Phone is now an indispensable business tool, but in the company "phone filter" the phenomenon of more and more common. The aides have been training, know how to tactfully limit access to the boss's office. Fortunately, these obstacles are not insurmountable. This article will introduce you to bypass the obstacles of five skills.
"He's in a meeting in the evening called! Leave your phone number, he will call you back." Secretary Miss hung up, the conversation was concluded. Others again, you cut off direct dialogue channels with the boss. This is your last few days, tried every means to want to talk to potential customers, he is likely to bring you a good contract, but obviously be in the way of his assistant. One business told us that 40% of the situation was like that. We know that the Secretary merely following orders. Many of the young salesman was too easy credulity of these assistants is an excuse to spend a lot of time constantly call but never find people who are looking for. An experienced sales staff is know with other techniques to increase the phone with potential customers possible.
"In the U.S., we have 1 / 4 of the opportunity to target candidates with the power, while in Asia, only 1 / 30 the opportunity to major cities in China, but no chance." Mercuri consulting company in Hong Kong said Mr. Huppe. Why such a huge difference? Because in the United States, people believe that a good business 1 / 3 of the opportunities brought by strangers, while in China, the need to recognize the point is: Seller meet here, see, "with the customer," or even just to obtain information on the company are considered to be in the way of trouble who, with the United States and Europe, the concept is entirely different. Therefore, the secretaries wanted to get rid of them as soon as possible. In order to directly target candidate phone salesman who should be able to apply their skills. How to apply and when to use what skills to achieve their goals.
One technique: a good relationship with assistant
This is your preferred strategy. Barriers that aides, they are targets of the right-hand man, is likely to help you lift the difficulties. Must improve relations with them and patiently explain your intentions and you want to meet or talk with the boss the reason.
A, on the phone to keep smile
"Even if the phone can feel your smile, all the telephone marketers will tell you: the phone must always maintain a friendly, warm and real meaning, because it conducive to the development of your conversation." Shanghai consultant Lawrence case of MRI said.
B, asked him to help you
Ask your assistant call the purpose of a part of daily work. Therefore, should never have said: "This is a private number" or "I want to talk to him directly." Would rather say: "You can definitely help me arrange the best time with his power now!" The reason everyone knows: The people who ask for help always feel pride.
C, to create a good relationship
In a telephone conversation to express the products you sell the company is very useful to convince and arouse interest, while the other can exploit a victory for you and your boss asked her to talk or meet. This is to create a good rapport, the best way, according to Singapore SOS Phoning the company's training manager, said the lead each other laugh, but to be taken to avoid too many compliments, so as to avoid giving the impression that there is no sincerity.
D, to be persuasive
Obstacles more difficult than, the more instructions Assistant is responsible for sharing a part owner of the work, he not only responsible for "filtering" telephone information, and will be for the owner to select the most useful suggestions. "My secretary will record all telephone sales are" a company president, said, "to the time of the meeting, she can tell me that we can return the call to which suppliers and their product is worth considering, you can also take the opportunity to see He recommended to us to see the physical. I am always confident in her judgments. "
E, opposites attract
Listen to the words of one of the opposite sex is always easier. Especially your voice enough to attract it, opposites attract naturally work. "If barriers to women and you are, then help to find your male colleagues, and vice versa.
Skills II: know how to handle each other's opposition
Even if your effort has been made, aides firmly rejected, then you should find the appropriate arguments to refute her. Do not blindly believe that the set of her: When she says, "leave your phone number, stay a while we return," or "manager in the meeting, I do not know when the end of" Do not believe! These lies are sales are the most effective barrier. Should not call again, but should ask her the right time, when they could find managers. If you feel that her answer was a lie, please do not leave your name, late call back. If the boss did not have time, she said: If the secretary said: "The boss did not have time" or "He's meeting", it should be answered immediately: "When called to find him?" "Let us set a meeting time, and then re-confirmed late The boss does not agree, you can cancel. "She wants you to send a fax in the past, it is recommended that you take the E-mail form. "Send E-mail, then be able to tell the boss's e-mail, it is sometimes very useful, because he can not by" filtering "to directly receive the information, as long as he was interested in, then you can immediately return phone calls. So you are in the re- can call the assistant said to him, the boss at the E-mail, said the phone directly with him. "Shanghai MRI personnel consultants Lawrence said.
Pamphlets you sent! Do not promise too fast. When she said, "Send for your catalog, come on!" You did not answer or ask the person into the company's own description. You can also send the call once again identify the talks. If she asks you what to send, then it should be firmly rejected. If you do not know the name of the person in charge: suffice it to say you want to know the name of the person in charge, because he is likely interested in your product so that you can send him information. First, know his name, and second, you can call later, with talks set time. No budget, purchase plans on hold, and write down the date, if the other side, we purchase plan has been shelved, or this year's budget has been exhausted. Then you must know when to produce a new budget, and then write down the date, time again to call, even after 3-6 months, so you have better than your competitor's strategic message: that When will the company most interested in your product?
Other customers need to understand: when the other said: "I do not need", you said: "I know this, but in this context, what products you interested in?" So try to obtain more useful information. "Potential customers do not want you to recommend a printer? Should think of ways to know: how many files they copy every day, so you can estimate what type of product will only meet their needs," Heinz says. Not interested? Tell us why: If the other side A: "Our manager is not interested in your product." Thanked her for her to give you this information, try to question the details, he has said he does not like the product why? And said, that your new information (new products, price lists, new services, etc.). So even the worst result, there is no progress, you can quickly get another chance to be taken into account. Do not hesitate to say the price: whether to tell the Secretary of product prices? Hong Kong Mercuri's Huppe said: the phone can, but do not write in the fax. If she thinks the price could be, it will tell the boss he will call back, but if you send the fax list, then there will be less opportunity to directly talk with the boss, because he has mastered all the useful information. The phone to provide the best price, and then together with the services provided to explain the details of the price. Your strategy is to further the Secretary before the boss said, the benefits of your product.
Skills III: Miss Xiang Mishu pressure
If you have the request made by the Secretary (fax or send a brochure to him), then you can talk to her pressure to get the chance. "When I was sent off in the booklet I will be mutually agreed date, hour call." Said to her: I have your request sent by a pamphlet, let me talk to you right. 50% chance to cross the barrier. If the Secretary still refused and said to him, you want to fax to the boss, let him confirm that he really did not want information about your products. Finally you can also say: "As you refuse, your company is likely to spend more money to buy a quality not as good as I promote the products."
The fourth technique: The trick of experts
All tips are likely invalid, if you meet the secretary to act like a dinosaur. In this case, the unnecessary waste of energy, with a "shock brigade" approach it. Another time: Some time is particularly suitable for direct contact to the person you are looking for: When the secretary is not, then you have a great opportunity to link to the manager himself. 7:30 to 8:30 in the morning during the luck it, Saturday morning also.鐩存帴涓庢?缁忕悊鑱旂郴锛氱湡鐨勬湁闂鏃讹紝涔熷彲鐩存帴鑷寸數鎬荤粡鐞嗙殑绉樹功澶勭悊锛岃繖鏍蜂細閬囧埌杈冨皯鐨勯樆纰嶏紝浣嗛?甯歌澶氶攢鍞憳閮戒笉鏁㈠皾璇曘?褰撶劧锛屼綘涓嶅彲鑳藉悓鎬荤粡鐞嗛?璇濓紝浣嗗綋瀵规柟鍛婅瘔浣犳墦鐢佃瘽鍘诲瓙鍏徃浜嗚В鏃讹紝浣犲氨鍙互鏈夋満浼氳鍑鸿鎺ㄨ崘鐨勮瘽锛氭?缁忕悊鐨勫姪鎵嬫潕灏忓鍛婅瘔鎴戜綘鍏徃鐨勭數璇濓紝璁╂垜鐩存帴涓庝綘鑱旂郴銆傚?浣犳煇澶у鎴风殑鍚嶅０鏉ヤ粙缁嶈嚜宸憋細鎵惧埌浣犱笌瀵规柟鍏徃鐨勫叡鍚屽鎴锋垨渚涘簲鍟嗭紝浠ュ叾鍚嶄箟鑷寸數锛屽姝ゅ彲鑳戒細寮曡捣瀵规柟鐨勯噸瑙嗭紝鑰屼笖鍙互缁欏鏂圭暀涓嬩笌鍏朵粬閿?敭鍛樹笉鍚岀殑鍗拌薄銆?br />
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