1. Telephone sales
KEER XU
15-Aug-2012

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

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

4. 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

5. Phone sales mode
Outbound call
Inbound call
resource

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

7. ADIA system in telephone sales
Attractive
Interesting
Desire
Action
resource

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

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

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

11. 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!

12. 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

13. First impression
Simple refining
Your purpose
resource

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

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

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

17. The 2 target
The main goal
The secondary goal
recourse

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

19. Effects of sound infectious factors
Rhythm
Tone
Intonation
Volume
resource

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

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