实际使销售呼叫记录有用的6种方法有用

大多数已建立的销售团队记录了他们的电话，这是代表培训和销售过程开发的一部分，但很少有人知道如何很好地使用它们。许多公司都有记录的销售电话图书馆，其中包含对客户对话的强大见解，只能收集灰尘。

The common approach to coaching sales calls is fundamentally broken. Often, this is because sales leaders don’t understand the value of unlocking these interactions, and spend too much time assessing call performance on call volume rather than conversation quality.

这是将您的呼叫记录转换为销售成功基础的六种方法。

1) Make call replay and analysis part of your daily agenda

没有一致性和持久性，习惯不会坚持。作为销售代表，我们每天都与潜在客户进行新的对话。尽管这些对话可能涵盖类似的话题；新的异议，场景和问题将始终出现。一致的通话评论对于确保您保持信息而不要陷入旧的草率习惯至关重要。

坐在销售代表或同行的现场通话中散发出来的时间是及时的。您必须等待潜在客户捡起来，而房间里有人可能会影响代表的自然流动。为了真正从呼叫记录中获得价值，应定期花时间收听过去的呼叫，进行观察并评估进展顺利或表现不佳。

2）专注于通话的关键时刻

销售电话的长度各不相同。带有全新潜在客户的首场勘探电话可能会持续不到一分钟。发现潜在客户情况的发现电话可能会持续15到30分钟，具体取决于您的产品。仍然是对话的销售演示可能需要长达一个小时或更长时间。

The point of listening to call recordings is not to provide a grading or generic overall summary over what did and didn’t go well. It’s about honing in on the specific minutes and seconds which made that call a success, a failure, or otherwise.

您多久听一次销售代表或同伴的电话，听到事情变得更糟的关键时刻？也许这是一个令人困惑的定位声明，也许是销售代表没有任何信心解决的前景的反对意见。更常见的是，代表无法利用潜在客户的主要痛苦或挑战，因此不会提出会引起痛苦的问题。

Picking up oncall pain pointsand drilling deeper is often the difference between a prospect viewing your product as a nice-to-have rather than a priority, which significantly elongates sales cycles. Pinpointing and breaking down these key moments brings focus and less ambiguity to the sales rep. It also helps increase the chances of dealing with that key moment in a different way in the future.

3)与同行合作

销售电话很艰难。与任何人更了解这一点的人是日复一日地生活和呼吸bob全站app的人 - 您的同龄人。你们都将相同的产品出售给相同类型的潜在客户。考虑到这一点，您的同龄人是最好的人，可以为您的前景互动提供建议，反馈和建议。

Invite your peers to listen back to your calls or specific key moments of your calls. Have they come across the objection you struggled to overcome, and how did they handle it? If they could have asked one more discovery question, what would it have been? How do they best summarize that specific product feature, which took you five minutes of delivering a long winded wooly explanation that put the prospect to sleep?

与同龄人合作是最有效的提高您的呼叫技能的手段，同时消除获得管理时间和关注的挑战。此外，这对于同事建立了团队成功的文化非常有用。

4) Share your wins

Sales reps are often guilty of keeping their tips and tricks to themselves; after all, we tend to be a competitive bunch. But you must recognize of the value of sharing what you’ve done when things go well.Sharing best practices is the bread and butterof coaching and helping all of your team members become effective.

Listening to your calls will unlock massively valuable insights into the questions, responses, and structure which make your highest performing reps successful. I recall listening back to one of my rep’s discovery calls a few months ago. During the discussion, he asked one specific killer question which I had never thought about asking before. The question’s effect was startling.

It resulted in the prospect unveiling deep underlying challenges which our company could help them with, which would never have happened through our standard questioning sequence. After sharing this one specific question with the rest of the team, our call success rate instantly increased as everyone started implementing it into their own call scripts. That single best practice created almost unquantifiable value, which never would have happened had I not listened to my rep’s recording and communicated what happened to everyone else.

共享最佳实践的真正价值超出了您现有的团队成员。随着时间的流逝，这些最佳实践的总体将构成与新员工共享的宝贵入门资源，从而展示了处理销售电话的最佳方法。这本剧本将比乘车骑行效率要高得多，在那里您必须等待绿色代表，以自己的最佳实践。

您将这些示例提供给团队其他成员的速度越快，您就会越快销售销售人员，并提供更强的通话比率。

5) Always revisit your last call with a prospect

How many times have you jumped on a follow-up call with a prospect, and completely forgotten the key things that were discussed on the first call? Perhaps you scribbled some notes down on a piece of paper you can no longer find, or the summary you added into your CRM no longer looks as detailed as you thought it was.

It doesn’t matter, because prospects don’t care. Going into follow-up calls unprepared runs the risk of forcing prospects to reiterate key pain points they already identified, or worse, makes it appear you weren’t listening on the initial call.

Revisiting your last call provides you with a true and honest reflection of everything uncovered on your first call, allowing you to probe further on pain points, previously agreed-upon actions, and additional areas of qualification.

不仅如此，它还为您提供了一些没有注意的东西 - 对话的流动，潜在客户如何应对您所说的特定话以及语气。当了解您的产品或服务真正可以为该特定人增加最大价值时，呼叫的这些柔和方面可能至关重要。

最后，聆听旧的销售对话可以肯定会浮出水面您第一次没有捡到的东西。

6）提供有意义且可操作的反馈

曾经听过您的一个电话，当您说话或不说话时畏缩或畏缩？我可以想象每个人都在这种情况下很多次！这里重要的是不要撕毁自己或您的代表后通话，而是要他们造成多大的潜在客户的束缚。反馈需要以平衡和明确的方式传递，应通过提出探测问题以使销售代表自我反省其性能来领导。

我发现一个特别有效的提示是在通话中找到三个好时刻和三个“发展”时刻。这样，您就不会用太多的反馈来压倒代表，而是确保他们感到成就感，并且知道他们有一些事情要做。

Questions to ask to help facilitate effective coaching include:

• “如果您可以再次问这个问题，您将如何改写它？”
• “What do you think the prospect was thinking when you said that?"
• “Could you have gone deeper here? If so - how would you have done it?”
• “您真的很好地处理了这一异议 - 您能与团队中的其他人分享吗？”

您如何在自己或直接报告的开发中使用呼叫录音？在下面的评论中让我们知道。