you. If you are at home, I will go there! You see, after talking to you so many times, I didn't come to see you. It was my fault!
Usually, you will invite success. Of course, if you happen to be away, you can also go downhill: ok! I was worried that time was too tight! I'll ask you out the day after tomorrow! ?
Salespeople call it the fifth step: face-to-face communication, instead of talking about your product and company.
Step five, you meet this customer for the first time. Remember not to rush to sell our products or start seeking cooperation. A watched pot never boils. The main task of this step is to let him establish a comprehensive and intuitive understanding of you and have a basic understanding of his situation. The first time you go, you can borrow it within 40 minutes. Busy business? The reason for leaving.
Salesman Telephone Step 6: Talk about our products and company, not cooperation.
According to your previous understanding of his distribution, is it ok to visit him for the second time? It doesn't work? We only talk about our products from an academic point of view, but the products you mentioned must be the weakest in his existing product line and the easiest for us to cut into. At this point, even if the other party offers cooperation, you can't say what the cooperation conditions are on the spot. You must say it and reply as soon as possible after you go back to study.
Salesman's telephone skills 1, recognize the phone? Open? 、? Sociality?
Making a phone call is equivalent to meeting in front of everyone. Therefore, you must pay attention to? Information leakage? problem For example, the other party calls A, B answers the phone, and B asks A? Do you want to answer? A said no, at this time? Whisper? If the other party eavesdrops, it will cause all kinds of misunderstandings. Another example is to call the other party from a public phone and say, I'm still on XX road, and I can't catch up with the appointed meeting time. I'm sorry, at this moment, a radio car just passed by and announced loudly: We are YY County Traffic Team, and there was a car accident ahead. Would you please make a detour? Because the microphone is not covered, these sounds will be heard by the other party and misunderstanding will occur.
2. attention? Timing?
It is usually not welcome to call each other in the early morning or midnight. For example, the period from 8 am to 10 am (especially on Mondays) is the busiest time for office workers, so it is best to stagger this period when making a phone call. So, is it necessary to know each other? When are you free? , so as not to cause the other party's trouble or disgust. In the workbooks of some business experts, there is such a record: Manager of a company: Monday: 9: 00 to 1 1: 00 (department heads will report); Wednesday: 10 to 12 (group meeting). ?
3. Pay attention to your voice and mentality.
Telephone only transmits information by voice, so the first sentence, intonation and tone are very important. If you are insincere, the other person can hear you. When you receive a call, you should listen carefully and write down the main points. Don't do other work while listening.
4. The call is mainly concise.
Every sentence should be properly spaced and the main idea should be clear. Don't drag your feet, don't talk for a long time without getting to the point. Get into the habit of writing down the main points before calling, and this will not happen.
5. Avoid the rush hour.
If you call the other company at the busiest time, it will often be because? On the phone? And can't talk. Therefore, there must be a way to avoid the telephone rush hour. Generally speaking, the peak period of a company is like this: within one or two hours after work, within one or two hours after lunch break, and after work. Don't forget to say something when you get through anyway; ? I'm sorry to bother you when you are busy at work.
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