Using HPV for calls When selling by phone, you can provide sellers with a universal script, where each phrase has response options depending on the client’s reaction. For each business process, interaction models with the main components of the script are developed:
greetings identification of needs; Using HPV for calls
- product presentation using the HPV scheme;
- handling objections;
- conclusion of a deal.
At the beginning of the conversation, it is useful to use country email list the subtleties of communication. The manager does not simply say hello and introduce himself, but explains why he is addressing this particular client: “Stepan Mikhailovich recommended you”, “I noticed on your website that…”, “You contacted us last week”.
The key part of the process is working with objections. It is important to prepare convincing arguments that will help the client make a purchase decision. Despite the fact that the script is a template, it is important to add emotions, improvise, and choose words according to the situation. Otherwise, the HPV will be ineffective, and the manager will resemble a robot.
Before launching, the algorithm
needs to be technologies and tools for creating morphing tested on several clients to evaluate its effectiveness, identify weaknesses and understand which arguments did not work, what was missing and what problems arose. The script is finalized taking into account all comments. It is also recommended that the manager or senior manager listen to and analyze at least two conversations of each manager per day.
The effectiveness of a call can be assessed
using the “Traffic Light” system.
Find out how
Advantages and disadvantages of HPV technology in sales
The contact technique has proven its effectiveness in practice. Salespeople from various industries study this method and apply it in communication with clients. Among the advantages of the method compared to other approaches are the following:
The visitor receives detailed information
about the product and its characteristics . For example, if a person is choosing equipment for the first cyprus business directory time, he may not understand the parameters, what to pay attention to, how the device’s
- Helps to understand the uniqueness of the product against the background of competitors . The seller focuses on the advantages of this model, while unobtrusively highlighting it against the background of analogues without direct comparison. A soft approach helps to strengthen the client’s trust.
Despite its significant advantages, the HPV technique is not a universal sales method. Its main drawback is that it is not suitable for products that do not have obvious competitive advantages.