How concertar glimpsed by telephone

The 7 basic points in the concertación of interviews

I. Reasons BY WHICH MAKE A COURSE OF CONCERTACIÓN OF VISITS BY TELEPHONE.
Tangible profits  provided by a course of concertación of visits by telephone.


Ii. The THEATRE IN THE CONCERTACIÓN

They explain technical and procedures in that it can practise the learnt, by means of “theatres”.


Iii. Some IDEAS THAT CAN HELP To MOTIVATE YOU And To WORK WITH MAIN EFFECTIVENESS

After consulting with psychologists that work with sportsmen in centres of tall performance and to consult with professionals of the motivation, in this chapter give ideas of how work with motivation and effectiveness.


Iv. PREPARACION Before THE CALLS. The SCRIPT

A lot of calls of telephone fracasan before descolgar the telephone. In this chapter speaks of how has to have prepared the place of the concertador before doing a call.
To write this chapter has consulted with prestigious publicistas that are authentic masters in the editorial of texts “ persuasivos “.


Iv.1 The Script

The profits to elaborate a script, and how can elaborate . How elaborate a script that “ do not sound ” to telemarketing. Although many times it finish improvising, with a script is  simpler to improvise.
 

Iv.2 The Chip of the Client


V. PRESENTACION. ANALISIS Of NEEDS. Objections. Closing
 
 
V.1 Presentation and first sentences: the first 15, 20 seconds
Here it is where a concertador plays that they listen him: or they will hear “him”, or they will hang him the telephone.

V.2 Analyses of needs
It begins when descuelgan the telephone just across the line. It explains a rational form to analyse the needs of the client.

V.3 How treat the objections
It explains the optimum way of rebatir to the client

V.4 Closing

It is the main cause of failure of the concertador, not knowing close. They explain technicians of closing that are checked that work.


I saw. The FILTER OF THE SECRETARY. The MAILING. The WEB PAGE
 

I saw.1 Introduction

I saw.2 How avert the “already will explain it to him I to my “boss/to”

I saw.3 Information written, suitability of his sending. Web
 
 
I saw.3.1 When it recommends send information by writing before having called for the first time to the client

I saw.3.2 When it calls to the client without having sent information written and this requests it

I saw.3.3 The creation of a web page can be a big help
 
 
I saw.4 How concertar the second call, or rellamada
 
 
I saw.4.1 The chip client. I saw.4.2 practical Councils
 
 
I saw.5 How proceed when they say us that it will be the manager the one who will call us to us
 
 
I saw.6. How leave messages in the answering machine

I saw.7 How ask the mobile telephone of the manager


Vii. Councils PRACTICOS
 
 
Vii.1 Characteristics of the listings. Where achieve listings, for example of Companies of New Creation ( interesting since they still do not have fixed providers) Preparation of listings. Several methods of obtaining of listings, some free. How expand listings.

Vii.2 Request of references. A formula checked that works: the request of names of future clients to the clients already facts.

Vii.3 The amazing discovery of the neurons mirror and the importance  that can have these during a telephone call ( and in a face-to-face sale )

Vii.4 Creation of a manual of the product

Vii.5 Dominate the product is essential

Vii.6 How work in a physically comfortable position; and effectively, so that the vendor adapt to his new role of concertador

Vii.7 Words and positive expressions. Words and negative expressions
 
 
There are words and positive expressions that they can help in a concertación. There are words like “problem”, “no”, “agreement”…etc., that can ruin a concertación by telephone

Vii.8 How schedule the calls. Find time to call. Ratios.
To improve it is necessary to split to know where are:  that results are obtaining

Vii.9 Hours tip. Advisable schedules. Rests

Vii.10 Record to the concertador

Vii. 11 Order in which they have to do the calls. Recommendations to avert neglect calls, a grave damage for the companies. (So only knowing his number of telephone, can know that company is the headline of this number )

Vii.12 Utilisation of a fictitious name

Vii.13  Management of the Time. (A lot of commercial achieve more resulted since, without losing the quality of the same,  do more calls )

Vii.14 Four basic councils to the hour to hire to a concertador


Viii. Control

In this chapter round-up all the appearances that it is necessary to take in a call. Telephone smile, personalización, listens active, closing, presentation and first sentences, rellamada, treatment of objections, command of the product, declamación, pauses.


Ix. INFORMATICA

It explains how apply the computer resources to improve the results. It shows how simplify the work of the concertador, and save time in the management of the calls.


X. The PAPER OF THE COORDINATOR

It explains the work of the coordinator, how would be idóneamente his function


Xi. The REUNION WEEKLY Or TWICE-WEEKLY

It speaks of the periodic meetings that idóneamente would have to celebrate


Xii. PILOT test To THE HOME OF THE CONCERTACIÓNES OF A NEW PRODUCT. How NO DESAPROVECHAR “A STUDIO OF POTENTIAL” MARKET WHILE it CALLS

It explains a methodology to be able to initiate a campaign of a new product adapting it to the needs of the client. It explains a methodology to be able to take advantage of the calls that issue to know better the market

Xiii. I talk BY STEPS

Through a talk of a fictitious telephone call, see real examples of how apply many of the indications of the dosier.

Bibliography

It contains a complete bibliography of 75 books to be able to deepen in any one of the appearances that comports the utilisation of the telephone with commercial ends. From books that speak of types of sentences impact but, how others that treat of how improve the form to listen, or how work motivated. They predominate the references of Anglo-Saxon origin.

It can see me in two videos showing my manuals