Preparation before the most popular telemarketing

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Preparation before sale large market point

[focus of this lecture]

preparation before sale

key factors in the prologue

preparation before sale

preparation before sale is like the foundation of a building. If the foundation is not solid, the building will soon collapse. The result of communication with customers during the fight has a lot to do with the preparation before sales. Even if you have strong communication skills, if you don't prepare well, you can't achieve the expected best effect. The preparation before sales includes the following aspects:

1 Clarify the purpose of calling the customer

be sure to know the purpose of calling the customer. Do you want to sell products successfully or establish a long-term cooperative relationship with customers? It must be clear. Only in this way can we achieve our goal

2. Clear the goal

what is the goal? The goal is the effect after the end. Goals and objectives are related. We must be clear about our goals and objectives, which are two important aspects

3. Questions that must be asked in order to achieve the goal

in order to achieve the goal, what information and questions to ask must be clear before hitting. At the beginning of sales, it is to get more information and understand the needs of customers. If you don't ask questions, you obviously can't get the information and needs of customers. Therefore, the skill of asking questions in sales is very important. What needs to be asked should be shown in Figure 2A; When the 2D exciting valve spool rotates past a certain angle, the problem is written on paper before hitting

4. Imagine the problem that the customer may mention that the spatial distance deviation between connecting columns is very small, and be prepared

when you call, the customer will also ask you some questions. If you don't know the questions the customer asks you, you need to spend time looking for some information. The customer is likely to hang up for fear of delaying his time, which is not conducive to the establishment of trust relationship. So you should be clear about what questions customers may ask, and you should know how to answer them in advance

5. What might happen in the imagination is not 5 Puncture speed: prepare at the speed of 10 ~ 40mm/s (adjustable)

generally, only 80 of 100 may be connected, and only 50 of 80 may be able to find relevant people. Different situations may occur each time. As a salesperson, you must know what may happen at any time in sales, and prepare corresponding countermeasures for different situations

6. Preparation of required materials

as mentioned above, if you need to consult materials for some responses to customers, you can't have too much time. You should be careful not to let customers wait too long for regular follow-up visits and timely meeting customer needs, so materials must be kept at hand so that they can be taken out immediately when they need to check. And the various materials prepared at hand are naturally as comprehensive as possible

make a work help list of the questions that customers may often ask. When customers ask these questions, you can quickly check and answer them at any time. Another required information is the contact list of relevant personnel, especially the contact of colleagues. If you are not very clear about the questions asked by the customer, you can ask the technicians in your colleagues to help answer the questions to the customer and form a three-party call


[self inspection]

please answer the following questions according to the preparations before sales mentioned above

● the most frequently asked questions by customers are: (1)_________________________________________________ (2)_________________________________________________ (3)_________________________________________________...... ● do you know the contact of colleagues? Know □ don't know □● is your commonly used information nearby? Yes □ no □

7 Be prepared in attitude

attitude must be positive. Salespersons fight a lot every day, and they often suffer a lot of rejection every day, so it is easy to cause mental fatigue. Under the influence of this fatigue, they may not be very positive and enthusiastic in their attitude when playing

some sales representatives will be very nervous every time they encounter important customers, worried that customers have chosen other companies and will no longer cooperate with themselves. However, the actual situation is often not what he imagined. Instead, his tension may have a negative impact. So whether the attitude is positive or not is very important

there is another important point in attitude preparation, that is, we must strive to cultivate ourselves to form a friendly smile when communicating with customers. This point will be introduced in detail later when talking about the voice appeal in communication

[self inspection]

please do the following multiple-choice questions:

(1) before preparing for sales, The most difficult work is ()

A. understand the sales area B. analyze competitors

C. develop prospective customers D. find key people

(2) which of the following is not the feature of a successful product description ()

A. be able to say your effect on helping customers solve problems and improve the current situation without omission

B. let customers believe that you can do what you say

C. let customers have the desire to buy

D. let customers feel your enthusiasm and be willing to stand in the position of customers and help customers solve problems

after the key factors in the opening remarks have been prepared, the next thing to do is to call your customers. There is a detailed question to call the customer: how can I get through the front desk? Many enterprises will have receptionists, secretaries, etc. only through them can we contact the target customers first. If your target customer positioning is accurate and your preparation is done well, this should not be your obstacle

if you find the relevant person in charge, you need to have an opening statement. There are five key factors in the prologue:

1 Self introduction

self introduction is very important. For example, when you connect, you say, "Hello, I'm XXX from the sales training institution." Be sure to express friendly greetings and self introduction in your opening remarks. This is the first factor in your opening remarks: self introduction

2. Description of relevant person or thing

if any

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