Pretend to be a customer and call a colleague-learn skills
We can pretend to be customers and call our peers' companies. In this way, we can quickly understand how our competitors conduct telemarketing, their advantages, their words, their product selling points and their services. In this way, we can not only understand the basic situation of our competitors, but also learn words from our peers, killing two birds with one stone.
However, please note that the order of magnitude of impersonating customers to call peers is 100. Because at the beginning, you may not meet telemarketing experts, but you may meet newly hired Xiao Bai, and there are more Xiao Bai and fewer experts, so there must be orders of magnitude requirements. When we call our peers too much, we should always be able to catch dry goods, copy them immediately, borrow what our opponents do well, and avoid and improve what their opponents do badly.
Make two important reminders:
1, Selling Xiaobai To grow up quickly, one must learn from the master, and both must be good at learning from each other. This is the fastest way to get started;
2. Call your peers, take notes at any time, and refine the keywords of the other party's speech after putting down the phone. Taking notes all the way down, we naturally find all kinds of dry goods easily.
2. When calling, please be sure to clarify the interests of customers.
When we call our customers for the first time, we usually make a mistake, that is, we only emphasize our own interests, not the interests of customers, so customers often refuse us.
Tell a small case to help you understand.
Xiao works in a family-style central air-conditioning sales company, that is, selling central air-conditioning for luxury houses. Now the company adopts the recommendation mode of decoration designers, but many designers' mobile phones have been "rotten" by company colleagues. As soon as the designer hears the call, he either says he has cooperation, or he is unavailable, or hangs up directly.
Xiao just joined the company. Designers of big-name design companies have cooperated with their colleagues, while small design companies can't receive luxury orders and won't use such top products. Now I feel that designer resources are difficult to accumulate. What did you say?/Sorry?
The problem now is that the first call to the designer was blocked. Xiao said that as soon as the designer heard the phone call, he said that he was willing to cooperate, or that he was not available, or just hung up. What should we do? The essence of this matter is that after saying that we hope to have cooperation in the future, the mobile phone has not specified what benefits it will bring to designers. Old bottles of old wine are sure to make people angry. If you can't make a good call, you can't visit in the future. Therefore, we should hone our telemarketing skills carefully.
I still have to start from meeting the needs of customers. My speech is: "Hello, Mr. Wang, I'm Xiao from XX Central Air Conditioning Company. A decoration master recommended you, saying that your design level is very high. I think if there are customers doing decoration in the future, we two brothers will see if we can cooperate ... "
Please look at the words above. Although I reported my identity, I am a junior of XX Central Air Conditioning Company, but I didn't emphasize the cooperation with the central air conditioning project. I want to introduce customers to him and make money together in the future. This is to emphasize the interests of customers. Only when customers hear that they have interests will they be willing to associate with us.
Don't designers want to know me now? What designer doesn't want friends to introduce him to clients? Will they just hang up?
In the telephone conversation, there are many sayings about taking care of customers' interests. For example, peers have used it, and the income is very good; For another example, this is the development trend of the industry, and how much cost can your company save; For another example, there is one more choice, which will be used as the price whetstone of Party A. ...
3. Ask your colleagues more-a quick way.
In fact, many students complain that newcomers have no experts to teach them. Let's think about it. Experts are not related to us. Why do they teach us? Who stipulates that this is compulsory education? It is human nature to teach us three strokes and five strokes, but it is our responsibility not to teach us.
In my opinion, the first thing to do in sales in the company is to be a man. In order to improve the relationship with colleagues, we should be diligent, help our colleagues to pour water, buy some food to share, be caring and attentive, and let our colleagues feel your love, so that we can ask experts more, and people are willing to teach you three tricks and five styles.
After work every day, we should summarize the telephone calls of that day, classify customers into three categories: A, B and C, screen out high-quality customers, and give priority to customers with high intentions. From time to time, the telephone greeting is just casual, and you can know the customer's family situation, financial situation, education, personal hobbies and so on. , combined with weekend SMS greetings, solar terms blessings, etc. After a long time, customers will regard you as a trustworthy person.
4, do e-commerce sales-be sure to play well.
To be a telemarketer, you must have a hard-working spirit, and the number of calls per day must be guaranteed. Only when the quantity is guaranteed can you screen out more customers. There is a big difference between making 30 calls a day and making 300 calls.
Finally, share a telemarketing tip. We make hundreds of phone calls every day. After a long time, customers refuse more, which will affect our mentality and mood more or less. What should we do at this time?
You can calculate an account. Suppose you make 65,438+000 calls every day, charge 50,000 yuan every month and get a commission of 5,000 yuan, then it is 5,000 yuan ÷ (65,438+000 calls/day ×22 days) =2.27 yuan/call, that is to say, whether this call is charged or not, you will have a profit of 2.27 yuan. Knowing this is of great benefit to us to overcome difficulties and pick up the phone decisively again, which is a kind of spiritual encouragement to ourselves.