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Jingdong book

电话销售魔法:将约见成功率瞬间提升7倍的绝对法则!

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电话销售魔法:将约见成功率瞬间提升7倍的绝对法则!

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将构想中的卓越服务加以抽象化,即可应用于自己公司的服务体系。
服务科学规划流程:
发现卓越以及有价值的服务,并对其进行观察
将服务分类、分解、模型化,把握其本质
明确形成优质服务的理论
将这一理论应用于其他服务之中

Content Description

什么样的销售方法才能让潜在的客户了解本公司优质的产品或服务呢? DM、传单、电视广告、杂志标签广告……
其中任意一种方法都会发挥一定的作用。
但是,还有一种花费较少、效果显著的开发新客户的方法,那就是通过电话约见新客户的电话销售。
也就是说按照客户名录打电话约见客户,再由销售人员直接登门拜访,当场介绍产品。不论是开发企业客户还是个人客户,这种方法都更有效、更快捷。
《电话销售魔法:将约见成功率瞬间提升7倍的绝对法则!》就是一本介绍电话销售成功技巧的书。吉野真由美的Marketing Support Consulting股份公司(MSC)接受过各行各业客户的业务委托,创造了大大超出客户期望的优异成绩。从这些业绩成果中,她总结了电话销售的秘诀,并与读者分享。

Author Description

吉野真由美(Mayumi Yoshino)于同志社大学经济系毕业后先后从事过人寿险和计算机销售工作。1994年进入世界规模很大的幼儿英语教材开发-销售公司。仅用3个月时间,她就荣升为首席销售员。1997年晋升为销售经理。在此之后,她用5年时间神奇的使业绩提升了20倍,2002年晋升幼儿英语教材公司销售部门的很高职位——大区经理,在日本全国布设销售网络。2004年,这个销售网络的年销售额达到了20亿日元,因此她被晋升为年轻的区域销售总监。2005年10月,她成立了帮助客户销售团队提升业绩的Marketing Support Consulting股份公司,并任董事长。Marketing Support Consulting在销售经理培训领域享有极高的声誉并深得信赖。
主要著作有:《获得成功的谈话七大黄金定律》《销售人员速战速决谈话法》《没有商品也能卖的电话营销术》等,畅销全球。

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Catalogue

第1章 约见企业总经理
求助的保险代理B先生
电话销售只许成功不许失败!
什么样的人能得到企业客户
谁都无法成功就是不可能完成的任务?
再次尝试企业客户保险电话销售
约见成功的3个要点
启用最新电话名录
使打电话不再恐怖的唯一方法
没有“使命感”,就难以说服对方
电话销售中的“千分之三”定律
如何提高与总经理直接通电话的概率
改变说话技巧就能使前台突破率提高4倍!
想改变结果,就要改变过程
遇到问题时运用心理学定律就可能过关!
通过3个阶段的沟通来构建信赖关系
打动客户的关键词是“收集信息”
抬高自己公司的销售人员
约见客户的时候,也要捧自己
这样提问是致命的!
避免客户说“不”的谈话技巧
约见成功的人和不成功的人的差异何在
当被问及“要占用多长时间”时
怎样让客户听取长时间的介绍
约见禁句!
通过“筛子理论”抓住有意向的客户
获得约见机会的谈话技巧
电话预约独家秘笈
危机正是最大的契机!
第2章 成功“约见谈话”是这样炼成的!
3种失败与成功模式
错误用语① 【自我中心型】“这次请一定容我向您介绍……”
错误用语② 【目的不明型】“能占用您一点儿时间吗?”
错误用语③ 【过分客气型】“如果您不为难的话,您能给我一些时间吗?”
成功约见的9个步骤
步骤① 表现关心
步骤② 自我介绍
步骤③ 说明目的和产品好处
步骤④ 确定时间(第1次)
步骤⑤ 志向型谈话
步骤⑥ 一语中的式谈话
步骤⑦ 确定时间(第2次)
步骤⑧ 拒绝式谈话
步骤⑨ 确定时间(第3次)
第3章 成功约见的必杀技!绝密谈话技巧
以“朦胧”的方式交待价格就不会失败
如果对方询问“一共要花多少钱?”
客户真正想看的是什么?
用“我想看……”的谈话方式令约见倍增!
使销售变得振奋人心,热情才是引爆剂!
必胜!成功约见的2大要点
要点① 不提没用的问题,巧妙地让对方说“行”
要点② 反复称呼对方的名字
第4章 使约见率戏剧般地提升! 确定约见时间的魔法
3大技巧与3大理念
技巧① 约见要定在3天之内
技巧② 要主动指定日期和时间
技巧③ 日期以二选一的方式提出
理念① 不能临阵退缩
理念② 要给对方“大家都听”的印象
理念③ 不要卑躬屈膝,也不要穷追不舍
这么说必能约见成功!成功约见台词集锦
○“明天后天说法”
○“如果是说法”
令约见前功尽弃的7个禁句!
禁句①“您收到资料了吗?”
禁句②“您看过(资料)了吗?”
禁句③“您觉得怎么样?”
禁句④“可以去拜访您吗?”
禁句⑤“您什么时候有时间?”
禁句⑥“哪怕您只是看看也可以。”
“哪怕您只是听听也可以。”
禁句⑦“哪怕只打个招呼也请让我跟您见个面!”
“就给我5分钟或10分钟时间就可以!”

Book Abstract

第1章约见企业总经理
电话销售魔法
无论产品有多好,如果不能当面说明产品的优势,对方是无法了解产品的好处的。如果不能获得约见机会,再好的产品或服务都会烂在自己手里。
我们要发掘那些真心实意追求优质产品的潜在客户,并与对方约定好见面时间。所有销售业务都是从这里开始的。在第一章中,我会给大家介绍我是如何历经挫折,获得公认难度最大的约见企业总经理的方法以及如何发现成功获得约见机会的谈话技巧。我从最糟糕的第一个月开始,经历了种种迂回周折和不断摸索,最后获得了20名总经理的约见,结果由此成功签订了两个合同!这不就像是电影《X计划》吗?!
从这些经验中,我总结了许多法则。
求助的保险代理B先生
平日里外向、乐天,做保险代理的B先生突然给我打来了电话。
当时是刚过完新年的1月份,一个寒冷的夜里。
“吉野,你真厉害呀,我看到你上了杂志!开了公司以后怎么样啊,做得不错吧?”刚开始,我们在电话里聊着闲话。后来,没过 5分钟,我意识到 B先生好像有什么烦心事想和我商量似的,“听说你最近做的保险代理店更新了店面主页了。真是厉害呀,通过开招商会也能招揽新客户。业务越做越大,我很看好你呀!”我用鼓励的口吻兴高采烈地对
B先生这样说着。B先生终于开始对我说出了心里话:“这个啊,吉野。我实在是太倒霉了。我开的代理店要被另一家保险代理公司收购了。”
“什么?”我感到很吃惊。“实际上,最近保险行业都在谈论这件事。”B先生谈了起来:“听说为了保证下面一家分店的运作,保险公司要在系统之类的东西上花费很大的成本。具体算一下的话,维持一家代理店的经营每月好像就要花费
7万日元。现在保险公司都在考虑将规模不大的分店合并到附近的其他分店中去。”
“这么说来,你代理的那家……”我有一种不祥的预感。
“是这样没错。现在已经有消息说我开的保险代理 B公司会被临街的 X公司吞并。 “
“那你接下来想怎么做呢,就这样完了吗,你不想这样吧!”听到我这样询问,B先生终于开始谈起了打电话的目的。“那个……吉野,实际上,可以的话,我很希望你能帮帮我,让我这家代理店起死回生。所以我才给你打的电话。”
听说 B先生经营的 B公司,已经有数百位老客户了。只要继续维持对这些老客户的服务,做好事故处理服务,维持保险业务的持续性并通过介绍增加保单还是能生存下去的。
可是,如果只是维护住老客户,时间一长,生意也会越来越不好做。于是,B先生就表达了他想在维护老客户的基础上通过介绍开发企业客户,一下子打开局面的想法。
“我想再增加新客户!不单是个人客户,我想获得企业客户,和他们签定大保单。”B先生踌躇满志地说道,“现在的目标就是无论如何都要避免被临街的代理公司吞并。”
这才是 B先生最想说的。
“原来如此,我觉得你的想法完全正确。不能只靠老客户维持生计,要好好的开发新客户,尤其是企业客户。保险代理持久做下去的方法也只有这一种了。”我和 B先生一起互相鼓励着,同时我又感到一
丝不安,我问道:“可是要开发企业客户,究竟该怎么做,你有什么办法吗?”B先生好像在说“你终于谈到正题了”似的,乘着话头儿说道:“你说到点儿上了,这正是我最想跟你谈的。争取企业客户看似
很多方法,其实并不多。”下定决心开发企业客户后,我冷静的考虑了一下,大概有
6种方法:
1..发散出产品广告页(DM),等待有意向的人反馈。
2..直接进入企业推销。
3..举办招商会,招揽新客户。
4..打广告,进行宣传。
5..通过主页或网络搜索标签(搜索型广告),等待有意向
的人反馈。
6..电话访问,与潜在企业客户约定时间后登门拜访。
……

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Jingdong book