15 giây để chinh phục khách hàng qua điện thoại - DG news
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15 giây để chinh phục khách hàng qua điện thoại

Bạn không bao giờ hoàn toàn sẵn sàng 100% để tiếp xúc với khách hàng mới; không bao giờ bạn tìm ra được thời khắc hoàn hảo. Thay vì lo sợ hay cố gắng trì hoãn bằng mọi lý do, hãy áp dụng 4 quy tắc sau đây khi gọi điện cho khách hàng. Chỉ cần 15 giây, bạn sẽ tạo được ấn tượng tốt đẹp kể cả với những người lạnh lùng và khó tính nhất.

 

1.  Tìm một điểm chung

Niềm tin là điều đầu tiên bạn cần phải xác lập trong bất cứ giao tiếp nào, và dĩ nhiên, không ai mua hàng của bạn trừ phi bạn tạo dựng được niềm tin. Nếu cả hai có một người quen hay một người bạn chung thì tự nhiên bạn không còn là một người vô danh đang cố níu kéo một chút thời gian quý giá của người khác.

Nhiệm vụ của bạn là vận dụng các mối quan hệ bạn bè, gia đình, khách hàng, hàng xóm, bạn học, người quen, đồng nghiệp, thành viên trong các hội đoàn để tìm ra con đường tiếp cận người chúng ta cần tiếp cận.

Khi bạn nhắc tới tên một người mà cả hai cùng quen biết, thì có nghĩa là đối phương ở đầu dây bên kia có nghĩa vụ không chỉ với bạn mà còn phải để ý đến người bạn hay đồng nghiệp mà bạn vừa nhắc đến.

Người ta thường hay dùng cụm từ “cách nhau sáu bước” để ám chỉ rằng chúng ta quen biết hầu hết mọi người trên thế giới. Ngày nay, chúng ta thật sự chỉ cách nhau một hay hai cú click chuột.

Chỉ cần gõ tên người cần tìm vào Google là bạn có thể biết được người đó đi học ở trường nào, sở thích là gì, tham gia các hội đoàn nào. Những chi tiết này sẽ giúp bạn đoán được ít nhiều về cuộc sống của người đó và tìm ra một điểm chung nào đó giữa họ và bạn

2.  Nêu lợi ích

Tìm ra một điểm chung (người quen hay công ty) chỉ mới là điểm bắt đầu. Bạn chỉ mới đặt được một chân vào trong nhà. Một khi bạn đã đảm bảo người kia sẽ lắng nghe bạn một cách chăm chú trong khoảng 30 giây, bạn cần phải chuẩn bị để đưa ra một lời đề nghị có giá trị.

Bạn có rất ít thời gian để thuyết phục người kia đừng dập điện thoại ngay lập tức. Hãy nhớ là phải đưa ra một đề nghị gì đó có lợi cho họ. Bạn có thể làm gì cho họ?

Trong khi tìm kiếm điểm chung, hãy tìm hiểu thêm về công ty hay ngành kinh doanh mà họ đang hoạt động. Bán hàng, nói ngắn gọn, là giải quyết vấn đề của người khác. Và bạn chỉ có thể làm được khi bạn biết người ta đang gặp vấn đề gì.

3. Nói ít, hiểu nhiều. Ngắn gọn, nhanh chóng và trực tiếp

Thay vì kết thúc cuộc điện thoại bằng câu nói: “Chúng ta nên gặp nhau vào lúc nào đó”, hãy kết thúc bằng một câu tương tự như: “Tôi sẽ đến khu vực của anh trong tuần tới. Chúng ta đi ăn trưa vào thứ ba nhé? Tôi biết cuộc gặp gỡ này sẽ rất quan trọng cho cả hai chúng ta, vì vậy tôi sẽ cố gắng tối đa để sắp xếp thời gian”.

Bạn phải đưa ra được những thông tin cho thấy lời đề nghị của bạn quan trọng, tác động đến quyết định của đối phương muốn được gặp mặt bạn. Tuy nhiên, không nên nói quá nhiều. Nếu bạn sa đà vào việc kể lể dông dài mà không quan tâm tới suy nghĩ của đối phương, họ có thể tạo một bức màn ngăn cách ngay lập tức.

Bạn nên nhớ rằng, trong hầu hết các tình huống, thì mục tiêu duy nhất của cuộc điện dàm là lấy được cái hẹn để bạn có thể trình bày về đề nghị của mình một cách chi tiết hơn, chứ không phải là để bán được hàng.

Các vụ làm ăn buôn bán cũng giống như xây dựng tình bạn, chỉ thực hiện được khi gặp mặt trực tiếp và trao đổi với nhau. Hãy dành một ít thời gian trong cuộc điện đàm này để đảm bảo chắc chắn rằng cuộc hẹn lần sau là trong văn phòng của họ, hay tốt hơn là một buổi ăn tối thư thả với rượu ngon và thức ăn hợp khẩu vị.

4.  Sẵn sàng nhượng bộ

Trong bất cứ cuộc thương lượng thông thường nào, bạn cũng nên tỏ ra quan trọng ngay lúc đầu, tạo điều kiện để nhượng bộ và có thể đi đến kết quả làm hài lòng đôi bên.

Robert B. Cialdini, trong quyển sách The Psychology of Persuation cho thấy nhượng bộ là một động lực rất lớn trong mối quan hệ loài người. Vì vậy, hãy nhớ là cố gắng đưa ra một điều thật to tát – nó sẽ giúp bạn đạt được điều bạn thật sự mong muốn.

Nguồn: hoclamgiau.vn

 

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