电话邀约流程及技巧-7.doc

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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