掛掉電話前取得約會拜訪的同意

每個銷售員都知道你必須自己做銷售結案，因為潛在客戶是不會為你做的。但你可能沒有意識到，關閉你電話拜訪同樣重要。在一個電話拜訪的情况下，你要做的事在掛掉電話前，雖然不是做銷售結案，而是取得潛在客戶同意你的約會拜訪請求，但同樣的原則一樣適用。

不要試圖立刻做銷售結案

不要在你打電話的時候試圖立即做銷售結案。

這行不通。沒有辦法完全確定潛在客戶，收集有關他的需求的資訊，就可以在一個簡短的電話中提出解決方案。這條規則唯一的例外是當你打電話給一個已經決定購買但尚未採取行動的潛在客戶時。在這種情況下，他可能會邀請你延長電話會談時間，這樣你就可以在一個電話中完成整個銷售週期。然而，這種情況是罕見的，屬於一個橫財銷售的範疇。

在絕大多數的電話拜訪中，你的目標是得到潛在客戶同意與你預約會面的機會。這個約會可能是面對面的，也可能是另一個更長的電話，甚至是網絡視頻會議。在你最初的電話拜訪中，如果你能夠過濾篩選出你的潛在客戶符合你的理想客戶資格，即使他們不會一開始就購買，也能夠.可以减少浪費你的時間（他們的）的機會。

如果你想讓你的潛在客戶在約會拜訪時達成一致，你在整個電話會議上的任務將告訴他未來的會議會以某種作法對他有益。潛在客戶不關心你的銷售金額和你的佣金所得，他們想瞭解可以得到哪些利益。你通常只需要幾分鐘的電話就可以展示給他們看。

所以在電話中要把握每個機會爭取你可以展示他想要獲得利益的機會。

有個好的開場白

結束電話拜訪的第一步是讓潛在客戶保持足够長的電話時間。為此，你的開場白也許是整個電話中最重要的部分。如果你能製作和提供一個很好的開場白，你會吸引你的潛在客戶，並讓他聽你。如果你不馬上讓他感興趣的話，很可能他會找藉口，一旦他意識到你是一個銷售員就會掛斷電話。

問問題

一旦你開始了一個偉大的開端，並激發了你的潛在客戶感興趣，下一步是得到他的許可，提出幾個問題。你可以很容易地把它說成是一種對潛在客戶的好處，比如說：“在我佔用你更多的時間之前，我想確定我的產品適合你。我可以問幾個簡單的問題嗎？”現在你得到了節省時間的好處，所以他更有可能同意。

如何總結？

如果潛在客戶似乎是合格的，在這一點上，你可以開始結束電話拜訪了。再次，重要的是把你即將到來的約會拜訪作為一件有價值的事情。

你可以通過提供免費贈品、免費試用、禮物或服務來公開地做到這一點。如果這不是一個選擇，你需要讓他嘗嘗你的產品帶給他的好處。然而，如果你在電話拜訪中就不斷地談論你的產品，他會失去興趣。這個想法是給他足够的資訊來誘使他，所以他實際上想在你即將到來的約會拜訪上聽到更多的資訊。

Get an appointment before you hang up

Every salesperson knows you have to close the sales case yourself, because potential customers won't do it for you. But you may not realize that shutting down your phone calls is just as important. In the case of a telephone call, what you need to do before you hang up is not to close the sales case, but to get the consent of potential customers to your request for an appointment visit, but the same principle applies.

Don't try to close the sales case immediately

Don't try to close sales immediately when you call.

It won't work. There is no way to fully identify potential customers, collect information about their needs, and propose solutions in a short phone call. The only exception to this rule is when you call a potential customer who has decided to buy but has not yet taken action. In this case, he may invite you to extend the telephone conversation so that you can complete the entire sales cycle in one phone call. However, this situation is rare and belongs to the category of windfall sales.

In the vast majority of telephone visits, your goal is to get potential customers to agree to make an appointment with you. The appointment could be face-to-face, another longer phone call, or even an online video conference. In your initial phone calls, if you can filter out potential customers that meet your ideal customer qualifications, even if they don't buy from the beginning, you can reduce the chance of wasting your time.

If you want your prospective client to agree on a date visit, your task throughout the conference call will tell him that future meetings will benefit him in some way. Potential customers don't care about the amount of sales and commission you get. They want to know what benefits they can get. You can usually show them on the phone in just a few minutes.

So take every opportunity on the phone to show you what he wants to gain.

Have a good opening remark

The first step in ending a call is to keep potential customers on the phone long enough. For this reason, your opening remarks may be the most important part of the whole phone call. If you can make and provide a good opening statement, you will attract your potential customers and let them listen to you. If you don't interest him right away, he'll probably find an excuse. Once he realizes you're a salesman, he'll hang up.

Asking questions

Once you have made a great start and stimulated the interest of your potential customers, the next step is to get his permission to ask a few questions. You can easily describe it as a benefit to potential customers, such as, "Before I take up more of your time, I want to make sure that my product is right for you. May I ask a few simple questions? Now that you have the benefit of saving time, he is more likely to agree.

How to summarize?

If potential customers seem to be qualified, at this point, you can start closing the phone call. Thirdly, it's important to make your upcoming date visit a valuable thing.

You can do this publicly by offering free gifts, free trials, gifts or services. If this is not an option, you need to let him taste the benefits of your product. However, if you keep talking about your product on the phone, he will lose interest. The idea is to give him enough information to entice him, so he actually wants to hear more about your upcoming date visit.