Question 1: There are too many ways to do a good job in telemarketing. Excerpt from it. The book "Practical Skills Training of Telemarketing" is good. Attitude is the key to success. Efficient marketing by telephone is not a simple knowledge. You need to do a lot of preparatory work before telemarketing. What does it mean for a telemarketer to respect each other and enhance self-confidence? It only takes 5 minutes to make a phone call, but in order to make a phone call, the preparation before making a phone call takes 10 minutes. Put on a suit, you may feel unnecessary. In fact, although customers can't see it, clean appearance and clean clothes can not only enhance their self-confidence, but also take longer to change clothes than to make a phone call, which truly shows full respect for customers. This respect for customers can be effectively conveyed through voice, so that customers can feel it from the voice of answering. In addition to appearance, the voice when making a phone call and answering the phone is also very important. Clear and perfect pronunciation and intonation give people a pleasant feeling. So, how to make the sound more attractive? Record your voice, listen carefully, find out the mistakes and correct them. The key points of voice check are: whether the tone is gentle and friendly, whether the intonation is cadence, whether the speech speed is moderate, whether there is a mantra, whether the voice is pleasant, whether the expression is accurate and clear, and so on. It is not easy to get perfect and beautiful sound effects, but it is not without roads. ? "1, 4,2" breathing method In the "1, 4,2" breathing method, 1, 4,2 represents the time period. Specifically, take a deep breath 1 second, then hold your breath for 4 seconds, and finally exhale for 2 seconds. Of course, you can extend the time appropriately according to the actual situation at that time, and you will get better results, doing it for 3 minutes at a time. ? The second exercise of the "dog panting" method is called "dog panting" method. The dog panting method, as its name implies, is to pant like a dog, which can last for about 3 minutes at a time. Through the practice of the above two methods, you can fully exercise your vital capacity and achieve the effect of uniform breathing and clear voice. But you need to keep practicing, and only persistence can be effective. The speed and intonation of speech should be properly coordinated with each other. When talking on the phone, the speed, intonation and urgency of speaking should be coordinated with the other party, and try to coordinate with the other party. If the speed and intonation of the two sides are too far apart, it will bring difficulties to communication. The principle that the speaking speed and intonation should be properly coordinated with the caller is actually very simple. Everyone likes himself best. If the frequency of others' speech is in harmony with their own, it is easy to have a sense of intimacy, and of course it will also receive good results. As a telemarketer, it is normal to be afraid of calling when there is no sales. Look at the cartoon below, and you will certainly benefit a lot. Trying to overcome the fear of telemarketing is actually the same as breaking a boulder. If one hammer can't break the boulder, hit more hammers. In a word, persistence is victory. Call more and keep calling, and you will successfully overcome all sales-related fears. In fact, there is a logical proportional relationship between the number of calls and the sales volume. As a salesperson, it is difficult to make telemarketing if you just want to call customers passively and constantly, which will disturb others. The correct view should be: calling is to help others, and helping others is also to help yourself. If you have a simple motivation, no distractions and an attitude of helping others grow up, you won't feel too much frustration. Holding the mentality of helping others grow up can not only enhance self-confidence, but also effectively reduce fear. Even if you are rejected by customers, if you have the attitude of helping others grow, you will not feel too depressed because of being rejected. The reason why customers refuse may be that they don't know much about the specific situation of sales, or the angle of promotion is not good enough, but it is important for marketers to sum up their experience in time and learn from their failures, so that the next call will be better than this one. After setting a clear goal and creating a good call mentality, the next thing to do is to set a call goal. Otherwise, it may be counterproductive and the goal will never be achieved. To succeed, you should not only have a positive attitude, but also set a clear goal, know how far away from the goal and how to achieve it ... A work goal is like a map, which can clearly point out your current position, the distance to your destination and how to get there. So, how to determine the purpose of telemarketing >>

Question 2: How to do a good job in telemarketing internal training Since telemarketing became popular in the United States in the 1970s, there are now more than 5 million telemarketing employees in the United States. If you live in America, you can feel that telemarketing is pervasive. This year, the US Congress passed a bill to restrict telemarketers from making sales calls to registered families. Despite this, it has not affected the development of the telemarketing industry that has attracted much attention in China in the past two years. Entering the largest recruitment website in China, you will find that telemarketing has become a hot job. The highest monthly income of an excellent telemarketer in an enterprise I once coached has exceeded that of ordinary college students in inland cities for one year. This is not uncommon. Telemarketing has a natural advantage of high efficiency. For example, the average annual sales of telephone salesmen in Dell Computer Company exceeds 5 million yuan.

The following is based on the record of a telemarketing skills training course I conducted, introducing some key telemarketing skills.

Training begins

Telemarketing skills training needs a lot of simulated telemarketing between students and teachers or between students. According to my many training experiences, students will be unnatural at first. After all, without a phone, you can see each other, which is very different from the real scene. So at the beginning of the training, I told you that there will be a large number of practical cases in the training of telemarketing skills, and we will improve our telemarketing skills by listening to the recording. At the same time, some role-playing is also carried out to consolidate the skills learned through on-site simulation. Next, I will arrange a small game with an active training atmosphere to greatly improve the participation of the students, which is the key to the success of the next training. At the same time, in order to understand the degree and focus of each student's telemarketing skills, I then made a small survey. I ask students who only do telemarketing to raise their hands for statistics, and also ask students who hardly do telemarketing to raise their hands for statistics.

Why is this? It is very important to distinguish the main role of telemarketing in student sales. Generally speaking, telemarketing is divided into two categories in the whole sales activity: one is to make an appointment by making a strange phone call, then visit and negotiate at home, and finally clinch a deal face to face. The other is to sell directly through a strange phone, and realize the tracking before the transaction by phone. In this training, one-third of the students are in the first and second situations, and one-third of the students are in the mixed situation. So I will arrange the course in a balanced way and divide it into four parts:

1, telemarketing mentality adjustment

2. Make a quick appointment for a strange phone call

3. Telemarketing skills

4, telemarketing self-management.

Telemarketing mentality adjustment

The turnover rate of telemarketers in enterprises is usually high, mainly because they are more and more afraid of making phone calls. When I asked my classmates who were often rejected by customers in telemarketing to raise their hands, everyone raised their hands without hesitation. When I went on to ask who here likes to make strange phone calls, everyone immediately put their hands down. I call it "kicking the iron plate" here, which is inevitable and common for telemarketers. It is very common that telemarketers always want to do something else to delay the next call after making an uncomfortable call (that is, being rudely rejected). If you can't keep a good attitude to make a phone call, the efficiency of telephone sales is extremely low. Once in class, a salesman of a logistics company told me that he made 20 strange phone calls every week, which surprised me.

There are many rejections and some are even rude in telemarketing, so telemarketers have a strong sense of frustration and are unwilling to continue to call. There is no doubt that this is a normal psychological reaction. Psychologists often use electric shocks to correct mental patients. When the behavior that needs to be corrected is triggered, it will be shocked, which is naturally uncomfortable, thus forming a conditioned reflex. When the behavior happens again, the feeling of electric shock appears and the behavior is consciously terminated. When we are rejected by customers, we encounter electric shock, and we will associate it with our telemarketing behavior. After repeating this feeling many times, we naturally feel afraid to call.

After analyzing the psychological root of students' fear of calling, we did a simulation training to understand the psychological reaction of customers when they answered the phone. I invited one student to play the role of customer and four students to play the role of telemarketers. Set the following scenario: the customer has just returned from the meeting and is ready to pour some water. One student calls to promote products. Suppose three minutes later, five minutes later and two minutes later, the other three students call to promote their products or services ... >>

Question 3: How to be a telemarketer? What does telemarketing do? What is the operating process 2007-10-1710: 07: 45 | Classification: marketing experience | Label: | font size, large, medium and small subscriptions.

Skills of approaching customers by phone

For salespeople who are good at using the telephone, the telephone is a sharp weapon, because the telephone has no boundaries, which is both time-saving and economical. At the same time, telemarketing can reach more customers in an hour than face-to-face direct selling.

The telephone is generally used in the following three occasions:

* Make an appointment to meet with key people.

* Follow-up of direct letters.

* Prompt before direct letter.

If you are familiar with the skills of approaching customers by telephone, doing the above three actions well will be of great help to your next work.

Professional telephone contact skills can be divided into five steps:

1, preparation skills

Before making a phone call, you must prepare the following information:

* the name and title of the potential customer;

* Name and business nature of the enterprise;

* Think about the reasons for calling potential customers;

* Get ready for what you want to say.

* Think about the questions that potential customers may ask;

* Think about how to deal with customer rejection.

It is best to concentrate the above points on a pad.

2. Skills after the call is connected

Next, let's look at the skills after the call is connected. Generally speaking, the first person to answer the phone is the switchboard. You should politely say the name of the potential customer you are looking for in a firm tone. The next person to answer the phone is the secretary, who is mainly responsible for refusing calls that bosses think are unnecessary. So you must introduce yourself briefly to make the secretary feel that what you want to talk to your boss is very important, and remember not to say too much.

3. Skills to stimulate interest

When a potential customer answers the phone, you should introduce yourself briefly and politely to arouse the interest of the potential customer in the shortest time.

4. Skills to tell the reason for the phone call

There should be different reasons for different potential customers according to the information you prepared for them in advance. Remember, if the purpose of your call is to make an appointment with a potential customer, don't talk too much about sales on the phone.

5. Tips for ending the phone call

The telephone is not suitable for selling and explaining any complicated products. You can't judge the customer's reaction from his expression and behavior. Without the basis of "satisfying three senses", it is easy to be rejected. Therefore, you must use the skills of ending the phone more effectively and end the phone conversation immediately after you achieve your goal.

Next, let's look at an example of telephone proximity skills.

Shop assistant: Hello. Please connect me with Director Chen of the General Affairs Department.

General Affairs Office: Hello. Who are you looking for?

Shop assistant: Is Director Chen there, please?

General Affairs Office: Who's calling, please?

Shop assistant: My name is Wang, and I am the business director of Dahua Company. I'd like to discuss with Director Chen the problem of improving the efficiency of filing documents.

Wang Wei, a salesman, is using a more authoritative reason-to improve the efficiency of filing documents-to ask the secretary to put the phone through to Director Chen quickly.

Director Chen: Hello.

Shop assistant: Hello, Director Chen. My name is Wang, and I am the business director of Dahua Company. Our company is a professional manufacturer of document filing and processing. We have developed a product that allows anyone in your office to find any information in the file within 10 seconds, which will greatly improve your work efficiency.

Wang hopes that anyone in the general office can get any information in the document within 10 seconds to arouse the interest of Director Chen. Salespeople should pay attention to the following points when talking with potential customers on the phone: ① Smile when talking. Although the other party can't see your smile, you can spread it to the other party through sound. ② Always address potential customers by their first names. (3) Express enthusiasm and enthusiastic service attitude.

Director Chen: 10 second, almost!

Salesperson: The director's time is precious. I wonder if next Tuesday or Wednesday will be convenient for you. Let me explain this product to the director.

Director Chen: Next Wednesday at 2 pm will be fine.

Shop assistant: Thank you, Director Chen. I'll call on you at 2 pm next Wednesday.

Salesman Wang felt what Director Chen said, "10 seconds, soon!" He was skeptical, but he knew that the purpose of calling today was to make an appointment for the next meeting, so he immediately stated the reason for calling without any explanation, and made a conclusion-to make an appointment to visit and quickly end the telephone conversation.

One: preparation ..

Be mentally prepared. Before you make every phone call, you must know what you are dialing ... >>

Question 4: telemarketing, how to be not nervous before making a phone call is a science. No one can say for sure, the key is to look at the individual. Personally, I think that in telemarketing, you should first grasp the customer's needs and then call him. When you make a phone call, you should state the purpose and key points of your call to him within the first 10 second, because only in this way can you attract customers to continue listening to you. Secondly, don't be too polite, because being too polite will degrade yourself invisibly. Moreover, leave enough room for yourself. For example, if you want to call him again, you must tell him when you will call him. Take the advertising media as an example. How can I make a phone call? Customer: Yes, what can I do for you? Me: Oh, that's right. Our company has a brand-new advertising platform for high-end commercial office buildings and white-collar workers with spending power in Shanghai. I think this will definitely promote the sales of your products. I don't know if it is convenient for you now. May I take 2 minutes of your time to introduce you? Usually, we will encounter several situations. Customer: Oh, we don't need this. Me: Do you think our media is not suitable for your product? Or? Don't talk at this time, let the customer talk and see what he will say. ) a: customer: well, it's not appropriate. Me: You see, you don't know our media yet. how do you know How's this? When do you think it is convenient for me to visit you and introduce you? In this case, you will have many choices when choosing media in the future. In this case, customers will generally not refuse you again. If he refuses, then the customer doesn't need to contact, and can just give up, because he is not worth following up. Usually he will be like this: Oh, I'm busy these two days, we'll see. Me: Look at this. Is it convenient for me to call you again the day after tomorrow morning to confirm your time? Customer: Well, OK, I: OK, I'll call you the day after tomorrow. Thank you, Manager Wang. See you again.

Question 5: How do individuals do a good job in network+telemarketing? Telemarketing is the most commonly used sales method at present. The most critical step in sales is to accurately find the people who need your products or services, and then communicate with the target customers purposefully and pertinently. Here are some telemarketing methods for your reference: 1. Prepare the industry list of target customers in advance before calling, screen customers through the yellow pages and the Internet, and prepare a list of people who can use it for one month, which can greatly improve work efficiency, otherwise most of your sales time will be spent looking for the name you need. Second, set yourself a workload. First, specify the time for calling, such as two hours in the morning and two hours in the afternoon. You should make 65,438+000 calls within the specified time. In any case, you should finish this task and make as many phone calls as possible. Third, find the most effective telemarketing time. Generally speaking, people make sales calls between 9 am and 5 pm. So, you can also make time for telemarketing at this time of day. If this traditional sales time doesn't work for you, you should change the sales time to off-peak telephone hours or increase the off-peak sales time. You'd better arrange the sales between 8:00-9:00 am, noon 12:00- 13:00, noon 17:00- 18:30. We all have a habitual behavior, and so do your customers. It is very likely that you will attend the meeting every Monday 10. If you can't get through to them at this time, you should learn from it and call him at other times of the day or other days. You will get unexpected results. 4. Before starting, predict the results. Before making a phone call, you should prepare the content of communication with customers in advance, guess the various reactions of customers, improve your ability to distinguish and answer questions, and achieve good telephone communication results. The purpose of making a sales call is to make an appointment. Telephone sales last about 3 minutes. You should introduce yourself, your products and understand each other's needs, so that you can give them a good reason to spend precious time talking with you. The most important thing is not to forget to make an appointment. 5. Follow up customers regularly, organize effective customer resources, follow up regularly, keep in touch with customers and wait for business opportunities. Once the time is right, the first thing customers think of is you. 6. Perseverance is one of the important factors of sales success. Most sales were made after the fifth telephone conversation. However, most salespeople stop after the first call, so be sure to persevere and not be discouraged. The voice of telemarketers is very important. There are usually 12 aspects to examine the voice and language demands of telemarketers. First, don't talk too fast or too slow, which may be the reason for long-term work, because telemarketing is a fast-paced job, and most telemarketers talk too fast. Talking too fast is easy for customers to hear clearly. Telesalesmen should have the ability to control the speed of speech. In general, it is appropriate to keep the speech speed at 120 words ~ 140 words/minute. Of course, if you can adjust your speaking speed according to the customer's speaking speed, so much the better. Second, the clarity telemarketers should have standard pronunciation and clear words, so that customers can easily hear what they say on the phone. Because clear language expression is the basic requirement of a telemarketer. Third, tone is a barometer of the inner attitude of telemarketers. The tone requirements of telemarketers are: * * peace, love in the heart, and no impatient tone. I often meet this kind of customer, but I didn't hear it clearly the first time, and I didn't hear it clearly the second time and the third time. At this time, the telemarketer explained it again, the tone was ok, the second time was ok, and the impatient tone was obvious when explaining it for the third time. At this time, I will definitely think: Why are you so stupid? I have told you three times, and you still don't know. As soon as this tone comes out, the result is to scare away customers. Fourth, the tone of the tone should not be strange, it should be natural, and it must be cadenced. The timbre should be divided into high, medium and low, varied and not too mechanized. Some telemarketers always speak in the same tone to all customers, just like playing on a tape recorder, lacking in change, so their language is also lacking in vitality. Because telemarketing is a voice ... >>

Question 6: How to do a good job in sales and sales skills Author: Du Ah

Link: Hu Zhi /...520534

Source: Zhihu.

The copyright belongs to the author. Please contact the author for authorization.

How to be an excellent salesman? This question is difficult to answer in Zhihu, because there are too many professional books, websites and forums to discuss all aspects of work and life, such as methodology, skills, mentality and so on. And I don't think there is a single unified answer, because everyone's way of doing things and ideas, personality and environment are different, which will inevitably lead to different ways for everyone. From the aspect of retreat, I tried to share some of my own experiences.

1. First of all, you should like, or at least accept, a career like sales or a job. You may enter the sales profession because the threshold in the recruitment market is not so high, because there are many such positions, or for other reasons, but if you want to do a good job in sales, you must have your own experience and understanding of sales, and you are willing to stick to it after many disappointments. As the old saying goes, knowing is not as good as being good, and being good is not as good as being happy. If you can make yourself "willing to engage in sales" (I really like it, not an illusion), I think the distance from doing well will be shortened by a big step;

2. You should be willing to learn and be good at learning. It is not only a deep understanding and familiarity with the professional knowledge you need to master in the products or services you sell, but also a continuous improvement of sales skills. A salesman who doesn't want to learn certainly has little room for improvement, and a salesman who is not good at learning can hardly do his job well to a great extent. In fact, it is never too old for anyone to learn. You can use books, internet, colleagues, forums, clubs, life and so on. In all aspects, it is important that you have an enterprising heart and take appropriate actions to achieve the goal of enterprising;

3. You should have the necessary EQ suitable for sales. Including your interpersonal skills, your perseverance, your emotions and actions in the face of setbacks and failures, and even the organization of your work. Sales is a job that needs to constantly deal with people and use your professional knowledge, and you will often encounter accidents, difficulties and disappointments. It requires you to have the courage and methods to face complex situations. Therefore, it is very important to manage and constantly improve your own methods and emotions, and face the pressure and challenges correctly. This is easier said than done, so this is one of the reasons why we need to "live and learn";

4. Your personality may be outgoing, humorous, calm, introverted, quiet and positive. Everyone with good or bad personality can be engaged in sales. But I think, to do a good job in sales, we must have a long-term vision, treat people sincerely, keep promises and be trustworthy. Whether you are a part-time job or your own boss, you'd better start with your own career, constantly expand your contacts, enhance your reputation and improve your reputation. We can't predict what unexpected things will happen tomorrow, but being a good person and someone who can be trusted by others is the most important and necessary factor to realize long-term cooperation and good popularity. Sometimes, we need some beliefs, such as "muddling along will be paid back sooner or later", such as "one good turn deserves another, and one evil turn deserves another".

I don't want to become a sermon, just some of my own experiences and feelings, which I appreciate with you.

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Post an article "Essential Quality for Successful Sales", which is taken from the work "Nine Questions to Win a Single Order" by a TIANYA DUAN netizen "Cold Cliff Erosion" to provide you with dinner.

What is specialized sales?

When it comes to specialization, many people will think of suits and ties, knowing everything, speaking clearly, being familiar with products and mastering business, and being able to provide opinions and suggestions to customers.

So what is specialization and what is specialized sales?

Kenichi Ohmae once defined experts in his major ... >>

Question 7: How to make salespeople love their jobs and take their work as their career? We are not selling products, but clothes and ideas. We don't just sell things, but help people who need products to do this well. Then treat every customer as your friend. You sell products, but you know all your friends. Everyone says that if you are in love, you can do a good job and learn to care and greet customers. Praising others is also respecting others. What you sell is not a product, but yourself. Work hard. If you work in an industry for two years, you will certainly gain something. You must learn to be a chicken, love, be good and understand!

Question 8: How to become a qualified telemarketer? There must be a group of people under you.

First of all, your ability must be comprehensive, and your people should solve the problem at the first time.

Then, be a good manager and handle the relationship between superiors and subordinates. You can consult books on interpersonal relationships and read more.

You can be a good project manager! ! !

Question 9: How to do well in telemarketing skills 1. Sell yourself: that is, sell yourself. First of all, your behavior must make customers remember you and trust you.

Identify with you. This is the first thing to do, otherwise you won't have a chance to sell your products. You can do it in many ways: behavior,

Tone, smile, manners, etc.

For example, I once took a photo with my client at the Canton Fair, marked my name on the photo and sent it to him by email to impress him.

Very deep

2. When there is silence in the conversation: when we don't know what to talk to the customer, we have to talk about the letter we want to know.

Information, such as: whether customers are engaged in trade or wholesale and retail, company name, price and quantity of products, and how many are there in China.

Suppliers, etc. However, it should be noted that the language should not be too rigid, and it should be introduced through some topics and communicated naturally.

3. Have your own style: As a salesperson, you must be warm and generous, and try to get closer to your customers. Everyone has his own personality characteristics, so you can't make up for it if you make full use of your strengths and try to give full play to your own advantages.

4. When the customer has an interpreter: Try not to communicate with the customer through the interpreter (it is best to let the interpreter sit and eat sugar and drink water), so that the customer can know that we can serve him independently, without translation or documentary.

5. Pay attention to the details: start with small things, and don't give customers wrong information, so as not to bring unnecessary trouble to the company.

6. Respect customers' choices: We don't say what customers like (products), even if we think it's hard to sell or hard to sell.

No, customers always choose the best, because they have their own market and marketable customer base. place

Therefore, as a salesperson, we should support customers, give them confidence, and praise their good vision and ability to grasp time when appropriate.

If it is still good, customers will be happier and more and more. Time here will also make him feel very happy,

Very comfortable, because everyone likes praise.

7. Know the customer: After the customer comes to the company, don't rush to introduce our new model, let the customer choose slowly and choose from the customers.

You can see the customer's style on the packaging, and then introduce it to the customer, so the effect will be better. If we start

If you introduce blindly, it may not be what customers like. If you introduce too much, it will only disgust customers.

8. Determine your tone: When talking to customers, be confident and firm if it is impossible. If there's anything

If it is not clear, please wait a moment, and then reply to the customer after confirmation.

9. Problems needing attention when confirming: When confirming, be sure to express clearly. Stop playing games and be serious. Talk to customers

You can't keep your voice down, and you can't hear it at last. Especially in foreign trade, oral expression must be clear, right?

Then customers will feel very annoyed, don't want to talk to you again, and find it difficult to communicate with you!

10. Don't look at customers with colored eyes: when customers come to the company, we will be more or less happy.

We should show 100% enthusiasm. When a guest comes to the company to look at his bag, it shows that he is in this industry. He didn't place an order today, but there will always be one.

It will rain, or if your enthusiasm makes him feel unable to refuse, he may also introduce it to his friends.

1 1. Problems needing attention in quotation: quotation should start from high quotation, even if PU is ordered, it should start from genuine leather. Ask the price after comparison.

The problem is not big. Between different styles, we should also quote high prices first.

12. When the customer asks for a price reduction: When the customer asks for a price reduction, we don't agree immediately, but let it go down bit by bit.

Our customers think our price is firm and there is not much room for manoeuvre. We've done enough for him. It's hard enough. (order)

The quantity is the same, don't be too generous to promise customers. You can't say no to what you can't do right away, so let customers feel that although you

I can't help him, but you are willing to help him solve the problem together and help him negotiate.

13. Speak with emotion: smile when you speak. This is a sign of self-confidence and respect for customers. Smile.

It's not fake, it's from the heart. ...& gt& gt