Bagaimana cara memulai percakapan dengan customer baru? Pastikan menjalankan 3 tips berikut..!!
Summary
TLDRThe video script discusses strategies for initiating conversations with new customers, especially in sales. It emphasizes three key points: not trying to sell immediately, qualifying customers to ensure they are a good fit for the product or service, and being different from the common sales approach. The speaker shares examples of how to open a conversation without selling, such as asking about the customer's needs or challenges, and how to qualify them by understanding if they can benefit from the offering. The goal is to build a connection and provide value, rather than just making a sale.
Takeaways
- 😀 Start conversations with new customers by not immediately trying to sell them something.
- 🔍 Always remember that customers generally do not like to be sold to, so avoid pushing sales in the initial stages of the conversation.
- 📞 When beginning a conversation, whether by phone, online, or in person, the first step should be to qualify the customer rather than sell to them.
- 🤝 Qualifying a customer means ensuring they are a good fit for your product or service and that they can benefit from it.
- 🚫 Avoid the common mistake of using sales pitches like 'I want to offer' or 'Do you need' right away, as this can cause customers to shut down.
- 💡 Be different from the typical sales approach to stand out and get a different response from customers.
- 📝 Learn what common salespeople do wrong, such as making sales pitches too early in the call without qualifying the customer first.
- 🌟 Use open-ended questions and show genuine interest in the customer's situation to build rapport and understand their needs.
- 📉 Recognize that customers may be looking for cheaper options due to market competition, and address this in your conversation.
- 🛑 Wait for the customer's response after presenting a problem or need that your product or service can solve, rather than immediately pushing for a sale.
- ✅ Focus on solving the customer's problems rather than making a sale, which will naturally lead to a more positive interaction and potentially a sale.
Q & A
What is the main challenge faced by the team member in the script when approaching new customers?
-The main challenge faced by the team member is the inability to successfully open a conversation with new customers, often resulting in rejection at the initial stages of the interaction.
What are the three key things to remember when starting a conversation with a new customer according to the script?
-The three key things to remember are: 1) Customers never like to be sold to, so avoid trying to sell at the beginning. 2) The early stages of the conversation should be about qualifying the customer, not selling to them. 3) Be different from the common sales tactics that customers usually encounter.
What is the difference between qualifying and selling in the context of customer interaction as mentioned in the script?
-Qualifying means ensuring whether the customer is a good fit for the products or services being offered and if they can benefit from them. Selling, on the other hand, is directly offering or promoting the products or services.
Why is it important to be different from common sales tactics when interacting with customers?
-Being different from common sales tactics is important because it helps in breaking down the barriers that customers often put up against salespeople. It allows for a more genuine interaction and increases the likelihood of a positive response.
What is the common mistake made by salespeople when they call a customer, as highlighted in the script?
-The common mistake is starting the conversation with a sales pitch, using phrases like 'I want to offer' or 'Do you need', which can immediately trigger a defensive response in the customer, leading them to shut down the conversation.
How does the script suggest salespeople should approach a call to a customer instead of directly selling?
-The script suggests starting the call by clarifying problems or needs the customer might have, rather than directly selling. For example, the script provides an example of a call opening with 'I work with customers to help them save costs or improve product quality, but not all customers fit with what I convey.'
What is the purpose of the second step in the conversation mentioned in the script?
-The purpose of the second step is to qualify the customer further by understanding if they are facing issues that can be resolved with the products or services offered. This step helps in determining if it's worth proceeding with the sales pitch.
Why is it futile to continue the sales process if the customer does not have a problem that can be solved by the product or service?
-It is futile to continue the sales process if the customer does not have a solvable problem because it would only waste time and resources, as the customer will not see the value in the product or service being offered.
How does the script suggest salespeople should handle the situation when they realize a customer is not a good fit for their offerings?
-The script suggests that if a salesperson realizes a customer is not a good fit, they should not proceed with the sales pitch and instead move on to other prospects, as continuing would be a waste of time.
What is the final advice given in the script regarding how to apply the three key points of not selling, qualifying the customer, and being different?
-The final advice is to click on a word or sentence that encapsulates the essence of the three key points, ensuring that the approach to customer interaction is not about selling immediately, but about qualifying the customer and being different from the usual sales tactics.
Outlines
🗣️ Effective Communication with New Customers
The paragraph discusses the challenge of initiating conversations with new customers, particularly in sales. It highlights the importance of not immediately trying to sell to the customer but rather focusing on understanding their needs. The speaker emphasizes the need to qualify the customer early in the conversation to determine if they are a good fit for the product or service being offered. The paragraph also touches on the common mistakes made by salespeople, such as rushing to sell without first establishing a connection or understanding the customer's needs. The speaker suggests that by avoiding these mistakes and focusing on building a relationship, salespeople can achieve better results.
🔍 Identifying and Addressing Customer Needs
This paragraph continues the discussion on sales techniques by focusing on the importance of identifying and addressing customer needs. The speaker provides an example of a sales call where they do not immediately try to sell but instead ask questions to understand the customer's situation. The speaker emphasizes the need to qualify the customer by ensuring that they have a problem that can be solved by the product or service being offered. The paragraph also discusses the importance of differentiating oneself from other salespeople by not being pushy and instead focusing on solving the customer's problems. The speaker concludes by suggesting that by following these strategies, salespeople can improve their effectiveness and build stronger relationships with customers.
Mindmap
Keywords
💡Opening a conversation
💡Qualifying the customer
💡Being different
💡Don't sell in the beginning
💡Telemarketing mistakes
💡Customer resistance
💡Engaging the customer
💡Problem-solving
💡Typical sales script
💡Tailoring the approach
Highlights
The importance of not trying to sell immediately when starting a conversation with a new customer.
The necessity to remember that customers generally do not like to be sold to, especially at the beginning of the interaction.
The concept of qualifying customers at the initial stage of conversation to ensure they are a good fit for the products or services offered.
The difference between qualifying and selling, with the former focusing on determining if the customer can benefit from the product or service.
The advice against making sales pitches early in the conversation, which can lead to customers building walls and trying to escape the interaction.
The strategy of being different from the common sales approach to get a different response from customers.
The common mistakes made by salespeople, such as selling too early and not qualifying the customer's needs or interests.
The example of a bad sales call script that immediately tries to sell, which often leads to customer resistance.
The correct approach to opening a sales conversation by not selling but clarifying and qualifying the customer's needs.
The example of a good opening statement that focuses on understanding the customer's situation rather than making a sales pitch.
The importance of waiting for the customer's response to gauge their interest and willingness to continue the conversation.
The strategy of not wasting time on customers who do not have a problem that can be solved by the product or service offered.
The example of a sales call that correctly applies the principles of not selling early, qualifying the customer, and being different.
The advice on how to click on a word or sentence to apply the three principles of not selling, qualifying the customer, and being different.
The speaker's name, Rossi, and the approach used to engage with customers by focusing on solving their problems rather than selling.
The importance of understanding market trends, such as customers asking for cheaper products, to qualify if the customer is a good fit for the offerings.
The example of a sales call that demonstrates the correct approach by not selling immediately and focusing on qualifying the customer's needs.
The final advice on how to improve sales techniques by avoiding common mistakes and focusing on solving customer problems.
Transcripts
Hai bagaimana cara membuka pembicaraan
terutama dengan customer yang baru
pertama kali kita temui atau perfect
pertanyaan ini muncul pada saya dari
salah seorang Tim saya yang sedang
belajar untuk menjadi chef ya Ia memang
belum pernah menjadi seandainya tidak
punya pengalaman sama sekali tapi dia
mempunyai tekad yang besar dia pun
mencoba menghampiri Kasemen mencoba
menggoda Prima castomer tapi selalu
mengalami kegagalan di tahap-tahap awal
ketika dia membuka mencerahkan sehingga
akhirnya dia pun datang pada saya dan
bertanya Pak Bagaimana sih cara membuka
bicara yang tepat supaya tidak selalu di
tolak oleh kesembuhan ada tiga hal yang
wajib kita ingat untuk memulai
pembicaraan dengan customer terutama
untuk mereka yang baru pertama kali kita
prospek hal yang pertama adalah kita
harus ingat customer itu tidak pernah
suka untuk dijual Ih jadi hal yang harus
kita lakukan adalah jangan berusaha
menjual dikasih nomor apalagi
tahap-tahap awal ketika kita baru
membuka membicarakan hal yang kedua
adalah tahap awal pembukaan pembicaraan
baik itu via telepon atau via online
ataupun ketemu langsung dengan customer
adalah mengkualifikasi mereka bukan
menjual mereka Apa perbedaannya
mengkualifikasi berarti kita ingin
memastikan Apakah customer tersebut
cocok untuk menjadi customer kita dan
sebaliknya apakah sikap sumber bisa
mendapatkan benefit dari produk atau
jasa yang kita jual ketika hal ini tidak
bisa Club bisa menyatu maka percuma kita
melakukan cara penjualan apapun saya
pada bangunan kita mereka tidak akan
bertransaksi dengan kita jika yang
bernama Nadia dengan jangan berjualan di
awal dan yang kedua adalah
mengkualifikasikan Semar maka yang
ketiga adalah jadilah berbeda ketika
kita menjadi sama seperti parasit yang
umum penugasan mereka memperlakukan kita
dengan cara yang sama pula mereka
YouTube diri memasang tembok dan
berusaha kabur sifatnya maka kita wajib
untuk menjadi berbeda supaya kita juga
mendapatkan Respon yang berbeda dari
teman Anda seperti apa cara untuk yang
berbeda tadi sebelumnya kita harus tahu
apa sih yang biasanya dilakukan oleh
para self yang umum ini nah sebut saja
sekarang kita melakukan untuk telepon
apa yang sering dilakukan oleh para set
ketika menelepon kurang lebih seperti
ini Halo dengan bapak X saya titik-titik
dari PT titik-titik ingin menawarkan
blablablabla alternatif kedua Halo
dengan bapak X saya titik-titik dan
titik-titik apakah Bapak memerlukan
bablas nah jika sisanya ternyata sudah
berpengalaman maka mungkin kata-katanya
sedikit lebih under seorang pemimpin
seperti ini Halo dengan bapak X Saya
dari titik-titik saya ingin
dan informasi tentang Nah dari ketiga
contoh tadi apa yang Anda rasakan tentu
anda sudah merasa bahwa ya ini saya
mendapatkan telepon dari zeff untuk
segera dijual ini dan otomatis respon
kita adalah menutup diri dan berusaha
kabur nah kesalahan apa sih yang ada
pada kalimat-kalimat tersebut yang
pertama tentu seperti yang sudah anda
ketahui bersama menjual diawal kata-kata
seperti saya ingin menawarkan Apakah
Bapak memerlukan Saya ingin menyampaikan
informasi itu merupakan contoh kalimat
kata-kata yang bisa berjualan sehingga
begitu customer Mendengar hal ini tentu
mereka akan segera kabur hal yang kedua
yang kesal kedua adalah mereka tidak
mengkualifikasi di awal mereka Langsung
menawarkan sesuatu merasa menghasilkan
Semua cocok Padahal kita enggak tahu
bekas temennya cocok Apakah temennya
bisa mendapatkan benefit dari apa yang
kita jual untuk ini juga kesal
Khan yang wajib untuk dihindari Lalu
seperti apa cara yang benar ingat konyol
ya Ada tiga jangan berjualan jadilah
berbeda dan ketiga adalah Wali Vika Vika
Summer kurang lebih hanya salahkan
seperti ini kita ambil contoh di
Indonesia kerjakan yaitu makanan olahan
maka kurang lebih saya akan menelepon
akan membuka penyiaran seperti ini Halo
dengan bapak X saya Rossi dari
titik-titik Saya bekerja dengan customer
saya untuk melakukan penghematan atau
meningkatkan kualitas produk mereka tapi
tidak semua dari customer saya cocok
dengan apa yang saya sampaikan Pak
bahkan dihabisi tunggu respon mereka
ketika mereka akan melanjutkan ke tahap
kedua kualifikasi kurang lebih seperti
ini Pak saya perhatikan bahwa
akhir-akhir ini para masyarakat para
customer meminta produk yang lebih murah
karena
kadang kesusahaan dipandang ini dan dari
ini banyak pabrik-pabrik untuk berlomba
menurunkan harga mereka Atau melakukan
promo supaya customer tetap memilih
apakah hal ini terjadi di tempat bapak
Hai akan memilih diam dan menunggu
responnya contoh seperti inilah satu
saya membuka omongan dengan cara tidak
melakukan penjualan tapi hanya ingin
mengklarifikasi dan tahap kedua
kualifikasinya benar-benar terasa karena
saya memastikan Apakah dia memiliki
masalah yang bisa selesaikan bertindak
ketika Si cashmer tidak memiliki masalah
yang bisa menyelesaikan maka percuma
saya meneruskannya karena itu hanya
membuang waktu dan akan beralih ke
tempat yang lain Nah contoh seperti ini
tadi yang saya gunakan untuk menjadikan
pembeda yang pertama saya tidak
melakukan penjualan di awal sejak benda
menjual yang kedua saya melakukan
kualifikasi saya memastikan Apakah
beliau Apakah orang yang saya telepon
memiliki mata dilesakkan ingat self
bukan tujuannya berjualan tapi
menyelesaikan masalah costumer dan hal
yang saya lakukan tadi tentu berbeda
dengan sesi yang pada umumnya
Hai Nah sekarang pertanyaannya adalah
Bagaimana anda mengklik suatu perkataan
mengklik satu kalimat sehingga Anda bisa
menerapkan tiga hal ini jangan berjualan
kualifikasi customer dan jadilah berbeda
Hai nama saya roti seseorang bisa tidur
dan jika Anda menyukai perasaan
sampaikan dari ini please tidaknya
Dahsyat ke teman Anda ketimun daya
seorang saya serta mereka yang baru
supaya mereka bisa mendapatkan hal yang
lebih mereka bisa mendapatkan ilmu dan
closing Mereka pun juga menjadi lebih
baik dan akhir kata sampai jumpa di saya
yang selanjutnya
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