Learn some wonderful questioning techniques, mind reading techniques, and psychological control tech

Chapter 58 Part [-]
Previous: Questioning skills: how to speak so that others will listen, how to listen so that others will speak
Chapter 11Interview Scene 11: Interview Marketing: The Sales Code Hidden in the Speaking Skills

Section [-] Straight to the point: Removing minutiae

Mini scene house:
Telemarketing and day-to-day merchandising.

Question story session:
Xiao Li is a salesman of a company. He wants to sell the company's new products to the client, Manager Li. Two different ways of dialogue resulted in two different results.

Xiao Li: "Excuse me, excuse me, is this Manager Sun?"

Manager Sun: "Yes, what's the matter?"

Xiao Li: "That's right, Manager Sun, I'm really sorry to bother you. I'm Xiao Li from ×× travel company. I would like to ask if you have used ×× travel discount to stay in a hotel before?"

Manager Sun: "What card? What's the matter? Hurry up, I still have things to do."

Xiao Li: "I'm very sorry, Manager Sun, our travel discount card is convenient for you to enjoy discounts when flying and staying in hotels across the country."

Manager Sun: "We don't need it."

Xiao Li: "It's okay, thank you, sorry to bother you, goodbye!"

Xiao Li put down the phone and couldn't figure out why Manager Sun treated him like this. Is it because of him, or is the other party really busy?He was not reconciled and decided to change the method. The next day, the result did change.

Xiao Li: "Hello, is this Manager Sun?"

Manager Sun: "Yes, what's the matter?"

Xiao Li: "Hello, Manager Sun, I am Xiao Li from ×× travel company. The main reason for calling you today is to thank you for your support to our company all the time. Thank you!"

Manager Sun: "Very good, it's nothing."

Xiao Li: "In order to thank the old customers for their support to our company, our company has specially launched a special discount card, which allows you to have the opportunity to enjoy preferential discounts whether you stay in a hotel or fly in your future travel. Believe in this The card will definitely bring convenience and more benefits to your travel, can you consider it?"

Manager Sun: "Okay, I can think about it."

Wonderful question:

In telemarketing, success or failure is sometimes just 30 seconds before the other party answers the phone.

In this kind of communication, the last thing the customer wants to encounter is that the other party says something that has nothing to do with him. Once he feels that his time has been wasted, he will not continue to listen to the phone.Therefore, when selling by phone, get into the subject in the shortest possible time, so that the person who answers the phone can understand your intention.

In the first conversation, the reason why Xiao Li was rejected was that he was verbose and asked some irrelevant things: "Did you use our company's discount card?" Such a question will make the other party feel: Since You don't know if I use your discount card, why are you calling me?Why don't you investigate and call again?After talking for a long time, the manager didn't understand what Xiao Li wanted to express, so it was reasonable to hang up the phone.

In the second conversation, Xiao Li changed the way of conversation. After he reported his family background in the shortest time, he shifted the focus of the conversation to the benefits brought by the company's discount card to the other party. After speaking, he asked: " Do you think it can be considered?" Instead of saying: "Do you know that our corporate card has a discount function?"

Under normal circumstances, the customer does not know much about the product in the hands of the salesman, and he only knows when the salesman tells him.Faced with this situation, if you throw similar questions to the customer, he will feel very bored and ask this question: Since you know what the product has, can you tell me directly?Why are you asking me, wasting my time?
Therefore, in telemarketing and usual actual sales, it is necessary to explain the functions of the product and the benefits it brings to customers in the shortest possible time. of favor.

(End of this chapter)