Let's look at the main ways to move a conversation from a negative key to a constructive channel, the features of composing a universal dialogue script from five sales stages.
Establishing contact with the client
The first and very important step of the correct sales technique by phone. First, greet the person on the other end of the line, and then start describing the service and providing information that will be interesting to him, not you.
Don't immediately go into lengthy discussions about the company and general descriptions of its advantages. Introduce yourself, explain the purpose of the call and be sure to clarify the name of the person you are talking to. Try to arouse the person's interest in the conversation - otherwise there will be no point in communicating.
Helpful advice: offer to help the person solve his problem. If you can uk email list interest the potential buyer from the first words, the chances of a successful deal will increase significantly.
Determining needs
During a short greeting and introduction, the manager will need to ask the potential client leading questions to identify their needs. Remember: people don’t care what you need, but they do like to talk about themselves.
This stage of sales by phone will largely depend on the specifics of the situation - what data the client already has, how he is disposed towards the manager, whether he was ready for the call or not. There is only one universal piece of advice - ask the right questions, listen carefully and draw conclusions. Questions can be:
open - motivate the interlocutor to give a detailed answer or explanation;
closed - allow you to give a short answer like "yes" or "no".
For successful telephone sales, you need to ask as many open questions as possible - they will help you find out the maximum amount of useful information.
It is very important in telephone sales to accurately determine the client's needs.
Presentation
The third stage of telephone sales involves matching the client's needs with the range and searching for a suitable option. All that remains is to present the client's solution. This could be a description of the ideal frying pan or a new coat model, or an online presentation with a full-fledged presentation - it all depends on the specifics of the product.
The main tasks of the manager:
at the previous stage, accurately determine the need;
quickly select an offer that might interest a person;
describe it briefly and succinctly.
Focuses attention only on those features of a product or service that will be of interest to a specific client.