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Telephone salesKEER XU

15-Aug-2012

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telephone sales mode

ADIA system in telephone sales

Six steps in telephone sales

Focus topic

Communication skills in telephone sales

What is it？？？

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What is it？？？ By phone, with clients to achieve contact, thus

with customers to establish trust relationship

resource

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Different with other salesBody language will not be seen Depending on the sound transmission of

information.Be in a very short time cause in the interests

of their clients

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Phone sales mode

Outbound call Inbound call

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Outbound call Sales opportunitiesThe customer calls in to ask what? company background Personal need other customer feedback

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ADIA system in telephone salesAttractiveInterestingDesireAction

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Six steps in telephone salesGet readyThe prologueExplore customer needsThe recommended schemeRequirements of cooperationFollow-up

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Challenges in Telephone sales Short contact timeCustomers tend to rejectSales staff personal skillEstablish a relationship of trust

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SolutionFully preparedClearly languageProvide proof materialsConfirm, listenSales six steps Telephone communication skills

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Is a kind of communicationCommunication = people + information +

people

The telephone marketing is a kind of transmission of information processes between person and person

Whatever it is, it MUST be of Value tothe customer!

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Answer the phoneTo introduce yourselvesDon't let the phone too long there is no

answerRecord keyRepetition of important informationLet customers feel they are important

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First impression

Simple refiningYour purpose

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Important thirty secondswho are you and company?what is the purpose?company's products for customers to have

what use?

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Asking questions1.Close question answer for YES or NO

2.Open question Use what, where, when, why…to ask

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Open question The general questions past or presentIdentification questionsPresent and futureConnectivity problemfuture

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The 2 target

The main goal The secondary goal

recourse

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To communicate the need to pay attention toImprove sound appealWith customers to establish rapportQuestioning techniquesListening skillsExpression of empathy

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Effects of sound infectious factors

RhythmToneIntonationVolume

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listeningActive listeningConfirmation of understandingFocus on customers, and let the customer

feelThe necessary records

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This is the presentation of my work. Thank you for your valuable time!