Communication skills is the most important and core skills of a salesman, how to face a variety of different preferences, different personalities, and even different moods of the customer, so that the other party is interested in listening to the first acceptance of the salesman, and then to accept the product, which is a very professional skills.

A successful salesman should remember the words:

1. Successful sales promotion at the same time, to make this customer become your friend.

2. Any prospective customer is the weakness of the attack on the collapse.

3. For those who are active in the struggle, there is no such thing as impossible.

4. The more difficult the prospective customer, the stronger his purchasing power.

5. When you can not find the road, why not go to open a road?

6. Prospective customers should be made to feel that it is a great honor to know you.

7. To continue to meet new people, which is the cornerstone of success.

8. When you speak, the tone of voice should be gentle, but the attitude must be firm.

9. For salesmen, good listening is more important than good defense.

10. Successful people not only hope, but also have a clear goal.

11. Only those who are constantly looking for opportunities will be able to seize them in time.

12. Don't avoid people you hate.

13. Forget about failures, but keep in mind the lessons learned from them.

14. Excessive caution does not make a great success.

15. Things change, and so do prospective customers.

16. The success or failure of a sales pitch is directly proportional to the amount of preparation that goes into it.

17. A bright future begins now.

18. Failure is actually the tuition fee to success.

19. Slowly understand the customer's consumer heart, do not rush.

20 you have to identify with others, no matter what he said, you have to nod, and then smile, you all give him a yes, is not it? Because your point of view to be recognized you think, there is always a reason, but he just got your approval, you have not found, he out of respect will also agree with your point of view, believe it? This will establish a good network, produce good ****ing and communication.

Businessman should pay attention to

1) we do sales, sales of what things?

(2) Initial conversation skills with customers.

3) How to improve business negotiation skills in business negotiations with customers.

(4) How to conduct efficient account management.

(5) Key points and guidelines that can lead to sales success.

(6) How to improve interpersonal relationship with customers and the importance of interpersonal relationship in sales.

(7) How to negotiate billing issues with customers

Techniques of telemarketing

1, record at any time

When you make a call, hold the microphone in your left hand, and have a paper and pencil in your right hand, and write down what you hear at any time (of course, you can do it the other way around if you are writing left-handed). If you are not prepared, and have to ask the other party to repeat, this will make the other party feel that you are distracted, not listening to him seriously; and, you have to make so many phone calls a day, you are not able to remember what each customer has said, the human memory is always limited, so there is an old saying: a good memory is not as good as a bad pen. Do a good job of recording is also convenient for you to follow up the situation in the next phone call

2, self-reporting

After you find the person you are looking for (sometimes you know that he is responsible for something, but do not necessarily know what his name), the other side of the pick up the phone, you should be polite hello, after a clear statement of their full name, and then the name of the company they are in, and then tell each other, you are to do what, you can provide him with how to do!

The first thing you should do is to tell the other person what you are here to do, and what kind of service you can provide for him; similarly, once the other person says his name, you can address the other person's name from time to time in the conversation.

3, turn to the subject

In the process of talking on the phone, do not "humming and hawing" to stall for time, do their own I introduced, immediately and quickly into the subject of accelerating the progress of the business conversation. Because time is precious, others may not be listening to your nonsense. According to their own company's products, to understand each other's business situation, to find the demand; to stand in the other side of the point of view to think and look at the problem, you are to provide solutions to other people's problems to come, rather than digging for other people's money to come; so, learn to ask is very important.

4. Avoid the phone termination time is too long

If you are on the phone, if the other party to ask some you can not answer had to terminate the phone and access to some information, should move quickly. You can also with the courtesy of sand first with the other side to say: "You are a moment? Or I'll call you back later?" When you put the other party on hold, you can press the wait button. If your phone does not have a wait button, gently place the microphone on the table. If it takes longer than you expected to access the information, you can pick up the phone every few moments to let the other person know how you are progressing. For example, you can say: Mr. (Miss) XX, I have almost finished for you, please wait a moment. When you finish your search and pick up the phone again, you can say, "Sorry to keep you waiting." to get the other person's attention.

5, follow-up calls to facilitate the transaction

But after you introduce the product for each other, the other party may say to think about it or to discuss with their superiors, you should say that in a couple of days and then give you a call. When you call to follow up, ask him how he is considering it? Mainly consider those aspects of the problem? Finally, make the transaction. You are to provide services for him, not begging him to give money to you, so do business without being condescending.

Telemarketing Cases

Case Presentation: Telephone Negotiation

Wang Yusong: Key Account Manager, M Dairy

Song Weidong: Purchasing Manager, Huahui (a pseudonym) Supermarket Chain

On Monday morning, Wang Yusong dialed the phone number of Manager Chen's office.

Wang Yusong: Good morning, Song manager, I am M dairy company key account manager Wang Yusong, want to talk to you about my products into the store, may I ask you have time now? (Through the preliminary understanding, Wang Yusong already know the person in charge of the store name and phone number)

Song Weidong: I do not have time now, soon to open the department regular meeting. (eager to end the call, it is clear that there is no interest in this conversation)

Wang Yusong: that's good, I will not bother, please ask what time you are free, I will call you again.

Wang Yusong: Okay, see you tomorrow.

Wang Yusong: Good morning, Mr. Song, I talked to you on the phone yesterday, this is Wang Yusong, the key account manager of M Dairy. (First of all, let the other party remember that today's call is recognized by him, so there is no reason to shirk)

Song Weidong: What product do you want to talk about into the store?

Wang Yusong: my company in the first half of the new launch of lactic acid bacteria products, a **** 5 single product, I hope to cooperate with your store.

Song Weidong: I'm not interested in this category, the current stores already have a few brand sales, I temporarily do not want to increase the brand, sorry. (Obviously ready to end the conversation)

Wang Yusong: Yes, there are a few brands in the store, but they are room temperature packaging, my product is active lactic acid bacteria, using fresh packaging, you certainly understand that consumers in the same price range is certainly more willing to buy preserved milk; and secondly, my product has been fully integrated into the catering channel, the sales volume every month is rising, especially in the neighborhood of the few large catering stores, many consumers will go to the store to buy milk, and the sales volume is rising, and the sales volume is rising. Secondly, my product has entered the catering channel, and the sales volume is increasing every month, especially in the large catering stores near you, there will be many consumers who will go to the store for secondary consumption; our company adopts the marketing strategy of "high price and high promotion", so the gross profit point of my product must be higher than that of other dairy products. (With the shortest speech to improve the other party's interest in negotiation, in this paragraph Wang Yusong mentioned the product selling point, has formed a fixed consumer groups, high gross profit, every aspect of the point to the end, so as not to cause the other party's disgust and thus the end of the negotiation).

Song Weidong: (think for a moment) what other channels to sell sales of your products? (The other party has generated interest, but he needs some data to support their ideas)

Wang Yusong: Now there are more than 100 supermarkets have been in the sale of our products, including some international chains, sales are good, I can show you the historical data. （

Song Weidong: Well, you come over tomorrow morning for an interview, please bring some samples.

Scenario Demonstration Summary: In the first call, the buyer did not give Wang Yusong the opportunity to talk, many salespeople can only helplessly end the call at this moment, and Wang Yusong showed flexibility to adapt, and fought for a reasonable opportunity to call. In the second call, facing the buyer's refusal, Wang Yusong, in accordance with the key points of telephone negotiation, in a very short period of time, succinctly told the other side of the product's unique selling points and competitive advantages, and succeeded in increasing the other side's interest in negotiation, and eventually won the opportunity to negotiate between the two sides of the regular negotiations.

The main points of business negotiation

1 Listening

2 Expression

3 Questions

4 Persuasion

5 Randomness

Telemarketing and Skills

One of the first step of sales is to determine their target customers. Where exactly are the target customers? Which customers are most likely to use your products? This information must be very clear, otherwise, every day to make more calls, may be futile.

For example, there are various kinds of fish inside the pond, which kind of fish do you want? You have to observe first, where the kind of fish you want to get is mostly concentrated, and not fish indiscriminately without a target.

Finding customers where your target customers are most concentrated will yield better results, so be sure to pinpoint your target customers. The first step to success after making an unfamiliar visit call is to find the right person. If you cannot even find the person who has the authority to make the decision, the best sales skills will be in vain. Therefore, the first and foremost part of the telemarketer dialing an unfamiliar call is to confirm that the person you are talking to is the key person you are looking for.

How to determine that this person is the key person you are looking for? The key person generally has three characteristics, which can be expressed in English MAN: M means money, the key person must have a budget to buy your products

; A means right, the key person must have the right to make purchasing decisions or have an important influence on the decision; N means there is a need.

Two: Effective Sales Preparation

The telemarketing sales process is very short, and you can only seize a rare opportunity if you are well prepared. And the preparation before telemarketing is like the foundation of a building, if the foundation is not solid, the building

will soon collapse. The result of communicating with customers on the phone has a lot to do with the preparation before telemarketing. Even if you have strong communication skills, you cannot

achieve the desired results if the preparation is not done properly. Preparation before telemarketing includes the following:

Define the purpose of the call to the customer. Is your purpose to successfully sell the product or to establish a long-lasting relationship with the customer? Be sure to be clear so that you can target.

Define the goal of the call. What is the goal? The goal is the effect after the call is over. Purpose and goal are related, and it is important to be clear about the purpose of the call and the goal, which are two important aspects.

Clarify the questions that must be asked in order to achieve the goal. It is important to be clear about what information you need to get and what questions you need to ask in order to achieve your goal before you make the call. Getting on the phone starts with getting more information and understanding the needs of the customer, and it is clear that you can't get the information and needs of the customer if you don't ask questions. Therefore, the skill of asking questions in telemarketing is very important, and the questions that need to be asked should be written on the paper before the call.

Envision the questions that the customer may mention and be prepared. When calling customers, they will also ask you questions. If the customer's question you are not very clear, to spend time to find some information, the customer is likely to be afraid of delaying their time and hang up the phone, which is not conducive to the establishment of a trust relationship. So clear customer may ask some questions, and should know how to answer in advance.

Prepare the required information. As mentioned above, if some of the responses to the client require access to information, you are unlikely to have much time. Be careful never to keep the client on the other end of the line for too long, so the information must be at hand so that it is immediately available when you need to access it.

Make a working help sheet of questions that your customers may often ask, and you can quickly refer to it whenever they ask. There is also a need for information is related to the contact phone table, especially the contact phone number of colleagues is very important. If a customer asks a question that you are not very clear about, you can ask a technician among your colleagues to help give the customer an answer.

Three, attention-grabbing opening

For salespeople, your opening statement can arouse the interest of customers, determining the smoothness of telephone communication. Therefore, the design of a set of customers willing to listen to the communication program, become the key to the success of telemarketing.

Many telemarketers like to use this opening statement: Hello, I am XX company XX, can I disturb you for two minutes? This sentence from the caller to analyze and there is no problem, is a very polite, very reasonable telemarketing opening. But from the receiver's analysis, there is a big problem. Because this kind of opening statement is easy to make the caller wary, and even disgusted. "Which company's salesman again? Could it be a scammer?" The customer will feel doubtful, why should I give you two minutes? What's so great about strangers calling me? A good opening statement is half of the success, never let the customer to produce a guarded mind, there is confusion, so half of the success is gone, your first sentence will determine the fate of this sale.

As a successful telemarketer, after reporting their company and name, you can then ask the customer: "Is it convenient to answer the phone now?" The truth is that many times customers get sales calls at inconvenient times, but few actually respond that way. Instead, they'll ask why you're calling, which suggests that you can continue speaking. You can also take a more honest and humorous approach, such as, "This is a sales call, I don't suppose you'll hang up?" In people's experience, only 1 in 10 people hang up at this point.

So, the first 10 seconds of telemarketing should be to grab the customer's attention and arouse his interest. 30 seconds will determine the fate of the latter: whether to end or continue.

Fourth, to gain the trust of customers

For telemarketers, the biggest headache is in the initial stage of contact with new customers. This stage is not simply relying on product knowledge and authoritative image to approach the customer. Many sales experts have come to one of the most important conclusions: if you can not gain the trust of the customer, the sale simply can not go on.

For example:

Salesman: "Hello, Ms. Li, I am a senior consultant of Ping An Insurance, I have a prize for you here, I do not know if you have time on the weekend, I will send you there?"

Ms. Li: "Who are you? I have a prize for you. How do you know my phone number?"

Salesman: "Your phone number is in our internal database. But as you are so famous expert doctor, there must be a lot of people who have your contact information. This prize is very rare, just take up 15 minutes of your time on the line, do you think it's okay?"

Ms. Li: "What prize ah, in the end who gave you the phone? I'm sorry, I'm very busy, I don't have time, let's talk about it."

In the first telephone contact with the customer, to obtain the customer's trust is the key, rather than to bring the customer benefits, who will believe that the sky can fall pie to their own? Therefore, telemarketers in the first contact with customers, it is best to borrow a third party or the old user to lead the way, it is easy to obtain the trust of customers, so that the conversation is easy to carry on. Such as in this telephone conversation, when Ms. Lee asked how to get her phone, then the sales staff if you can lead to Ms. Lee familiar or respected people as an introducer, will certainly increase Ms. Lee's sense of trust, so that the conversation into a cordial atmosphere.

Fifth, quickly cut to the point

In the customer is willing to listen to, telemarketers should quickly cut to the point of conversation. Do not think that quickly into the subject will offend customers, business people are still the most important focus on real benefits, you must be as soon as possible to the product can give them the benefits as the content of the conversation, and once again arouse the interest of customers to you.

For example:

Salesman: "Do you feel that due to the fierce competition in the industry, the profit margin of the enterprise is too low?"

Customer: "Yes, the unfair competition between industries makes the profit of enterprises thinner and thinner, but the cost can not save much."

Salesman: "I heard that your enterprise is still using XX equipment?"

Customer: "Yes."

Salesman: "According to our company's latest statistics show that those who have purchased our equipment, in the absence of increased labor costs and material costs under the premise of profitability than the same period increased by 15%

. I hope our products can also make your business more profitable."

Customer: "What product?"

Salesperson: "XX products ......"

The time of telephone communication itself is relatively short, quickly cut into the subject of communication is the most concerned about both sides of the call, so telemarketers need not be afraid or taboo!

To quickly get to the point of communication

Communication.

Six, emphasize their own value

Telemarketers in the description of the product, should be the main product to help customers solve what practical problems, to create what value and benefits for customers, so that customers will be easy to accept your things.

For example, you could say, "Many of our customers have told us that our product has helped them reduce the chances of damage from viruses invading their computers, kept their systems secure, reduced the need for extra capacity due to excessive spam, and saved them the cost of buying new security software. These should be important to a business like yours."

Whether it's telemarketing or door-to-door sales, self-worth is a part of the sales process that must be emphasized because it's a key factor in determining whether or not a customer produces a closed result.

The difficult part of the telemarketing effort is how to build a relationship, gain trust, and generate a deal with the customer in the shortest amount of time. Through the above six aspects of the author's advice, I hope to give many people on the front line of telemarketing some inspiration, so that they can quickly master the tricks of telemarketing, more productive to make sales.

Tips:

1. Clarify the subject and purpose of the call.

2. Pay attention to the time, place and environment of the call.

3. Pay attention to how you stand and sit during the call.

4. Have an approachable tone of voice.

5. Pay attention to the vigor and rhythm of the voice.

6. Pay attention to the logic and rigor of speech.

7. Always smile, smile, smile.

8. Tell the person who you are clearly.

9. Tell the person the subject of the communication without beating around the bush.

10. Think about what you want to say first, then what you want to say later, and pay attention to the steps of the conversation.

11. Prepare in advance for barriers to communication, such as objections from the other party and unexpected situations.

12. Commit to building trust and friendship.

13. Learn to use facts and examples.

14. Don't assume the other person knows or understands.

15. Learn to recognize the other person's opinions and perspectives.

16. Learn to listen and understand.

17. Be aware of the influences around you during your call.

18. Be aware of how you wrap up your calls.

19. Set the stage for the next call or meeting.

20. end the call by waiting for the other person to hang up first.

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Computer salesmanship

Computer through than brand, than the hardware, than the function, than the technology, than the service "five than" to win over the rivals, and "the main purpose of this statement is to provide sales staff in the sales process in the six-level city competitive stores, relevant information to the product and service. Products and services and other information to form a differentiated comparison with competitors' products, thus highlighting the advantages of Lenovo part of the formation of a favorable attack to protect the vulnerable to form an effective defense.

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4. Than technology: Lenovo's "safety indicators" "host and all components through the national mandatory 3C certification", other brands are "only a few through, but the mass production and sales of not through the The company's website is a good source of information about the company's products.

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