Points of Attention for Direct Marketing by Phone

According to the suggestion of the customer on the phone, make a reasonable plan (SMART law), and try to have a pleasant conversation with the customer.S(specify): specific contact information; M(measure) measurable quantity; Aaction) practical use of the computer; R(rational) reasonable price point; T(time) when payment can be made; The fact is that not all conversations are pleasantly conducted, and some will encounter some objections. Let's take an example of a more correct handling of objections (LSCPA objection handling skills):

Customer: Our company can't make the full payment before receiving the goods, you...

L(listen): (don't interrupt, wait for the customer to finish, and don't ask the customer a rhetorical question in the middle)

S(share): Of course, the price is so big that there's no more payment. It is indeed risky to make a payment of such a large amount without inspecting the goods again! (share);

C(clarify):Besides the fact that we can't reach a ****ing understanding on the issue of payment for the time being, are there any other issues? We will surely be able to find a good solution for both sides on the issue of making payments. You can rest assured that our company has a good reputation at home and abroad, this point, you also have some understanding of the previous, before choosing us this brand (clarification of objections);

P (present): If your company is really not assured that if you can first come to our inspection of the goods, inspection of the goods, and then after you pay, the money to the account can be arranged to ship the goods (proposed solutions);

A(action): In this way, you can send someone to check the goods first, look at our inventory, to confirm that the supply of goods is sufficient, and then you pay the payment, it can be (proposed action). Sometimes, the day of the phone call is really not resolved, then we must pay attention to the follow-up of the phone. a) stand in the position of the customer to consider the problem, will be the heart, the purpose is to let the customer feel that our company is centered on them. b) stand in the position of the customer to consider the problem, will be the heart, the purpose is to let the customer feel that our company is to them. Hello, this is so-and-so from Shenzhou Computer Company. May I ask if this is Mr. Zhang? It's like this, a few days ago you asked me about our company's products. After hanging up the phone I carefully verified your requirements, especially to recommend to you a few cost-effective products, you consider it?b) Simplistic treatment, to draw closer to the relationship with the customer, not necessarily every time you call to talk about the business, the purpose is to make the customer feel that we are not only in the sale of computers, but also more of a consultant for him to buy computers.

World potential master Anthony Robbin said: "What is the main discrimination between the successful and unsuccessful? In a nutshell, it's that successful people are good at asking good questions that lead to good answers." I'd like to tamper with that, "What is the discriminator between a good and unsuccessful telemarketer? In a nutshell, it's that the good ones are always in a positive frame of mind identifying problems, asking questions, and solving them."