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Research 1.Company name 2.Core business/ relevant news/ other useful information 3.Decision makers: Chairman/ President/ CEO/ MD SVP/ VP/ Director Sales/BD marketing division/ sector/ segment/ industry Manager Sales/BD marketing division/ sector/ segment/ industry Regional chief rep GM manager head 4.Telephone -Headquarter -AP -China -Others Pass PA 掌握主动 主动发出提问，主导整个对话，勿被动 不要让秘书有发问的机会，问的越多越难回答 不要浪费时间 遇极度强势秘书勿与其纠缠过久，可另寻它法 总有过不掉的秘书，不用在一个树上吊死 语气confirm，urgent 用语气震慑秘书，让她感觉你职位很高 语速加快，让她感觉的确有急事 每次通话要有效果，获得有用信息 如果DM不在 1要手机2要直线，了解DM的行程，问相关业务负责人，地区负责人 e、语言简洁 不要讲的太罗嗦，模仿HighLevel的人的讲话方式 First Pitch 一般First Pitch 做到信息传递明确, 让DM去看我们会以信息，不宜时间过长。 好的First Pitch 是能够使DM对会议有深刻印象，并得到能够直接联系到他的联系方式。 1. Hello Mr.XXX This is John calling from XXX group, how are you? （表明身份） 2. I suppose that you are the MD of XXX company 3.We are the partner of XXX group. （增强可信度） We three parties will together launch our XXX Summit in shanghai in the end May this year. （表明会议信息） 4.Since we promoted this event 3 months ago, up to now we have confirmed most of the leading companies like XXX(big local group), giant group, his competitors/clients have confirmed to join our event. （增强可信度，加深印象） 5. I wonder whether our event is also interesting to your company? （试探兴趣） Situation 1 : DM: No, we are not interested. Me: Why? / Can I know what’s the simple reason? (问理由) DM: No biz in China/ No time / No money……. Me( still ask for his email and send the material to him （Email照发） Situation 2: DM: Yes, sounds interesting./ Probably it is interesting. Me: Ok. Firstly I would like to send you the detail information of our event by email. What’s your email address. （要电邮地址） DM: xxx@ Me: What’s your mobile phone number for easy contact?（1要手机） What’s your office direct line?（2要直线） DM: 138xxxxxxx Me: I will call you back tomorrow bye bye.（约下次Call back时间） Call back 控制好call back的时间和次数，每次call back都要起到作用（Urgnecy/Qualify/Confirm/Push） 试探出有兴趣的人，并把时间花在有兴趣的人身上 Me: Hello Mr.Zhou. I just called you yesterday about our XXX summit