The importance of sales skills
For every patient, after years of treatment, there will be some complaints and problems. We use long-distance telephone communication, and finally produce sales, which requires a set of health care products sales skills and words. Through the use of these methods and skills, the purpose of communication can be achieved. In the process of communication, some sales skills and words of health care products are summarized. By using these skills and vocabulary, sales can be improved and goals can be achieved.
selling method
First, fly a kite.
This is a method for patients with slow response, and it is a principle not to give up tracking. Because such patients did not arouse their interest, they were not found in the process of communication. Flying kites is a good way. What is flying a kite? First of all, we should be prepared for long-term follow-up. At the same time, we must master a degree. If we chase it too closely, patients will easily go to extremes and even not accept our treatment, which may lead to losses. If the pursuit is too loose and other manufacturers get involved, it may also be lost. So, this process is like flying a kite. If you pull it too tight, it won't fly high. If the line is put too long, it will slowly be put away. Therefore, patients should be followed up appropriately.
Second, transposition
Transposition has two meanings. First, put yourself in the patient's shoes, consider the problem from the other person's standpoint, put yourself in the patient's shoes, then grasp the patient's psychology and seek effective countermeasures. Only by standing in the other person's position can we feel what patients really need? Only by understanding the needs of patients can we be targeted and grasp the main points. The second is personnel communication, that is to say, in the process of communicating with patients, if patients are found unable to make up their minds to buy, they can rely on the power of experts, because experts have certain authority, so that experts can communicate with patients once to promote patients' trust and make up their minds to treat them.
Three. outside and inside
From the exterior to the interior, we can learn to look at the internal essence from the exterior, learn to analyze problems and find out the internal problems that patients really care about. Ask more why, can't be confused by superficial phenomena, find the real needs of patients and meet their needs, and actually achieve our goal.
Fourth, think about it.
In the process of communication, if patients have resistance and can't go further towards the established goals, they should immediately end those topics that patients are not interested in. But this is not our purpose, to leave some thoughts for patients. For example, you can tell them a small folk prescription. You think of him and give him benefits, and he can't help but accept it! So you can leave a topic for the next communication, so that your contact with patients will not be interrupted.
Verb (abbreviation for verb) wide-range
In this telemarketing process, if you want to achieve higher sales, you must have more target lists. Only when there are more lists will you choose a more effective list. Because of the probability of clinching a deal, you will have more sales opportunities only through a wide range of screening.
Comparison of intransitive verbs
Comparison is an effective way of communication in the sales process. There are two main aspects. First, in comparison with competitors, we should be good at discovering our own advantages, not attacking our opponents, but only talking about our own characteristics. What others don't have, we must first gain a competitive advantage. The second is to involve patients and compare themselves with themselves. The difference between his condition five years ago and his condition today (after treatment, many of them have not changed) shows the result of not choosing the right treatment method five years ago.
Seven. substitution method
One is to use personal letters from experts instead of telephone communication. This method is mainly aimed at patients who write letters, and the response is dull after communication. A personal letter from an expert can enhance trust. The second is for the sake of patients, because some patients always make up their minds. At this time, the salesperson should seize the opportunity to help him make up his mind and promote the purchase.