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? 山东星汇集成建筑股份有限公司
电话邀约流程及技巧
确认目标 ?理清思路 ?真诚倾听
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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· ·····························-3-4-
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？· ·················-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-
⑷质量跟 XX 比怎么样啊？· ·························-5-
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· ·······························-8-
⑵邀约客户反馈
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