Sales techniques for telemarketing

“Conversing with people who have no needs is a waste of time and money.” This is the eternal truth of telemarketing. If a telemarketer is always talking to people who have no needs during the sales process, even if he/she does a good job in other aspects, he/she will not achieve good results. To give a simple example: When I was a telephone salesman selling central air conditioners, I kept calling some companies in Kunming. As a result, I had no sales for a long time. This is not mainly because there is a problem with his/her sales skills, but because he/she is talking to people (businesses) who have no needs. Because Kunming is a "Spring City" with spring-like conditions all year round, the demand for air conditioners is small. From a marketing perspective, this is a customer positioning issue. By analogy to telemarketing, no one in need can be found. From this example, people can see the importance of finding the right person in telemarketing. Let me introduce to you how to find the "seven weapons" that you can use on people during the phone sales process.

The "Seven Weapons" of Telemarketing

1. Accurate customer positioning

2. Comprehensive corporate information

3. Keen judgment ability

4. Flexible question format

5. Polite way to get rid of

6. Accurate character judgment

7. Reasonable reasons for access.

Analyzing the above definition, "telephone call", "sales promotion", "trusting relationship", "understanding and mining", "demand" and "process" are the key words of the general meaning. First of all, people can clearly understand that telemarketing is mainly conducted over the phone, rather than through interviews. This is the biggest difference between telemarketers and other sales personnel. Corresponding to him/her is the marketing staff, who mainly rely on face-to-face interviews with customers to obtain orders. Secondly, the telephone sales process that people emphasize is actually the process of establishing trusting relationships with customers over the phone. The basis of any business is the mutual trust established by both parties. People often say that he/she only does business with people they know, like and trust, so trust is the basis of telemarketing. Finally, there is another important concept: customer needs. There are two types of customer needs: personal needs and business needs. This requires that if people want to successfully complete sales on the phone, they must not only be able to grasp the customer's business needs, but also be able to grasp the customer's personal needs ( In telesales, personal needs are often emotional needs). After understanding the needs of customers, we must also meet the needs of customers.

In enterprises, there are three main forms of telephone sales:

(1) The enterprise builds its own CallCenter and completes sales through its own telephone sales personnel. Enterprises with this method are generally relatively large in scale and have a relatively mature telephone sales system, which belongs to telephone sales in a complete sense.

(2) Enterprises have their own telesales personnel, but there is no CallCenter and only a few phone lines. Generally, enterprises are small in scale. Strictly speaking, it is not a complete telephone sales, but the products generally sold by such enterprises are relatively complex and often require the support and cooperation of senior sales personnel to complete the sales. Therefore, this type of telephone sales personnel is more responsible for screening customers. role.

(3) Enterprises cooperate with some CallCenter operators and entrust their products to CallCenter for sales, which is a telephone sales outsourcing. The advantage of this form for enterprises is that it saves trouble, reduces investment, and minimizes risks in the early stage. It's just that CallCenter operators are an unfamiliar concept to Chinese companies, so it will take time for this form to be recognized by most companies.

(4) The company has its own telesales staff, no CallCenter, just a few phone lines. The company is not large in scale, and the products it sells are simple and easy to be accepted by users. As long as it finds the right user, it will close the deal. . This is the latest and simplest form of telemarketing.