As sales people, as long as customers don't refuse to talk to us, we have to use some pre-thought questions or questions to dig out each other's relevant needs, so as to achieve the result of successful signing.
the first step, how to tap the demand: when we get some customer information with potential intentions, we should ask boldly and don't be afraid of being rejected; Secondly, it is necessary to prepare the purpose and goal of this screening, and what kind of intended customers are screened out; Finally, prepare the time and status and make a phone call.
Although the business of studying abroad is greatly affected now, you will find that there are still many interested customers by calling, so you can dig deeper into the demand. The colleague sitting opposite asked me to share my experience, but I really couldn't say anything at that time; Just take this opportunity to sum up.
1. Get a positive/positive response from the other party first: Are you XXX? If the previous information is correct, it will reply, yes * the first positive answer;
2. Continue to get the second positive/positive response: Have you ever known about studying abroad/have the idea of # # #? The other party will reply yes, or say: it seems so; In or, it's been a while * the second positive answer;
Ps: At this point, most customers have entered the state, entered your rhythm, and started to follow the rhythm. At this point, the initiative has been transferred to your hands, so continue to collect the information you want to know!
3. Are you still making relevant preparations? Or: Are you still preparing for the epidemic or the international situation? The other party will often respond as follows: 1. No, I am preparing for the * * * * "Pass" in China/2. I am still waiting to see "What can I talk about, what can I worry about, and go into this topic" /3. Do you have any judgment on this situation? There is a high probability that I want to go abroad, but my judgment is not accurate, and I haven't communicated with several institutions. Of course, there are many bored people who are purely curious, so I need to judge for myself.
ps: When you enter this session, you can talk about your major and learn more about the students' personal information about studying abroad, so as to judge whether they are potential customers.
3 questions, 2 minutes. Be sure to get the information you need. Remember that our time is precious!
Lucky
Wish me luck.