The world's chinese president is the first person to train in marketing and advertising media in china, and the founder of the brand competition and founder and head coach of the cutting leadership arts, peng xiaodong, is of the view that, at this time, as the economy continues to develop at a rapid pace, the way in which media owners conduct their business has become increasingly diverse, such as telephone marketing techniques, email sales, microblogging sales, the sale of various social tools and strange customer appointments, door-to-door visits, familiar referrals, and the introduction of new clients to old clients. Marketing methods such as these are both good and short. However, it is certain that the mode of sale depends primarily on the media's own form and type of advertising. However, it is not managed to say that, for the vast majority of advertising companies and media owners, the manner in which advertising calls are sold has slowly become one of the most important tools and the most important way in which advertising companies and the media can sell advertising time-on-time. Advertising telephone sales have more obvious advantages than other modes of sale: saving resources without wasting money, time, energy, etc. As a result, the acquisition of advertising and telephone sales skills has become a priority for an increasing number of advertising sales personnel。
In a recent course on advertising from excellence to excellence in operational skills, mentor peng xiaodong said: advertising sales, especially on the internet+, are very important, but advertising phone sales must also be tactical and skillful。
I. Be prepared with a mind。
Failure and success go hand in hand; advertising telephone salespersons must be fully prepared before making calls, and soldiers must not fight unprepared. Coach peng xiaodong believes that many of our teachers’ business leaders are talking about some of the necessary conventional telephone sales techniques, but more importantly, the mentality, not to be afraid of failure, and to pick up the phone call, which must be the most important option, with a selection mentality, a simulation exercise before advertising phone sales, and a compilation of questions that clients might ask and questions that vendors might encounter。
Teacher peng xiaodong argued that a successful marketing mentality is the most critical step, dare and dare。
Ii. Be well acquainted with their own media。
Their own media/advertisements/creatives/proposals/services need to be thoroughly and thoroughly understood. It is important to keep your mind straight before making a call, and to have a full understanding of the advertising products of businesses and the media themselves (the mode and form of the broadcast). Sufficient knowledge includes the idea of advertising, design, design, etc., uniqueness, and the sophistication of advertising products in the same media. If you don't even know your own ads, how do you introduce your ads to your clients
Teacher peng xiaodong's point of view: being familiar with their own media is also a respect for their clients。
Iii. Have a familiar mode of conversation。
That is, what should be said at the beginning, what should be said at the end, and what should you answer if the client asks different questions? Clients may ask questions about how to direct clients to product interests. As advertising telemarketers, they must be fully prepared before making calls. When the phone rings, it should focus on communicating with clients. Of course, that process should be completed. Don't let the other party wait for half a day and if that happens, the other party will not hesitate to hang the other party. A potential customer will be wasted because of your slow-sniffing reaction. Tutor peng xiaodong reminds us of the small detail: there should be a pen and notebook, and never drop the phone, let alone use the not keys。
Peng xiaodong's mentor's point is that successful sales start with a set of their own sales models。
Iv. Learn to be respected。
A proper name can improve your taste and quality as an advertising and telephone saleser. Men are generally referred to as “sir” “teacher” “brother” and women as “sister” or “ma'am”. If you know the particular position or position of your client, you may call him or her and name him or her in front of you, such as “manager yang”, “minister chen” and “director li”. In addition, the following commonly used languages are also available to advertising and telephone sales personnel. To the words: “please excuse me!”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “i'm sorry”, “please, i'm sorry, i'm sorry, i'm sorry, i'm sorry, i'm sorry。
Teacher peng xiaodong's point of view: language is the least selling cost of sales。
V. Learning to make communications records。
Advertising telephone salespersons learn to make phone records after starting telephone communication. Our telephone sales personnel have an average of 150-200 effective telephone calls a day. Without proper recording of the telephone calls, it is not possible to follow up on these already telephoned clients for a second time. It is a very good habit for a telephone salesman to record detailed calls. When you follow up on the phone, you take the microphone, you take the pen, and you keep track of what you hear. If you don't hear clearly and you have to ask the other side to repeat it, it makes the other side feel like you're coping with your work and you're not listening to him, which gives the client a sense of disrespect。
Peng xiaodong's mentor's view that respect for clients is determined by details and felt by them。
Six: learn how to report to your family
Let the other person remember you as soon as you're done, so you'll save a lot of time for the second follow-up. When the other person picks up the phone, you should greet him politely and then report to your home. Words should not be spoken too quickly or too slowly. The preferred speed is 240 bytes/min. You have to be clear when you're talking, and you have to be sharp. If you think you're not talking enough, then don't stay up late, drink more ginseng water, or have more sports like long run and swimming, which will do you a great deal to increase your lung activity. If you have your own name, you have to write it down. In your next conversation, you can call each other’s name from time to time, which makes your client feel very valued, or close to your client’s distance。
Teacher peng xiaodong's point of view: self-presentation is the first and last step in successful marketing。
Vii. The subject of the conversation must be entered quickly。
After reporting to the home, you can quickly enter the subject of the conversation. Time is valuable to telemarketers and, equally, to clients. No one has time or interest in listening to a stranger's impeccable bullshit in there. The first time you can put an ad or a service to your client. Particular attention is paid to the need to inform clients of the advantages and advantages of your advertising/services at first sight (especially those who have served successfully in the same industry). The principle of switching to thinking, communication overcomes psychological barriers. You call someone else for excellent advertising/services, not for money. Many telephone salespersons often encounter such psychological barriers in their communication, which lead to a sense of guilt, which is very negative。
Teacher peng xiaodong: remember your goal. Two words: deal
Viii. Learn to ask questions。
What's the point of asking? The role of questions is to tap the potential needs of clients. The client does not call and will inform you immediately what he needs for advertising or service. Based on your advertising ideas, audience, coverage, programming, value for money, hosts, etc., ask clients questions from shallow to deep. During the process of answering a client's questions, the client's attention is directed to your advertising/services, stimulating interest in buying。
Teacher peng xiaodong's point of view: sales is about learning to ask questions, and issues about sales are like breathing life。
Ix. Learning to exercise initiative。
If an advertisement for the sale of a telephone was made in a customer's question, this is certainly not a successful communication record. Advertising telephone salespersons, in addition to answering questions, must learn to exercise initiative, use situational motivation and gradually bring clients into your sales atmosphere. Don't let the other side think it's a "disturbing phone." but at the same time, it is important to be realistic and not to make clients feel like you're using telemarketing techniques and sneaking into the night with the wind and the moisture。
Teacher peng xiaodong's point of view: sales are about taking the initiative, but they must go into the night with the wind, and the lubricants are quiet。
X. Learn to control the timing of calls。
It should not be too short or too long. It would be appropriate to have a few minutes of each call, without a common standard in practice. It depends on your advertiser, that is, on advertising, and on people. But there's one criterion for reference, which is that when you're basically done with your ads/services, the client has no other questions to ask, so basically the call ends. In the course of this conversation, it is important that there be no cold spots, no words. You should finish this call before this happens。
Teacher peng xiaodong's view is that the call should be short to long, especially if the first call is not too long。
Xi. Learn to make appointments with clients。
If this client is interested in your ad, you'll have to make an appointment with the next call or visit before you finish the call. This is a customer-sensitive performance. Not the next time you have time or suddenly think about someone and call him. Everything is client-centred. Time is client-centred
From the point of view of peng xiaodong's mentor: remember that the client's time is our time, and everything is above the client's standards! ... (unfinished, more excellent live speeches by peng xiaodong's mentor, peng xiaodong's author of the best-seller's book: uninformed about marketing, how to be a leader, china's first-seller advertising media training, the global chinese president's top sales coach, founder and master coach of brand competition and cutting leadership; media without borders, founder and general advisor of the sales network, china's magic coach in advertising sales, china's media marketing instructor, who had a single day of three successful advertising contracts, media marketing experience, such as three months of completion of a year-round sales mission; and the current hong kong marketing international holdings group, head of sales dissemination directors)
