We know that telephone sales are one of the most important sales methods of the moment, and the hardware industry is no exception. To find new customers, many of them started with phone calls. Then, what is the process of telephone sales? I will explain to you below, hoping to provide reference for the hardware industry's telemarketing novices.
1. Finding potential customers
In many cases, salespeople must be able to identify potential customers. These potential customers must have two basic conditions: one is willing to buy; the other is the ability to pay. If only one condition is satisfied, it is not a potential customer. The main ways to find potential customers are: friends, acquaintances, advertisements, mailing letters and telephones. At this stage, sales personnel should strive to collect as much information as possible.
2. Preparation before visit
In general, pre-contact preparation is all activities prior to formal contact. Sales personnel should be familiar with their industry, company products or services, competitors, and customers, especially the personal and business information activities of potential customers. The more fully prepared the salesperson, the greater the likelihood of success.
3. Approach and establish a good relationship with customers
The initial meeting was the first real contact between the salesperson and the potential customer, and many experts called it the most important 30 seconds in the sales process. At the initial meeting, the salesperson must establish a good relationship with the potential customer. The salesperson must attract the customer's attention, otherwise the salesman's later actions may not work.
At this stage, the sales staff will ask a lot of questions and listen. Asking questions can help attract customers' attention. Sales personnel can listen to the customer's answers and can establish a trusting relationship between the two parties. In the process of listening, once problems are found, sales personnel can introduce solutions to potential customers. The method of the problem. When introducing methods, you should be creative and strive to create a relaxed and pleasant atmosphere. Every question raised by the salesperson implies the concern and interest of potential customers. The more a sales person listens to a potential customer's conversation, the more the customer will like and trust the salesperson. As a result, salespeople can establish good customer relationships with potential customers.
4. Understand the needs of customers
Understanding customer needs is the first cornerstone of market sales. The more detailed and accurate the customer's needs, the more effective the sales results will be in meeting customer needs. In this stage, the salesperson can understand the problems faced by the customer and the information that the customer wants to obtain from the customer's conversation, so as to achieve the purpose of sales.
5. Description product
After clarifying the customer's problems, the salesperson is prepared to explain and vividly describe the features and advantages of the related products. One of the more difficult tasks of the salesperson in describing the product is to enable the customer to accurately understand his or her intentions. The communication of information and the communication between the receivers are easy to go astray. The receiver is unlikely to understand the information as accurately as the transmitter wishes. Therefore, in the process of describing the product, the salesperson must keep in touch with the customer. To communicate with each other, describe the needs of the customer, and let the customer know why you want to hear what you say, what the benefits are, and what benefits are there for them?
6. Dispute resolution
The salesperson must learn to treat the objection as a normal part of the sales process. When there is no objection, the salesperson should be anxious because the objection is that the customer is interested in the product. The sales person must solve all problems related to the purchase of the customer.
7. Deal
The sales person completes the sales when the customer is satisfied. At this time, the customer's cooperation should be thanked. The expression of the gratitude must be sincere. The customer should feel that the transaction is achieved is worth celebrating. They will receive serious and enthusiastic reception at any time.
8. Return visit
Continue to maintain regular contact with customers after the transaction is concluded, which is of great significance for repeat sales and the development of a larger market. Although return visits from sales personnel have their own benefits, they will also help customers. Therefore, return visits by sales personnel will rarely be resisted by customers, but will leave a good impression on customers. During the return visit, the salesperson must not only confirm whether the customer is satisfied with the product, but also further strengthen the relationship with the customer. Grasping these two points is critical to the development of future business.