电话销售攻心术.pptx

Psyche Tele Selling – How to Get Into the Minds of Customers and Make The Sale电话销售攻心术 – 如何揣摩客户的心态，获得客户的青睐;Elements of Psyche Tele Selling 电话销售攻心术的主要精髓;Elements of Psyche Tele Selling 电话销售攻心术的主要精髓之一：;Salesman A 销售员 A: Very humble 很谦卑 Full compliance to his customers’ whims and fancies 对客户千依百顺、唯命是从 Always diligent when working for hiscustomers 为客户做事从不怠慢; When fishing, think like a fish 钓鱼就必须跟鱼换位思考 The 2 Motivations that Everybody Has 每个做任何事情的两种动机: Seek Pleasure 希望拥有 Avoid Pain 害怕失去 Some areas of customers’ concerns 客户的一些顾虑: Make money vs. save money 赚钱vs.省钱 Attack vs. defend 进攻vs.防守 Take risks vs. avoid risks 承受风险vs.避免风险;Price vs. Value 价格 vs. 价值;What do Your Customers Value?你的客户会珍惜什么价值呢？;Features 特征  vs. Advantages 优势  vs. Benefits/ Value 益处/价值;Unique and Dramatic Difference独特及戏剧性的区别;How to Educate Your Customers?如何教育客户;Real Reason to Believe 能说服人的可信度;Sales Psychology;Sales Psychology 销售心态 ;The Most Important Characteristic of a Sales Professional专业销售人员最为重要的特征;Elements of Psyche Tele Selling 电话销售攻心术的主要精髓之二：;Why Plan? 为什么要作计划？;Planning Your Sales Strategy 如何策划你的销售战略？;The Sales Person’s Most Important Resource 销售员最重要的资源; You can choose to spend time on good prospects; Or waste in on lousy prospects 你可以将时间用在有质量的目标客户；也可以耗在烂客户身上 ;How to Find Your Target Prospects?你该怎样找到目标客户？;What to Prepare Before the Call?拨打电话前所需的准备工作;Making Your First Impression thru the Telephone 怎样通过电话给予客户最佳的第一印象;How to Get to the Right Person如何找到相关人士;请按照自己的喜好，将以下的形状排??。 答案没有对错。凭直觉而不是靠逻辑。;Personality Analysis性格分析;What to Say on the Phone怎样通过电话作销售沟通;1、Modest mode 谦卑方式 : I’m Allen from _____. Can you help me for a moment ? 我是来自_____的 Allen。有件事想请你帮忙，可以吗？ What is it? 什么事？ Oh, I understand that your sales staff turnover has been increasing recently. Can