Telephone sales of health care products are completely different from other general products. The telephone sales of general products only account for a part of the sales process, while the telephone sales of our health care products run through the whole sales process and are completely realized by telephone. Let's share this content.
First, the meaning of telemarketing process and words:
1, telemarketing process: control the process of telephone communication in sequence, guide customers to think according to our intentions, and finally achieve sales. That is, "when to ask, what to ask".
2. Speech: the skills and art of speech. Generally speaking, it is "how to ask and how to answer".
Second, the process of telemarketing:
1, introduce your organization and you;
2. explain the intention of calling;
3. Communicate and capture customer demand information;
4. The benefits that products can bring to customers;
5. Answer questions and eliminate objections;
6. Stimulate desire and capture trading information;
7. Decisive trading;
8. Confirm customer information and say goodbye politely.
Third, telemarketing words:
As an expression form of audio language, telephone not only conveys information, but also an emotion, so we are required to have not only rich knowledge, but also charm and keen sense of smell to convey feelings in order to do this job well.
How to introduce yourself?
Hello! I am a health consultant of XXX, XXX organization. In response to the call of "harmony and health for all", our middle-aged and elderly friends who have contributed to national construction will give away XXXX Health magazine for free. Please tell us your detailed address and postal code, and we will send it to you within two days. Please pay attention. Thank you!
How do you know my phone number?
A, we randomly selected it online.
B, it was introduced by your friend.
3, free gifts, and this kind of good thing?
What is there to doubt? Just tell me the address and wait for the health magazine. You won't lose anything, you will only gain more health knowledge.
4. I can't read and I'm often away from home, so I won't send it?
That's not important. You can ask your family or neighbors to keep it for you. You can ask them to read it to you when you are free. I think the health knowledge inside will be of great help to you and your family.
5. The customer did not receive the magazine:
The mailing speed of printed matter is slower than other items. Let's check the address and see if there is any mistake. Please read it carefully after receiving it. This book is of great guiding significance to a healthy life. If you need help, please contact the home phone number in time.
6. The customer received the magazine:
What articles are you interested in after reading, and what knowledge in magazines is helpful to your health, so as to understand the health status of customers and find the demand points.
7. How to capture demand information: God gave us a mouth and two ears. Listen more and talk less, ask questions appropriately and listen carefully.
A, interested in articles in the special issue;
B, what kind of drugs are being taken;
C.what's wrong with your health?
D, whether to pay attention to health care; ;
E. whether there are obvious changes in the body in the near future;
F, good appetite;
G, rest well;
H, whether the stool is normal;
First, the family's economic situation;
J, whether the children live together.
8. How to recommend products?
According to the customer's statement, judge the customer's current physical problems, analyze the problems, and put forward constructive conditioning plans, so that customers feel that you are an expert and have a sense of trust, thus accepting the products recommended by you. This plan and product can relieve the pain of customers and let them gradually embark on the road of healthy life.
9. How to obtain transaction information:
A. bargaining or asking for a discount;
B, ask if there are any gifts;
C, care about product quality and origin;
D, care about product composition and effect;
E, care about after-sales service.
10, I am in good health now, why should I take health care products?
It is an indisputable fact that with the growth of age, physical function will gradually weaken; As the saying goes: illness comes like a mountain, get rid of it like reeling. Actually, it's only half right It's just that the process of physical function weakening is slow and not easy to detect, which is what we often call sub-health state. When accumulated to a certain extent, large lesions will appear, and it will be troublesome to treat them at that time. Therefore, prevention in advance is both economical and effective, and the body will not suffer. Why not?