When you speak with a smile, your voice will also convey a very pleasant feeling, which will naturally become more approachable in the ears of customers, so that every phone call will maintain the most texture and help you enter the other person's time and space.
Tip 2: the volume and speed should be coordinated.
When people meet, there will be a so-called "magnetic field". On the phone, of course, there is also a telephone magnetic field. Once the magnetic fields of business people and customers match, the conversation will be much smoother. In order to understand the other party's telephone magnetic field, it is suggested to use moderate volume and speech speed at the beginning of the conversation, and then adjust your volume and speech speed after recognizing the other party's characteristics, so that customers feel that you are in step with him.
According to my employment experience, for middle-aged customers, the speech speed is moderate, for elderly customers, it is natural to slow down, so that customers will not think that you speak too fast.
Tip 3: Identify the caller's image and enhance interaction.
From the tone of the other party, we can simply distinguish the image of the caller. People who speak fast are visual, people who speak moderately are auditory, and people who speak slowly are sensory. Business people can give each other "appropriate suggestions" after distinguishing the appearance.
Tip 4: show that it won't take up too much time and explain it briefly.
"Can you wait for me for two minutes? In order to make the other party willing to continue this call, the most common method I use is to ask the other party to give me two minutes, and when the average person hears two minutes, the idea of "it's only two minutes anyway, just listen and watch" usually appears. Actually, do you really only speak for two minutes? It depends on personal skill!
Tip 5: The tone and intonation should be consistent.
On the phone, the opening remarks are usually pronounced in Mandarin, but if the other party's response is Taiwanese, I will immediately switch to Taiwanese to talk to the other party. Sometimes alternating between China and Taiwan is also a way to close the distance between the two sides. The main purpose is to "stand in the same magnetic field with the other side".
Tip 6: Make good use of telephone opening remarks.
A good opening speech can make the other person willing to talk to the business people more, so besides "delaying for two minutes", what to say next becomes very important. How to know each other's thoughts better? Ask: "What do you think of the recently launched investment products?" Open questions like this.
Tip 7: Make good use of pause and reservation skills.
What is a pause? Business people can use pause skills when they need the other party to give them a time and place. For example, when you ask someone, "Do you prefer morning or afternoon?" After that, pause a little and let the other person answer. Using pause skills well will make the other person feel respected.
As for the appointment, it is used when the business personnel are inconvenient to explain by phone or encounter difficult questions. For example, when the other party asks the business personnel to explain the rate on the phone, the business personnel can tell the other party, "We know this question better when we face the interview", so making an appointment is also a skill.
Tip 8: Stand up straight, talk or close your eyes.
Call 20 times a day, you can't always sit still! Try to stand up straight or speak, and you will find that your voice will become energetic and the effect will be better: sometimes you might as well close your eyes and speak, so that you will not be affected by the external environment.
Tip 9: Use open-ended questions and keep asking questions.
On the one hand, asking questions to customers can prolong the conversation, and more importantly, it can understand the real thoughts of customers and help salespeople make judgments.
Might as well use: "Let me ask you a simple question." "Could you please tell me more about why you have such an idea?" And other issues, encourage customers to continue.
Skill 10: reverse immediately
Immediate reversal means doing what the customer says immediately. For example, when a customer says "I bought a lot of insurance", you might as well follow his words, "I just know that you bought a lot of insurance, so I'm calling. When a customer says "I am a customer of your company", he might as well continue to say, "I know you are a good customer of our company, so I'm calling. 」
Secret 1 1: emphasize your own judgment repeatedly and make your own decisions.
In order to make customers promise to meet you, saying sentences like "It's up to you" and "It's up to you" on the phone can make customers feel that business people are qualified and will not cling to them, thus improving the interview probability.
Tip 12: emphasize the function or uniqueness of the product.
"This product is extraordinary, you can fully understand it yourself ..." In the conversation, you should emphasize that the product is extraordinary, "the decision is up to you", and make the customer willing to give you his precious time. Remember not to talk too much or use too many technical terms, so as not to make customers lose interest in the meeting.
Hint 13: Give an alternative question and opportunity.
Alternative ways can help the other party make a choice, and at the same time can speed up the meeting between the other party and the business personnel. For example, "call in the morning or afternoon" and "meet on Wednesday or Thursday" are all alternatives.
Skill 14: Prepare for the next opening.
When you want to hang up, you must make an appointment with the client for the next telephone interview. Otherwise, calling customers without knowing them will make them think you are rude. If you must make a phone call, you must first think of a good statement to divert the customer's attention.