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准备及规划,事先应充分准备以下资料:推销铺助工具;价目表;宣传小册子、市场情报;竞争对手的虚实。打电话的计划决定,和谁通话,通话的目的;选择怎样的开场白;把要点依序列出;当客户有不同意见时,你应如何处理;如何结束谈话;打电话的时间虽无长短的规定,但要在2分钟内陈述完要点,话过多会打断往下谈。自我介绍表明自己及企业的身价;查看负责人的身份及所操的语言;接通后,向对方解释打电话的目的;请求会面。发现事实,探听为什么、什么事、何处、何时、如何及谁;找到客户,与他倾谈生意;记下有用的信息;引导谈话要旨,并技巧地探听自己需要的信息;找出客户问题的所在。讨论并同意客户的需要向客户表示你已了解到他的问题所在;拿别人的成功经验,支持自己的主张;设法令客户注意你的方案;让客户感到,你对自己深信不疑。推销你的产品激发客户的购买欲;推销产品所衍生的一系列好处;向客户说明你的产品能
Preparation and planning of the following information should be fully prepared in advance: sales support tools; price list; brochures, market intelligence; actual situation of competitors. The plan of the call to decide, and who to call, the purpose of the call; choose what kind of opening ceremony; the key points listed in order; when the customer has different opinions, how should you deal with; how to end the conversation; , But to finish the point within 2 minutes, too much words will interrupt the talk. Self-introduction to indicate their own and corporate worth; view the identity of the responsible person and the language spoken; after connected, explain to each other the purpose of the call; request to meet. Discovering facts, snooping on why, what, where, when, how, and who; finding a customer, talking business with him; writing down useful information; guiding the purpose of the conversation and tricking to snoop on the information they need; identifying customer issues Where you are. Discuss and agree with the client’s need to indicate to the client that he or she is aware of his problem; to take the successful experience of others and to support his or her claim; to try and make the client aware of your proposal; to let the client feel that you are convinced of yourself. Marketing your product to motivate a customer’s desire to buy; promoting a range of benefits derived from the product; explaining your product to the customer