Telephone sales KEER XU 15-Aug-2012

Focus topic What is it？？？ telephone sales mode ADIA system in telephone sales Six steps in telephone sales Communication skills in telephone sales

What is it？？？ By phone, with clients to achieve contact, thus with customers to establish trust relationship resource

Different with other sales Body 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 resource

Phone sales mode Outbound call Inbound call resource

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

ADIA system in telephone sales Attractive Interesting Desire Action resource

Six steps in telephone sales Get ready The prologue Explore customer needs The recommended scheme Requirements of cooperation Follow-up

Challenges in Telephone sales Short contact time Customers tend to reject Sales staff personal skill Establish a relationship of trust

Solution Fully prepared Clearly language Provide proof materials Confirm, listen Sales six steps Telephone communication skills

Is a kind of communication Communication = 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 to the customer!

Answer the phone To introduce yourselves Don't let the phone too long there is no answer Record key Repetition of important information Let customers feel they are important

First impression Simple refining Your purpose resource

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

Asking questions 1.Close question answer for YES or NO 2.Open question Use what, where, when, why…to ask

Open question The general questions past or present Identification questions Present and future Connectivity problem future resource

The 2 target The main goal The secondary goal recourse

To communicate the need to pay attention to Improve sound appeal With customers to establish rapport Questioning techniques Listening skills Expression of empathy

Effects of sound infectious factors Rhythm Tone Intonation Volume resource

listening Active listening Confirmation of understanding Focus on customers, and let the customer feel The necessary records

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