The telephone marketing, low cost, high efficiency.So many companies in recent years become the main marketing method.However, the enterprises to carry out telephone marketing is the biggest obstacle facing the "telephone marketers how to win the love and trust."
This article gave the majority of workers engaged in telemarketing sales.
We all know that telemarketing clients in the rejection rate is very high in some sectors such as tourism and insurance, even if the success rate of 5-10% is very good.Statistics based on historical data, and another 90-95% of customers, about half the guests on the phone one rejected, our sales representatives to give up.How to tap as much as possible the potential of this part of the purchase of the guests, making a seemingly impossible to reach any conversation into a real deal in sales, to overcome the phone refused (OVERCOME OBJECTIONS) is the key.
The representative agent in our daily work, is still widespread, "I am disturbed clients, I want to convey in the shortest possible time, the maximum amount of information" concept.This leads to the sales they make in the taboo:
In the absence of customer demand to establish a good rush attack
When customers do not feel obligated to purchase a product, our agent on behalf of the answer must be "NO".And is not good to overcome a "NO".Sufficient customer demand through to ask questions (PROBING) to build up, this is a fact Mining (FACT FINDING) process.In PROBING stage, according to the characteristics of telemarketing can not do without the following aspects of the open-ended questions:
(1) professionalism of customers
(2) Customer's family / friends network (used for cross-selling)
(3) the customer's interests and hobbies
(4) the customer can afford.
In the collection of these necessary information, the representative agent can be targeted to provide solutions to customers.This solution can speak with customers should be closer to the actual needs of the customer while the probability of first refusal will be minimized.Proved by sufficient facts to enable customers to tap the first time refused to reduce the probability of at least 10%.Of course, the vast majority of customers will be rejected for various reasons, this is the test agent on behalf of the time sales techniques.Good sales people should feel that they understand the customer, and customer pull into the distance, while a level deeper to explore the reasons for rejecting customers.
To know the customer does not mean that every denial of his not interested in your product, there are many other factors, the decision about a customer, such as distribution, service, and other advantages compared to competitors and so on.By once again ROBING, agent on behalf of customers to discover the real state of mind, once again to establish customer needs, as a factual basis for overcoming the phone refused.Meanwhile, the voice added a sense of urgency, will increase the representative agent in each of the success rate of the phone.
Come ah! Telephone marketing person.So that we can calmly face the customers refuse!