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时间:2020-03-05
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1、电话邀约流程及技巧确认目标•理清思路•真诚倾听♦山东星汇集成建筑股份有限公司-11-目录一.目的····················································-2-二.流程····················································-2-1.收集客户名单··········································-2-⑴优质名单特点·········································-2-⑵
2、名单来源····································-2-2.电话邀约············································-2-⑴原则·············································-3-⑵步骤········································-3-⑶四种发问·······································-3-⑷五大要点······················
3、········-3-4--11-⑸邀约技巧····································-4-三.相关问题的话术························-4-1.邀约话术······························-4-⑴开场白··························-4-⑵第二句话·························-4-2.相关问题··························-5-⑴你们的产品好不好,质量能保证吗?·············
4、·····-5-⑵怎么没听过这个牌子?······················-5-⑶到你们公司考察费用谁承担?····················-5-⑷我要你们长期派人支持。······················-5-3.关于拒绝···································-5-⑴你去找别人吧,我有新品牌了。·····················-5-⑵我很忙,没时间和你说。··························-5-⑶我现在没时间,过几天在谈吧! ·········
5、···············-5-⑷质量跟XX比怎么样啊?··························-5- -11-四.客户回访································-6-1.回访时间和次数·································-6-7-2.销售人员回访要求································-7-五.邀约成功后需确认的其他事项·························-7-附录表格⑴应约客户登记表···············
6、·················-8-⑵邀约客户反馈表································-9-一.目的通过电话邀约的方式实现有计划、有组织、有策略并高效率的发展客户,最终让客户接受参观邀请、确定见面时间及地点同时进行记录并交接给负责客户接待的同事。可以有效的扩大顾客群,提高顾客满意、维护顾客从而促成成交。二.流程1.收集客户名单⑴优质名单特点:①有需要、有购买力的企业,公司人数在10人~300人②带手机号码的名单③尽量是以下生产加销售的公司,成交率会增大-11-⑵.名单来源第一类①黄页、工商名册②
7、网络查询③114查询第二类①专业报刊、杂志收集整理②报纸、电视、路牌等做广告的企业③名片店、复印店收集④人才市场、招聘会相关企业资料收集⑤专业名录公司购买第三类①陌生拜访扫楼(带上邀请函及登记表)②随时随地交换名片③与行业相关企业交换资源④与其他公司业务人员互换资源第四类①参加博览会的名单②加入行业专业QQ群、微信群③参加大型相关公开课公开会议等第五类①商业协会、行业协会②工商局、税务局③商学院同学录1.电话邀约⑴原则-11-①一次邀一个②二选一(时间选择上)③三不谈(价格、同行、制度)④四不说(时机不对、气氛不对、动机不成熟、
8、有人打扰)⑵步骤①做好前期准备(电话、地址、名单、公司资料、对方资料、记录表、话术等)②简单的问候③告诉对方一个不能长谈的理由④发出邀请⑤问一些二选一的问题⑥确认时间及地点等相关问题⑦挂断电话并做好记录⑶四种发问电话邀约80%在问问题及倾听,20%在叙说,发问需
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