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。