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می 14, 2014 by فروش و بازاریابی

چگونه از سد منشی ها رد شویم

چند روز پیش یکی از دوست‌های خوبم سوالی را به صورت ایمیلی مطرح نمود که قصد دارم در اینجا چهار پنج راه برای کمک به ایشان و همه شما که ممکن است با این مساله روبرو شده باشید بیان کنم. امیدوارم مفید واقع شود.
در اکثر سازمان‌ها بخصوص سازمان‌های ایرانی منشی‌ها نقش بسیار مهمی را بازی می‌کنند یا بهتر بگویم نقش مانع بسیار بزرگی را برای فروشندگان بازی می‌کنند. (با احترام به همه منشی‌های عزیز این قسمت شوخی بود). مدیران شرکت‌ها برای اینکه ذهن آزادتری داشته باشند تا به مسائل و مشکلات شرکت خودشان برسند از منشی‌های خود می‌خواهند که تماس‌های مربوط به فروش و تبلیغات را از سر خود رد نمایند. از این رو شمایی که محصولتان باید به شرکت‌ها فروخته شود شدیدا نیاز دارید که بتوانید از سد منشی‌ها رد شوید.
اما راه حل دکتر رابین:
اصل داستان از این قرار است که منشی‌ها باید احساس کنند که اگر تماس شما را رد کنند خسارت جدی به شرکتشان وارد آورده‌اند. برای این کار به این موارد احتیاج دارید:
• باید یک پیشنهاد رد نشدنی برای سازمان داشته باشید. بن فلد من یکی از بزرگترین فروشنده‌های بیمه عمر دنیا برای گرفتن قرار ملاقات با یکی از مدیران شرکت‌ها یک پاکت ۵۰۰ دلاری جلوی منشی گذاشت و گفت که این را به رییست بده و بگو فلدمن یک وقت ملاقات ۵ دقیقه‌ای می‌خواهد و اگر از نظر رییست این ۵ دقیقه ارزش لازم رو نداشت می تواند این ۵۰۰ دلار را برای خودش بردارد. یقینا آن مدیر به این ۵۰۰ دلار احتیاج نداشت اما فلدمن با این کار به او فهماند که یک پیشنهاد رد نشدنی دارد.
• جذب مشتری از طریق تماس سرد یا cold call را فروش از طریق شهامت نیز می‌نامند. برای این کار بایستی روی شهامت خود کار کنید. ترس پریدن از ارتفاع با تکرار پریدن کمتر و کمتر می‌شود. لطفا بانجی جامپینگ توچال را با همین توصیه من تست نکنید  فراموش نکنید که هم فروش و هم بانجی جامپینگ توچال جانسوزند اما … do not try this at home
• شهامت و داشتن پیشنهاد رد نشدنی بسیار خوب و لازم است اما کافی نیست. حد کفایت، تمرین و کسب مهارت بسیار است. به یاد داشته باشید که فروش یک موضوع مهارتی است و بسیار تلفن باید تا پخته شود فروشنده‌ای!
توی کتاب های فروش و بازاریابی تلفنی نکاتی را در زمینه رد شدن از سد مشتری نوشته‌اند که توصیه می‌کنم حتما بخوانید در انتهای این مطلب چند عنوان از این کتاب ها را آورده‌ام که ان شاالله مطالعه می‌کنید. اما به نظرم پسندیده آمد که اینجا هم چند تا از نکاتی که خودم معمولا رعایت می‌کردم و می‌کنم را برایتان باز گو کنم:
• اسم کسی که می خواهید با وی صحبت کنید را از پیش مشخص کنید. صرف اینکه می‌خواستم با مدیر عامل صحبت کنم شما را به مقصد نمی‌رساند. وقتی شما نام مدیر خرید یا مدیر عامل شرکت را بدانید و بصورتی آشنا این نام را به زبان بیاورید این حس را در مخاطب ایجاد می‌کنید که انگار ایشان را به خوبی می‌شناسید.
• بدون احساس چندش و تهوع صحبت کنید. سعی کنید با مردم خوب باشید. دوست باشید و صمیمی. باور کنید اینگونه احتمال بیشتری دارد که رد نشوید.
• سعی کنید راهنمایی بخواهید. وقتی از کسی پای تلفن راهنمایی می‌خواهید به نوعی هندوانه‌ها را زیر بغل او جای داده‌اید چرا که معمولا افراد خوشحال می‌شوند  بتوانند راهنمایی کنند. حتما این تکنیک را آزمون کنید. سلام خانم یک راهنمایی ازتون می‌خواستم، من یک محصولی دارم که مطمئنم ظرف دو ماه فروش شما رو ۲۰ درصد زیاد می‌کنه چطور می تونم این محصول را به آقای رابین پور (پسر دایی دکتر رابین) نشان بدم؟؟؟
• در آخر هم توصیه همیشگی دکتر رابین: خلاقیت به خرج بدهید!! بهترین فروش تان را تجربه خواهید کرد امروز !! دکتر رابین به شما ایمان دارد.
کتاب های مفید در این زمینه:
• بازاریابی و فروش تلفنی | پرویز درگی
• کیمیای فروش با جاذبه‌های مالی و عاطفی | کفری گیوتمر
• فروش تلفنی به همه | رنی واک آپ
• فروش از راه دور | استفان شیفمن

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254 Comments

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