How to Trade

Recently was looking that many about telephone sale skill article, has quite many classical articles, somewhat the Dugu nine swords, fell the dragon 18 palm’s strategic moves to cause, was fierce. I also am engaged in the telephone sale to work many years, also has some experiences to want to share with everybody.

    Telephone sale, in the final analysis with person’s communication exchange, must find the key man to be able to have the cooperation opportunity, therefore I sold to the telephone understanding key man’s consultant the type sale primarily, provided the rationalization for the key man the solution, such sales success ratio will be quite higher than many. from top-sales.com.cn

    Key man’s dialog: The small lot product and staple product’s sale is dissimilar. The small lot product, for example the telecommunication color bell, short note hiring by the month, may the immediate contact key man, be possible a telephone conversation to be possible to produce the order form, in such telephone conversation, consultant the type sale’s utilization is important, analyzes the customer disposition in the shortest time, the excavation customer demand, provides personalized the solution, is important.

    Couple of days ago bumped into an telecommunication to sell ADSL outside to shout representative, she asks me: Is the color bell such why difficult to do? The customer many rejects? I asked that her one day dials how many to telephone, answers: 200, success ratio? Answer: Zenith many 30 lists. Asked again how many other sales personnels are ordinary? Answer: Generally is 70 lists.

    The product similarly, the success ratio difference is such big, moreover the telecommunication product is relatively quite mature, the sales product is not big pen business, only needs the customer to pay 3 Yuan working costs every month, why? Continues to ask thoroughly that only then knew, this sales personnels in talks with the key man, has not been able to discover key man’s demand point, for example age section in 60 year-old above old person, sales color bell’s time, what needs to pay attention to? I suggested that the sales personnels besides mention the color bell’s function, but also needs to talk about the revolutionary song with old people, because old person likes keeping old friendships in mind, has only one in mind to the revolutionary song, certainly some old people like the classics the folk song, these may recommend to old person. But, I discovered that this sales personnels have not gone to the depth excavation, therefore afterward I suggested with her, if bumps into the age quite big customer, you need to guide the customer, you may ask one: Ask that what song you usually do like listening to? Revolution, is popular, or is the folk song? But these words disparity demonstration in hers sales success ratio’s change, specially the senior citizen expended the community, when because she had known after old age expense community’s fondness, recommends the color bell again, the success ratio straight line rise. She now is dials 150 to telephone every day, succeeds 60 lists, believed that along with the telephone sale skill’s unceasing consummation, the success ratio can be higher.

    The above color bell already mentioned in view of the specific crowd’s sale, looks like short note hiring by the month, the different customer demand point definitely has the very big difference, must be good at discovering that their core demand point, to facilitates the sale to have the help. A very simple change, or a guidance’s-like inquiry, may change the success ratio which the telephone sells, why can’t many telephone sales personnels achieve? My understanding is some telephone sales personnels compares is eager for quick success and immediate gain, hoped that can solve the problem fast, can contact more customers, when things reach their extreme they turn back, the success ratio will be possibly getting more and more low.

    Talks about the staple product, looks like Consultant firm’s training product, Insurance company’s life insurance and the managing finances plan and so on, also has many products to carry on the sale through the telephone, these products have the characteristic very much, if is communicating with the key man, unfolds these characteristics, will attract their interest to facilitate the sale directly. In communicates with the key man time must pay attention to the following several points:

    First, and the essential personnel’s communication needs to arrive. The selling point needs to prepare fully.

    The staple product involves the key man in the company definitely is the very important role, is impossible has greatly the time to glance over the website, to look the mail, perhaps your product design very splendidly, but does not have to be able prompt to transmit accurately the information in the key man hand, but affects the final purchase, was a pity, at this time the telephone sells the crucial role appearance comes out. At the end of last month, I had one consult the friend company, tendered a training program, the customer decision-making strata approves to their company, moreover provided the lecturer was also domestic is authoritative, but in this beginning of the month’s time, the customer side told them, this time will not cooperate with them, the friend of mine recalled diligently, has attempted very many methods, the decision-making strata reply: The agreement bamboo slip, will have the cooperation opportunity next time. Why like this, middle will be some information has not communicated the arriving? Actually the friend of mine in recalled the period already to move the customer diligently, the friend corporate design’s curriculum including the earlier period investigation and study, the curriculum depth, the curriculum later period keeping up worked is solid, the customer also thought that the entire design was good, at that time the friend company sales personnels thought that basically did not have the question, to the beginning of April’s time, regretted extremely, because was not and their company cooperates. Why? The telephone sale follows up not to arrive, is insufficient with decision-making strata’s exchange, product biggest selling point: In the curriculum will bestow the customer some data packet, has not mentioned to the customer, the decision-making strata also only looked at the curriculum project content, has not observed the data packet which in the curriculum will bestow, but other company will provide the plan time, talked about these increment some services through the telephone to the decision-making strata, like this they got the advantage, although has not cooperated the foundation, but the decision-making strata had already been partial to other company, therefore my friend company this time will be defeated in the competitive tender, afterward, he examined many, simultaneously has been standard the same decision-making strata communication flow and the step, will prevent such matter repeatedly to occur.

    In product homogenization’s today, who can provide the more specialized value-added services, definitely will occupy takes the initiative, the decision-making strata definitely also hoped that the flowered similar price will enjoy the more service contents, but these value-added service information’s transmission, the most effective way definitely will be most quickly the telephone not is, will use standardized these value-added service content the language to organize first, will communicate effectively with the decision-making strata, will raise the objection including the decision-making strata and so on, in the telephone communication process, will dispel their misgivings, the success hope can be getting bigger and bigger.

    , transmits accurately promptly the information in the key man hand.

    If the condition permission, may with the decision-making strata, in MSN, QQ chat on the tool to carry on the exchange, does not need to chat are too many, some prompt information transmission arriving, we discovers the mail the function, although is getting more and more formidable, but the mail transmission also easy to make a mistake, through QQ and MSN the transmission document, may guarantee that the document arrives accurately, talks with the decision-making strata, may also in have in the resources situation, supplies ideas for the decision-making strata, provides in some management the help.

    Third, communicates with the decision-making strata, the thought must be agile, the telephone communication earlier period needs to prepare fully.

    Decision-making strata’s communication time will not give you to be too many, because his responsible relative matter will be quite many, therefore will communicate with the decision-making strata telephone, will grasp the main point, looked that its mood quality, may aptness say some will live the small story, active will exchange the atmosphere, sometimes cared that the decision-making strata the family life will also be needs, because will become the good friend with the decision-making strata to be able to be the very happy matter, each people will have the outstanding experience to be possible everybody to study mutually, in with in the decision-making strata communication’s process, certain must after the telephone had finished will analyze the character disposition, will grasp his concrete demand pointAnd the most issue of concern, builds the foundation for the next time communication or the cooperation.

    Fourth, must pay attention to the language the standard.

    Can achieve the high-level post the human affirmed that the quality is quite high, therefore time which sells in the telephone the confidence which certainly must pay attention do not use to envy the language, speech time displays is also important.

    The telephone sale has wanted successful, the first condition is in the final analysis deals with and key man’s relations, in the telephone sale communication skill utilization is very important, the script is also very important, but the telephone sales personnels meet the personhood most importantly, will deal with and key man’s relations, knew how to provide personalized the service, knew how to establish the long-term effective customer relations with them, knew how to unfold quickly own superiority gives the customer, knew how to follow up in the service to provide many helps.

    The telephone sale work is very difficult, but a more difficult matter, the challenge to be bigger to the human, the harvest are more, so long as exchanges attentively, more will walk is smoother, hoped will do the telephone sale work the colleague, will more do is happier, every day will have the new harvest!