专业化销售与服务流程二客户约访.pptVIP

*/11*/11*/11*/11*/11*/11*/11*/11*/11*/11*/11*AsimplewaytocovertheimportantstepsofpreparationiscalledthePRODandPRESSmethod.Session1.548*PrepareYourselfPracticeTryyourapproachonafriend.Eachtimeyoucallyouarepracticing,sogetonthephone!Whyisthisimportant?RelaxSpeakasthoughyouwereseatedacrossfromtheprospect.Understandthattheprospectisjustanotherhumanbeing.Whyisthisimportant?EnthusiasmandConfidenceUsethesetoolstoimpressyourprospect.Peopleenjoydealingwithpeoplewhoexhibittheseattributes.Whyisthisimportant?SmileYoursmileiscritical.Smilebeforeyoudial.Whyisthisimportant?SellOnlytheInterviewNotinsurance.Whyisthisimportant?Session1.549*专业化销售与服务流程(二)客户约访银保客户经营转岗人员培训3客户拜访4促成与拒绝处理五步法2客户约访1名单筛选5售后服务与转介绍转介绍课程导入0102了解客户约访工作的重要性掌握电话约访的方法和技巧学习目标01准备好足够的准客户名单03为电话约访做好准备02相信自己能做得到并真的行动起来04检讨自己的表现为能获得与客户见面的机会，我们需要？一、客户约访的准备工作一、客户约访的准备工作邀约活动需求面谈成交安排约访缘故客户何为足够

的准客户？公司名单约见服务陌生拜访12301ProspectLists准客户名单03Place地点02Reserve足够的客户资源04Desk办公桌一、客户约访的准备工作—外在条件Relax放松Enthusiasmandconfidence热忱和信心Smile微笑Sellonlytheinterview只销售面谈Practice练习一、客户约访的准备工作—内在条件寒暄?确认接听者身份01自我介绍?确认自己有没有打扰客户02说明目的03要求面访04约定时间和地点?二择一法提出拜访要求05拒绝处理?为以后再次约访做好铺垫06二、电话约访的话术要点*/11*/11*/11*/11*/11*/11*/11*/11*/11*/11*/11*AsimplewaytocovertheimportantstepsofpreparationiscalledthePRODandPRESSmethod.Session1.548*PrepareYourselfPracticeTryyourapproachonafriend.Eachtimeyoucallyouarepracticing,sogetonthephone!Whyisthisimportant?RelaxSpeakasthoughyouwereseatedacrossfromtheprospect.Understandthattheprospectisjustanotherhumanbeing.Whyisthisimportant?EnthusiasmandConfi