怎样可以让客人喜欢和你讲电话.doc

外贸销售技巧中，打电话非常重要。方便，快捷，容易建立信任感，拉近客户距离，今天你电话了吗？ How to Make a Successful Cold Call While there are plenty of ways to get sales leads, sometimes you end up having to call people youve never met. This process, known as?cold calling,冷电话?is actually easy-but only if you know how to do it. 如果对任何一个“冷拨”做好十足的准备，信心自然增加，不紧张，任何一个人都做得到。 Heres a step-by-step guide. 1. Introduce yourself. When you get through to a prospect, say: You:?Hello [prospects first name], this is [your name] from [your company] ... 2. Obtain permission to continue. Without waiting for the prospect to respond, immediately ask the following question: You:?... Have I caught you in the middle of something? So, the whole opener should sound like: Hello, Jim, Im John Doe from Acme. Have I caught you in the middle of something? Exactly like that. In most cases, the prospect will respond one of three ways: Its always a bad time, but whats this all about? No, this is not a bad time. What can I do for you? Im in the middle of something. Call me later this afternoon. 首先获得对方的许可才能继续，这非常有必要，免得不识时务，更引起客户的反感，这个不懂礼貌的家伙！所以开场白的第一印象分——100！ 但是士气一定要有，不能因为对方的拒绝而匆匆挂断，还是要镇定，让我们继续...... ? If you get the third response, go to Step 3. Otherwise, skip Step 3 and proceed directly to Step 4. 3. Reschedule the conversation. If you get that last response, say: You:?Thanks, Ill call you then. Make a?note?in your calendar to?call again at that time. Call back at the time that you committed to do so. If your prospect answers the phone, proceed to Step 4. 客户开发对于外贸业务员来说并不会陌生，因为我们的工作就是无限客户开发，无论什么公司，都会制定一个外贸产品的营销战略，给外贸业务员一个工作指导方向并朝着这个方向而努力.外贸公司的根本就是赚钱盈利，如何做好外贸战略关系到整个公司运作。而作为外贸业务员就是这个战略中重要组成部分，负责公司产品的推广和开发客户责任!那么外贸业务员开发客户有哪些? 一、尽可能多地打电话。???外贸业务员在拜访客户之前，永远不要忘记先准确地找准你的目标市场。这样一来，在电话中交流，就很有可能是你的精准客户。外贸业务员在找到意向客户后尽可能多打电话。由于每一个电话都是高质量的，多打总比少打好。 ? 二、电话要简短。?外贸业务员打电话只是为你做销售拜访的一个铺垫，就像是获得一次约会的机会，千万不要在电话中讨价还价，这样会让客户很反感。电话最多不要超过3分钟，外贸业务员应该专注于介绍你自已和产品，给出一个很好的理由让对方愿意花费宝贵的时间和你交谈。? ? 三、如果利用传统的销售时段并不奏效的话，就要避开电话高峰时间进行销售。 ?对外贸业务员一般来说，拨打销售电话的时间是在早上9点到下午5 点之间。所以，外贸业务员每