[China Glass Network] Content Description: Not every customer can agree, not every phone call can be successful. It takes a certain skill to call the customer on the phone. Will you? Will you always be able to visit the customer successfully? Xiaobian will summarize the skills of your successful visit to the customer!
First, let yourself be smiling
Speaking with a smile, the sound will convey a very pleasant feeling!
Second, the volume and speed should be coordinated
When people meet with each other, there will be a so-called "magnetic field". In the phone, of course, there is also a telephone magnetic field. Once the business personnel match the magnetic field of the customer, the conversation is much smoother. In order to understand the phone's magnetic field, it is recommended to take a moderate volume and speed at the beginning of the conversation, and then adjust the volume and speed of the other party, so that the customer feels that you and he are "same hanging". According to my employment experience, the speed of middle-aged customers can be moderate, and the old customers are naturally slow to let customers not feel that you are talking too fast.
Third, identify the image of the caller and enhance mutual interaction
From the tone of the other party, the image of the caller can be easily discriminated. The person who speaks fast is a visual person, the person who speaks moderately is an auditory type, and the person who speaks slowly is a sensory type, and the business person can judge After the shape, give the other party "appropriate advice."
Fourth, it means that it will not take up too much time, simple explanation
In order to make the other party's willingness to continue the call, my more common method is to ask the other party to give me two minutes. When the average person hears two minutes, it usually has the idea of ​​"just two minutes anyway, just listen to it." In fact, do you really only talk for two minutes? It depends on your personal skill!
Fifth, the tone and tone should be consistent
On the phone, the opening statement is usually Mandarin pronunciation, but if the other party's response is answered in Taiwanese, I will immediately turn into Taiwanese to speak with the other party. Sometimes the exchange of national and Taiwanese is also a way to close the distance between the two parties. The main purpose is It is all about "being in the same magnetic field as the other party."
Sixth, make good use of the phone opening
A good opening statement can make the other party willing to talk more with the business staff. Therefore, in addition to "fake two minutes", it is very important to say something later. If you want to know more about each other's thoughts, you may ask: "Compared Recently launched investment products, what do you think?" Such an open question.
Seven, make good use of the skills of suspension and retention
What is a pause? When a business person needs the other person to give a time or place, you can use the pause technique. For example, when you ask the other person: "Do you like morning or afternoon?" After a pause, let the other party answer and use the technique of suspension to make the other person feel respected. As for reservations, it is used in a way that is inconvenient for a business person to explain on the phone or encounter a difficult question to answer. For example, when the other party asks the business person to explain the rate in the phone, the business person can tell the other party. : "This question is clear when we meet face-to-face and face-to-face calculations." So keeping the problem to the next time and space is also a technique for interviewing.
Eight, the body is straight, standing talking or closing your eyes
If you make twenty calls a day, you can't always sit still! Try to straighten your body or stand and talk, you can find that the sound will become energized and the effect will be better: sometimes Close your eyes and let yourself not be affected by the external environment.
Nine, use open-ended questions and keep asking questions
Asking customers questions can lengthen the conversation time on the one hand, and more importantly, understand the real thoughts of customers and help the salesman to make judgments. May wish to use: "Teach you a simple question", "Can you please talk more, why is there such an idea?" and other issues, encourage customers to continue.
Ten, instant reversal
The immediate reversal is to follow the customer's words immediately. For example, when the customer says, "I bought a lot of insurance," I might as well follow him: "I just know that you buy a lot of insurance before you call this." Say: "I am a customer of your company", may wish to continue "I know that you are a good customer of our company, so I only call this.
11. Emphasize your judgment and make your own decisions.
In order to allow customers to agree to meet with you, the words "decision by yourself" and "all by yourself" can be made on the phone, so that customers can feel that the business people are textured and will not be entangled. In turn, the rate of visits is increased.
12. Emphasize the function or uniqueness of the product
"This product is very special and must be interviewed in order to let you fully understand..." In the conversation, the emphasis on the product is extraordinary, plus "decision by yourself", so that customers are willing to give him his precious time. Remember not to talk too complicated or use too many technical terms to let customers lose the hobby of meeting.
13. Questions and opportunities for giving two choices
The two-choice method can help the other party to make choices, and at the same time speed up the meeting with the business staff, such as "morning or afternoon visits", "week or Thursday meeting" and other questions, are two alternatives.
Fourteen, prepare for the next opening
When you are about to hang up, you must agree with the customer about the time of the next telephone interview. Otherwise, taking the initiative to call the customer in the case of an unknown customer will make the customer feel that you are rude. If you must fight, you must first think about the words, transfer the customer's attention to the customer's ears will naturally become more affinity, so that each phone will maintain a better texture, and help you into each other's time and space.
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