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What Kind Of Telemarketing Is Beautiful?

2008/11/4 9:21:00 41845

Focus on preparation before telephone sales

Preparation before the phone: the preparation before the sale of the telephone is like the foundation of a building. If the foundation is not well laid, the building will soon collapse.

The result of communicating with customers on the phone is closely related to the preparation work before telephone sales.

Even if you have strong communication skills, if you are not prepared well, you will not be able to achieve the desired results.

The preparatory work before telephone sales includes the following aspects:

　　1.明确给客户打电话的目的：一定要清楚自己打电话给客户的目的。你的目的是想成功的销售产品还是想与客户建立一种长久的合作关系？一定要明确。这样才有利于实现打电话的目的。

　　2.明确打电话的目标：目标是什么呢？目标是电话结束以后的效果。目的和目标是有关联的，一定要清楚打电话的目的和目标，这是两个重要的方面。

　　3.为了达到目标所必须提问的问题：为了达到目标，需要得到哪些信息、提问哪些问题，这些在打电话之前必须要明确。电话销售开始时就是为了获得更多的信息和了解客户的需求，如果不提出问题，显然是无法得到客户的信息和需求的。所以电话销售中提问的技巧非常重要，应把需要提问的问题在打电话前就写在纸上。

　　4.设想客户可能会提到的问题并做好准备:

When you call, customers will ask you some questions.

If you are not very clear about the questions your customers ask you, you need to spend time looking for information. Customers may be afraid to delay their phone calls, which is not conducive to the establishment of trust relationship.

So you have to make clear what questions your customers may ask, and you should know how to answer them beforehand.

　　5.设想电话中可能出现的事情并做好准备： 100个电话中通常可能只有80个电话是打通的，80个电话中又往往可能只有50个电话能找到相关的人，每次打电话都可能有不同的情况出现，作为电话销售人员一定要清楚在电话销售中随时可能出现什么情况，对于不同的情况准备相应的应对措施。

　　6.所需资料的准备：上文已经提到，如果给客户的某些回应需要查阅资料，你不可能有太多的时间。你要注意，千万不能让客户在电话那边等的时间太长，所以资料一定要放在手边，以便需要查阅时立刻就能取出。而且手边所准备的各种资料自然是尽可能地越全面越好。

Make a job help list for questions that customers may ask frequently. You can check your answers at any time when you ask these questions.

Another necessary information is the telephone list of the relevant personnel, especially the colleague's contact phone is very important. If you are not very clear about the questions asked by the customers, you can ask the technicians in your colleagues to help you answer the three party calls.