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电话行销要掌握的销售技巧及专业话术

电话行销要掌握的销售技巧及专业话术

  • 作者: 逝去的爱
  • 来源:美文閲读网
  • 发表于2018-05-11
  • 被阅读3266
  •   电话行销要掌握的销售技巧及专业话术

      YUYUE→SHICHANGDIAOCHA→ZHAOKEHU→FUWULAOKEHU→MUBIAOYAOMINGQUE,WOXIWANGDAIJIKEHUDEGANJUE→WOMEIKONGJIKEHUDEGANJUE→WODEDIANHUADUIKEHUDEBANGZHU→KEHUDUIWODEDIANHUAYOUSHENMEFANDUIYIJIAN→WOMENYAOYOUJIEJUEYUBEIYONGFANGAN→WORUHEJIANGRUHEFUWU,KEHUHUIMAIWODEDAN→ZHUANJIESHAO。DIANHUAXIAOSHOUJIQIAOJIDIANHUAZHUANYESHUYU

      A:打电话的准备

      1.QINGXUDEZHUNBEI(DIANFENGZHUANGTAI)

      2.XINGXIANGDEZHUNBEI(DUIJINGZIWEIXIAO)

      3.SHENGYINDEZHUNBEI:(QINGXI/DONGTING/BIAOZHUN)

      4.GONGJUDEZHUNBEI:(SANSEBIHEILANHONG;14KAIBIJIBEN/BAIZHI/QIANBI;CHUANZHENJIAN,BIANQIANZHI,JISUANQI)

      CHENGGONGDEXIAOSHOU,HUICONGYIDIANYIDIDEXIJIEKAISHIDE,KEHUXIJIESHANGQUKANWOMENDEGONGZUOFENGGE,JIANDANDESHIQINGZHONGFUZUO,SHICHENGGONGXIAOSHOUDEGUANJIAN.

      B:打电话的五个细节和要点:

      1.YONGERDUOTING,TINGXIJIE;YONGZUIBAJIANG,GOUTONGYUZHONGFU;YONGSHOUJI,JIZHONGDIAN(JILULAIDIANSHIJIANHERIQINEIRONG)

      2.JIZHONGSHIJIANDADIANHUA,TONGLEIDIANHUATONGLEISHIJIANDA,ZHONGYAODIANHUAYUEDINGSHIJIANDA,GOUTONGDIANHUABUYAOCHAOGUO8FENZHONG

      3.ZHANQILAIDADIANHUA,ZHANZHEJIUSHIYIZHONGSHUOFULI。PEIHEZHITIDONGZUOCANYU,QIANYISHIXUEXI

      4.ZUOHAOLINGTING:QUANSHENGUANZHUDANGQIANDEDIANHUA(LEJIEFANKUIJIANYIJIBAOYUAN)

      5.BUYAODADUANGUKEDEHUA,ZHENCHENGREQINGJIJIDEHUIYINGDUIFANG

      C:电话行销的三大原则:大声、兴奋、坚持不懈

      D:行销的核心理念:

      AISHANGZIJI,AISHANGGONGSI,AISHANGCHANPIN

      1.MEIYITONGLAIDIANDOUSHIYOUQIANDELAIDIAN

      2.DIANHUASHIWOMENGONGSIDEGONGGUANXINGXIANGDAIYANREN

      3.XIANGDAHAODIANHUASHOUXIANYAOYOUQIANGLIEDEZIXINXIN

      4.DAHAODIANHUAXIANYAOZANMEIGUKE,DIANHUAGOUTONGSHIZIJIDEYIMIANJINGZI

      5.DIANHUAXINGXIAOSHIYIZHONGXINXINDECHUANDI,QINGXUDEZHUANYI,SHIFOUKEYIGANRANDAODUIFANG

      6.DIANHUAXINGXIAOSHIYIZHONGXINLIXUEDEYOUXI,SHENGYINQINGXI,QINQIE,JIANJIE,GENJUDUIFANGPINLVSHIZHONG

      7.MEIYOURENHUIJUJUEWO,SUOWEIDEJUJUEZHISHITABUGOULEJIE,HUOSHIWODADIANHUADESHIJIANHUOTAIDUKEYIGENGHAO

      8.TINGDIANHUADEDUIFANGSHIWODEPENGYOU,YINWEIWOBANGZHUTACHENGZHANG,BANGTADEQIYEYINGLI,SUOYIWODADIANHUAJITA

      9.GUANGGAODEPINZHI,QUJUEYEWUDIANHUAJIETINGGOUTONGDEPINZHI,SUOYOUJIETINGDIANHUADEJIAZHIYUDADIANHUADEJIAZHISHISHIBIYI

      10.JIESHAOCHANPIN,SUZAOCHANPINJIAZHI:YONGSHUJU、RENWU、SHIJIAN、JIANGGUSHI、HENGANXINGBIAODACHULAI,ZHENGMINGCHANPINDEJIAZHI。

      E:电话中建立亲和力的八种方法:

      1.ZANMEIFAZE

      2.YUYANWENZITONGBU

      3.ZHONGFUGUKEJIANGDE

      4.SHIYONGGUKEDEKOUTOUSHANHUA

      5.QINGXUTONGBU、XINNIANTONGBU:HEYIJIAGOUFA:WOTONGYININDEYIJIAN,BASUOYOUDE“DANSHI”ZHUANWEI“TONGSHI”

      6.YUDIAOYUSUTONGBU:GENJUSHIJUEXING,TINGJUEXING,GANJUEXINGSHIYONGDUIFANGBIAOXIANGXITONGGOUTONG

      7.SHENGLIZHUANGTAITONGBU(HUXI,BIAOQING,ZISHI,DONGZUO---JINGMIANFANYING)

      8.YOUMO

      F:预约电话:

      (1)DUIKEHUDEHAOCHU

      (2)MINGQUESHIJIANDIDIAN

      (3)YOUSHENMERENCANJIA

      (4)BUYAOTANXIJIE

      G:用六个问题来设计我们的话术:

      1.WOSHISHEI?

      2.WOYAOGENKEHUTANSHENME?

      3.WOTANDESHIQINGDUIKEHUYOUSHENMEHAOCHU

      4.NASHENMELAIZHENGMINGWOTANDESHIZHENSHIDE、ZHENGQUEDE?

      5.GUKEWEISHENMEYAOMAIDAN?

      6.GUKEWEISHENMEYAOXIANZAIMAIDAN?

      E:XINGXIAOZHONGZHUANYEYONGYUSHUOXIGUANYONGYU:

      XIGUANYONGYU:NIDEMINGZIJIAOSHENME?

      ZHUANYEBIAODA:QINGWEN,WOKEYIZHIDAONINDEMINGZIMA?

      XIGUANYONGYU:NIDEWENTIQUESHIYANZHONG

      ZHUANYEYONGYU:WOZHEICIBISHANGCIDEQINGKUANGHAO。

      XIGUANYONGYU:WENTISHINEIGECHANPINDOUMAIWANLE

      ZHUANYEBIAODA:YOUYUXUQIUHENGAO,WOMENZANSHIMEIHUOLE。

      XIGUANYONGYU:NIMEIBIYAODANXINZHEICIXIUHOUYOUHUAI

      ZHUANYEBIAODA:NIZHEICIXIUHOUJINGUANFANGXINSHIYONG。

      XIGUANYONGYU:NICUOLE,BUSHINEIYANGDE!

      ZHUANYEBIAODA:DUIBUQIWOMEISHUOQINGCHU,DANWOXIANGTAYUNZHUANDEFANGSHIYOUXIEBUTONG。

      XIGUANYONGYU:ZHUYI,NIBIXUJINTIANZUOHAO!

      ZHUANYEBIAODA:RUGUONINJINTIANNENGWANCHENG,WOHUIFEICHANGGANJI。

      XIGUANYONGYU:NIMEIYOUNONGMINGBAI,ZHEICIJIUTINGHAOLE

      ZHUANYEBIAODA:YEXUWOSHUODEBUGOUQINGCHU,QINGYUNXUWOZAIJIESHIYIBIAN。

      XIGUANYONGYU:WOBUXIANGZAIRANGNINZHONGDAOFUZHE

      ZHUANYEBIAODA:WOZHEICIYOUXINXIN,ZHEIGEWENTIBUHUIZAIFASHENG。

      本文标题:电话行销要掌握的销售技巧及专业话术

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