The ability to sell successfully is directly related to the quality of your customers. Therefore, a more critical step in sales is to accurately find the person who needs your product or service. However, not every business can clearly tell its sales staff how to develop customers and find people who need their products and services.
The following 10 “Sales of Marketing†are the rules for successful sales and development of customers. Practice has proved that they are effective.
First, arrange one hour a day.
Selling, like any other thing, requires discipline. Sales can always be postponed, and you are always waiting for a more favorable day for the environment. In fact, the timing of sales will never be more appropriate.
Second, call as much as possible.
Never look for time to accurately define your target market before looking for customers. In this way, the people who communicate with them on the phone will be the ones in the market who are more likely to be your customers. If you only call someone who is more likely to be a customer, then you are contacting a prospective room that is more likely to purchase a large amount of your product or service. Call as many times as possible during this hour. Since every call is of high quality, it is better to play more than one.
Third, the phone should be short.
The goal of making a sales call is to get an appointment. You can't sell a complex product or service on the phone, and of course you don't want to bargain on the phone.
Phone sales should last about 3 minutes, and you should focus on introducing yourself, your product, and probably understanding the needs of the other person so that you can give a good reason for the other person to spend precious time talking to you. More important, don't forget to agree to meet with the other party.
4. Prepare a list before calling.
If you don't prepare the list in advance, most of your sales time will have to be used to find the name you need. You will always be busy, always feeling that your work is working hard, but you have not made a few calls. Therefore, you should always have a list of people who can use it for one month at hand.
Fifth, focus on work.
Do not answer the phone or receive guests during the sales time. Make full use of the marketing experience curve. Just like any repetitive work, the more times you repeat the work in adjacent time segments, the more you become.
Marketing is no exception. Your second call will be better than the previous one, the third will be better than the second, and so on. In sports, we call it "gradually better." You will find that your sales skills don't actually improve as sales time increases.
6. If the traditional sales period does not work, it is necessary to avoid the peak hours of the phone for sales.
Typically, people call sales calls between 9 am and 5 pm. So, you can free up an hour a day to sell at this time.
If this traditional sales period does not work for you, you should change the sales time to non-phone peak hours or increase sales time during off-peak hours. You are better placed to sell between 8:00-9:00 am, 12:00-13:00 and 17:00-18:30.
Seven, change the call time.
We all have a habitual behavior, and your customers are the same. It is very likely that you will attend the meeting at 10 o'clock every Monday. If you can't connect to them at this time, you will learn from it and call him at other times of the day or on another day. You will get unexpected results.
8. The customer's information must be neat and organized. Use a computerized system.
The customer management system you choose should be able to keep track of the customers your company needs to follow, whether it is followed up after three years, or follow up tomorrow.
9. Before you start, you must anticipate the results.
This advice is very effective in finding customers and business development. Your goal is to get a chance to meet, so your wording on the phone should be designed around this goal.
Ten, do not stop.
Perseverance is one of the important factors in sales success. Most of the sales were made after the fifth phone conversation. However, most salespeople stopped after the previous call.
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