The complete conversation of telemarketing

The complete conversation of telemarketing

The first prologue is the premise of success when entering the sales industry, and a good prologue can directly attract customers' interest. Telephone sales mainly use telephone as the main means of communication, so how to have a complete telephone sales dialogue? Let's have a look.

Complete telemarketing conversation 1

1, greet customers and introduce yourself.

After connecting the phone, you should say hello to the customer first, such as "Good morning (afternoon)" and "Hello, who's calling?" After greeting, introduce yourself: "Mr XXX, I'm Xiao Zhang from Beijing Times Guanghua Management Training College. Can you please telephone interview for 5 minutes? "

2. Greet, praise and explain your intentions.

For example, "I recently had the opportunity to serve your good friend Mr. Zhang and made a reasonable plan for his Internet. In the process of service, he said that you are young and promising, have a successful career and are very enthusiastic about people. Our company is doing market research recently. Can I talk to you for five minutes now? "

3. Interview invitation

Don't rush to sell by telephone, but pay attention to understanding each other's situation. Meeting is the best way for you to "introduce" the product. Only by face-to-face interviews with customers can we fully understand each other and fully demonstrate our comprehensive advantages. When asking for an interview, don't forget to mention a time and place, otherwise it will be difficult for the other party to make a decision.

4, refused to deal with

When a potential customer refuses a telephone interview, the salesperson should answer politely.

For example, I'm sorry, maybe I chose an inappropriate time. I hope to find a convenient time to visit you. Are you free (tomorrow) or (the day after tomorrow)?

Telephone sales dialogue 2 1. Who am I and which company do I represent?

2. What's the purpose of my calling the customer?

3. What's the use of our products for customers?

The prologue of telemarketing: direct method

Shop assistant: Hello, Miss X/Sir? I am XXX, a recruitment consultant of Cost Talent Network. I disturb your work/rest. Is there any cost recruitment in our company now?

Guest X:No..

Shop assistant: That's all right. I'm sorry to bother you. You can contact me directly if you have any recruitment needs next time. Why don't you leave an email address or fax number, and I'll send you the information and then contact me.

Guest x: ok. (Then tell your email or fax number)/No, I'll contact you later. (hang up directly)

Customers can also answer: I am busy, or in a meeting, or refuse for other reasons.

The salesman must interface immediately: I'll call you back in an hour, thank you for your support. Then, the salesman should take the initiative to hang up!

When you make a phone call an hour later, you must create a familiar atmosphere and shorten the sense of distance: Hello, Miss X/Mr.! My last name is X. Call me in an hour/kloc-0 ...)

Opening remarks of telemarketing speech II: Introduction by others

Salesperson: Hello, Miss X/Mr., I'm XXX, the recruitment consultant of Cai Ying Cost Accounting Company. Your friend Wang XX is a loyal user of our company. He recommended me to call you. He thinks our products are more in line with your needs. Guest X: Wang XX, why don't I listen to him?

Shop assistant: Really? I'm sorry, I guess Wang XX didn't come for other reasons recently, so let's introduce him. Look, I'm in a hurry to make a phone call.

Guest X: That's all right.

Shop assistant: I'm sorry about that. Let me give you a brief introduction of our products. ...

Opening remarks of telemarketing speech 3: Pretending to be familiar with it

Salesperson: Hello, Miss Zhu/Mr Zhu, I am XXX, the recruitment consultant of Cost Talent Network. How have you been recently? Do you still remember me

Guest x: ok. Who are you?

Shop assistant: No way, Miss Zhu/Sir, you are so forgetful. I am XXX. I have contacted you before. Last time you said there was a job fair, but I didn't wait for your call. Recently, I saw that you posted some recruitment information on other websites. I wonder how the recruitment of this person is going?

Guest X: Oh, but I don't quite remember you. What are you doing there?

Shop assistant: Oh, yes. That's not important. Maybe you are too busy, and you get countless phone calls every day. Let me briefly introduce our website. (introducing the website)

Telephone sales complete dialogue 3 I. Help-seeking methods

For example:

Telephone salesperson: Hello, Manager Li, I'm from XX Company, and I want to trouble you with something! Or there is something I want to ask you for help!

Guest: Be my guest!

Under normal circumstances, when asking for help from the other party at first, the other party is embarrassed to flatly refuse. The telemarketer will have a 100% chance to continue talking to the operator.

Second, the third party introduction method

For example:

Telesalesman: Hello, is this Manager Li?

Guest: Yes.

Telesalesman: I'm a friend of XX. My name is XX. He introduced me to you. We just got a call the other day. On the phone, he said that you are a very amiable person, and he has always appreciated your talent. Before calling you, he must tell me to say hello.

Guest: You're welcome.

Telesalesman: Actually, XXX and I are both friends and customers. After he used our products a year ago, the company's performance improved by 20%. After verifying the effect, his first thought was you, so he asked me to call you today.

After the "bridge" transition of the "third party", it is even more

Open the topic easily. Because of the "friend introduction" relationship, it will virtually relieve the customer's sense of insecurity and vigilance, and it is easy to establish a trust relationship with customers. However, if the skills are not used properly, it will easily lead to the following results:

Third, the herd effect method.

On the prairie, when herds of cattle run forward together, they must run in one direction regularly, not in all directions.

Applying this phenomenon in nature to human market behavior produces the so-called "herd effect method", that is, by proposing that "several large companies belonging to the same industry as the other company" have taken some actions, so as to guide the other party to take the same action.

For example:

Hello, Mr. Wang, this is XX from XX Company. We specialize in telemarketing training. I'm calling you because many domestic IT companies, such as Dell, UFIDA and Kingdee, sell their products through telemarketing. I'd like to ask if your company uses telemarketing when selling products. ……

When telemarketers introduce their products, they will tell customers that the top companies in the same industry are using their products, and then the "herd effect" will come into play. Through the use of their own products by the first few large enterprises in the same industry to stimulate customers' desire to buy.

Fourth, stimulate interest method.

This method is most commonly used in opening remarks, and it is also convenient and natural to use. There are many ways to arouse each other's interest. As long as you observe and explore carefully, the starting point of the topic is easy to find. See the following case for details.

For example:

John savage is a lifelong member of the American Million Round Table Association and the author of the best-selling book Highly Sensitive Marketing. He was awarded the title of "the greatest life insurance salesman" by Oxford University. On one occasion, he called Mr. Qiang Sen, a professor at Columbia University, and his opening remarks were as follows:

John Savage: "The philosopher Bacon once had a quip for a scholar. In using materials, he compared scholars to three kinds of animals. The first kind of people are like spiders, whose research materials are not found from the outside, but spit out from their stomachs. This kind of person is called a spider-like scholar; The second kind of person is like an ant, accumulating materials but not using them. This kind of person is called an ant-like scholar. The third kind of people, like bees, collect the essence of flowers and brew them carefully. This kind of person is called a bee scholar. Professor, according to Bacon's metaphor, what kind of scholar do you think you belong to? "

This question made Tan Xing thick and eventually became very good friends.