華爾街課程顧問銷售技能培訓(xùn)課件市公開課一等獎省賽課微課金獎?wù)n件

1Q&A

GloriaGe-10-6WSESALESTRAINING華爾街課程顧問銷售技能培訓(xùn)課件第1頁第1頁2Closethecontract,2ndappointmentSignthecontractandleavebigdeposit,2ndappointmentSignthecontractandleavesmalldeposit(500RMBorless),2ndappointmentLeavebigdeposit(10%),2ndappointmentSmalldeposit,2ndappointment2ndappointmentMaketheclientlikeyou–Establisharelationship！FirstInterviewforSalesPresentation

OBJECTIVESNoDeposit,no2nd;No2nd,nocontract！華爾街課程顧問銷售技能培訓(xùn)課件第2頁第2頁3FirstInterviewforSalesPresentation

主要性---WhyEnglish有效性---WhyWSE緊迫性---WhyNow

THECLIENTSHOULDLEAVEWITHBELOW3PROBLEMSSOLVED

華爾街課程顧問銷售技能培訓(xùn)課件第3頁第3頁4Preparation

ThePresentationProcessWelcomeClientIcebreakingShowCenterPromotiongiftQ&ABizCardExchange

Solution&Advantage………SelfIntroduction華爾街課程顧問銷售技能培訓(xùn)課件第4頁第4頁5

OBJECTIVEToHavePreparedTobementallyandphysicallyreadytogiveagreatpresentation1.Personalappearance2.Cleanandtidyoffice3.Stationery4.Businesscard5.Registrationform6.Handout7.PCPCONSULTATIONSTEP1:

Preparation8.SalesManual-ScholarshipCertificate-Guaranteeletter-Pricelist-New/renewcontract-Methodexplanation-LeveldescriptionATTITUDEConfident&ProfessionalYouneverhaveasecondchancetomakeafirstimpression華爾街課程顧問銷售技能培訓(xùn)課件第5頁第5頁6

Establisharelationship&makeagreatfirstimpressionProfessional,Natural,

ConfidentandFriendlyCONSULTATIONSTEP2:

WelcomeClient

1.Readthoughthequestionnaire2.Walkdirectlytotheprospect3.Introduceyourself/Shakehands4.Welcometheprospect:Welcome,mynameis…,I’myourcourseconsultant…,Isyour1sttimetocome?5.WalkwiththeprospectandshowaroundOBJECTIVEHOWATTITUDE華爾街課程顧問銷售技能培訓(xùn)課件第6頁第6頁7

OBJECTIVEEstablisharelationshipandwin

thetrust1.Smile2.Howdidyoucomehere/convenient3.Talkaboutweather,traffic…4.Doyouhaveanyfriendusedtostudyhere?Natural,Confident,PleasedBeafriendCONSULTATIONSTEP3:BreaktheIceHOWATTITUDESmallTalkwiththeclientwhenyoushowthecenter華爾街課程顧問銷售技能培訓(xùn)課件第7頁第7頁8

OBJECTIVELINEOFARGUMENTRESOURCESATTITUDETOOLSVisualizetheLearningProcess/Warmup1.Lab2.Classrooms3.SocialClub4.EnglishCorner

WhenweshowtheclienttheCenterandtalkabouttheactivitieswegettheminvolved.Weusethesecondperson,introducinghim/hertoateacherandtheSec/Receptionist.

Relaxed.Greetotherstudents/staffThewholeCenter,staff,students

CONSULTATIONSTEP4:

ShowCenterOnlyneedsimplyintroducethedifferentfacility華爾街課程顧問銷售技能培訓(xùn)課件第8頁第8頁9

Cheerful,Happy,Excited&

ProfessionalCONSULTATIONSTEP5:PromotionGift

HandlingOBJECTIVE

HOW

ATTITUDE1.Handthegifttotheclient2.Explanationofthepromotiongift3.CongratulatethemGivefreegifttotheclientCongratulations

華爾街課程顧問銷售技能培訓(xùn)課件第9頁第9頁10

Cheerful,Happy,ProfessionalCONSULTATIONSTEP6:

CC’sRole

IntroductionOBJECTIVE

HOWATTITUDE1.Introduceyourselftotheclient2.Yournameagain,andChinesename3.Telltheclientwhatyouaregoingtodonexttoday4.Telltheclientwhat’syourresponsibilityinthefutureCCself-introductiontotheclient華爾街課程顧問銷售技能培訓(xùn)課件第10頁第10頁11

Nice,ProfessionalCONSULTATIONSTEP7:

BizcardexchangeOBJECTIVE

HOW

ATTITUDE1.ThisismyBizcard…2.Let’schangethecard…3.Thanks/It’sOk,Thenbringmenexttime…Getclient’sBizcard/prepareforthenextstep:Q&A華爾街課程顧問銷售技能培訓(xùn)課件第11頁第11頁12KeyConceptsofSellingProcessOpportunityNeedFeatureCloseProbeBenefitPersuadeKEYCONCEPTOFTHE

SELLINGPROCESS華爾街課程顧問銷售技能培訓(xùn)課件第12頁第12頁13

OBJECTIVEHOW

ATTITUDE1.Guildtheclienttalk2.Listen3.TakenotesCare,Interested,Focus,Friendly,Encourage,GuildCONSULTATIONSTEP8:

Q&ADesire&Decisionmaker華爾街課程顧問銷售技能培訓(xùn)課件第13頁第13頁14KeyConceptsofSellingProcessKEYQUSETIONSTOASKCLIENTS

過去1現(xiàn)在2未來3英語學(xué)習(xí)AA1A2A3工作生活BB1B2B3

B3=DesireBenefit>>Investment華爾街課程顧問銷售技能培訓(xùn)課件第14頁第14頁15KeyConceptsofSellingProcessKEYQUSETIONSTOASKCLIENTS

StartfromBizcardYes:describetheBizcardNo:AsktheinformationoftheBizcardBizCardinformationincludes:Companyname:industry/company(development)Jobtitle:Howlongwiththecompany/positionPositioninthecompany(development)PositiondetailedjobresponsibilityAddress:Time/Traffic

華爾街課程顧問銷售技能培訓(xùn)課件第15頁第15頁16A2:HowisyourEnglishlevel?DoyouneedtospeakEnglishwhenyouwork?Isthereanyforeignerinyourcompany?B2:What’syourcompanylike?Whatdoyoudo?WhodoyouspeakEnglishto:yourboss/client/colleagues?InwhatkindofsituationdoyouuseEnglish:Meeting/report/call/email/presentation?HowoftendoyouspeakEnglish?Howlonghaveyouworkedinthiscompany?Isyour1stjob?B1:What’syourlastjob?Whydoyouchangetothecurrentjob?Whereareyoufrom?WhydoyoucometoSH?KEYQUSETIONSTOASKCLIENTS

華爾街課程顧問銷售技能培訓(xùn)課件第16頁第16頁17KEYQUSETIONSTOASKCLIENTS

B3:CanyoutellmewhydoyouwanttoimproveyourEnglish?HowbenefitwillbeifyouimproveyourEnglish?WhatareyougoingtodowithyourimprovedEnglish?A3:HowgooddoyouwantyourEnglishtobe?Why?Howlongdoyouplantomakeit?Why？A1:What’syourpastlearningexperience?A2：Listallproblems九大困難：勾引+診療大班講課中教老師，老師質(zhì)量缺乏語言環(huán)境發(fā)音不準(zhǔn)不敢開口擔(dān)心害羞尷尬不敢開口死記硬背，前背后忘漢字思維經(jīng)常出差加班時間不固定惰性，無法堅持華爾街課程顧問銷售技能培訓(xùn)課件第17頁第17頁18

OBJECTIVECONSULTATIONSTEP9:

Solution&

AdvantagesLINEOFDISCUSSION

1.Reviewwhat’stheclientcurrentEnglishsituation,problems,objectives2.Findoutclient’sKeyproblemsthatcanbeonlysolvedbyWSE3.Offersolution:Ithinkwhatyouneedis…4.ThenLetmeintroducehowWSEcouldhelpyoutosolvesuchproblemsandreachyourlearningobjectives…

ATTITUDEProfessionalBridgefortheQ&AtoMethodBriefideaforbothClientandCCFeatureandBenefit華爾街課程顧問銷售技能培訓(xùn)課件第18頁第18頁19FABTalkFeatureBenefitAdvantageProduct’scharacteristicsThedetailedadvantagesProduct’svaluetoclients…h(huán)as…features…thatistosay……soyoucan…華爾街課程顧問銷售技能培訓(xùn)課件第19頁第19頁20

OBJECTIVECONSULTATIONSTEP10:

MethodLINEOFDISCUSSIONHOWExplainwhatmethodworksUsethemethodformMaketheclientfeel:Itwillworkforme

ATTITUDEHonest,ProfessionalandcheerfulGiveashortexplanationonhowthemethodworks.Youshouldalwaysincludetheclient’sneedandofferclearsolutionsandadvantages.Makeconnections!華爾街課程顧問銷售技能培訓(xùn)課件第20頁第20頁21MondaytoFriday:9:00amto9:00pmSaturday&Sunday:9:00amto7:00pmCONSULTATION

STEP11:

MULTIMETHOD?SOCIALCLUBACTIVITYWITHFOREIGNTEACHER12STUDENTSMAXIMUMENGLISHCORNER+E-VILLAGEMUSTCREATEVALUE!!CLASSWITHFOREIGNTEACHER4STUDENTSMAXIMUMFLUENCYCLASSWITHFOREIGNTEACHER8STUDENTSMAXIMUMCOMPLETE

STUDENTMANUALPREPARATION

INTHESPEAKINGZONE

orENGLISHANYTIME＋STUDYADVISORAnyquestions?華爾街課程顧問銷售技能培訓(xùn)課件第21頁第21頁22

OBJECTIVECONSULTATIONSTEP12:

FeedbackLINEOFARGUMENT

1.Ultimateflexibilityintimeandphysicallocation2.Additionalfuncontentviatheinternet3.Customizedstudylevel4.Exercisereview5.Greatcontroloverstudyingpace6.Additionalexercisesanddictionaries7.On-lineservice(reserveactivity,reviewschedule,checkprogress,updateinformation,theVill@ge,EnglishAnytime)ExplainadvantagesofEnglishAnytime華爾街課程顧問銷售技能培訓(xùn)課件第22頁第22頁23WALLSTREETENGLISH

BriefHistory“正如您所知道，我們是一所國際化英語語言培訓(xùn)學(xué)校。我們目標(biāo)是提升學(xué)生英語溝通能力。我們不是要教學(xué)生經(jīng)過考試簡單方法而是鍛煉學(xué)生溝通技能使得他們真正能夠在生活和工作當(dāng)中應(yīng)用英語。我們學(xué)校最早于1972年在意大利成立。我們在全世界有30多年英語培訓(xùn)經(jīng)驗?，F(xiàn)在我們在全世界有超出400個學(xué)習(xí)中心，包含歐洲，南美洲和亞洲。華爾街于6月進(jìn)入中國，現(xiàn)在北京，上海，廣州共有14所中心。亞洲香港，臺北，新加坡，泰國也有華爾街中心。我們已經(jīng)成功培訓(xùn)了超出1,000,000名象您一樣成年人講流利英文”華爾街課程顧問銷售技能培訓(xùn)課件第23頁第23頁24

CONSULTATIONSTEP13:CustomerFeedback“DOYOUHAVEANYQUESTIONS?”華爾街課程顧問銷售技能培訓(xùn)課件第24頁第24頁25

OBJECTIVELINEOFARGUMENTLevelreachedattheendofeachstage

CREATEVALUE!SurvivalWaystageUpperWaystageThresholdMilestoneMasteryBOL(1-6)CONSULTATIONSTEP14:

LevelDescriptionHOWIntroduceWSIcourseswithPCPAccordingtocustomer’sneeds華爾街課程顧問銷售技能培訓(xùn)課件第25頁第25頁26

OBJECTIVELINEOFDISCUSSIONRESOURCESTOOLSDesignWSIcourses“WSIhas

whatIneed”CREATEVALUE!Offer2optionsPaintthepicturePCPShowLevelSelectSoftwareThemethodis17levelsLet’ssayyoustarton...Youneedtocomebackforentrancetest.We’llfindoutwiththetest.Level3isabasicknowledgeofEnglish.Onthe6thyou’llbegintodevelopfluency,the9thishighcommunicationabilityandthe12thisanadvancedlevel.CONSULTATIONSTEP15:

PersonalCourse

ProposalonPCP華爾街課程顧問銷售技能培訓(xùn)課件第26頁第26頁27BOL1BOL2BOL3BOL4BOL5BOL6華爾街課程顧問銷售技能培訓(xùn)課件第27頁第27頁28PAINTING

THE

PICTUREIn3monthsMissWang,youwill----In6monthsMissWang,youwillbeabletoexpressyourselfmoreclearlyinyoumeetings,documents,reportsatMotorola.

In9monthsMissWang,youwill---InjustoneyearMissWang,youwillhaveimproved6levelsandyouwillbemuchmoreconfidentinthosemeetingsatMotorola.YouwillbeabletodothetranslationsforyourbossatMotorolaandI’msurehewillbevery happyandhewillhavetogiveyouaraiseinsalaryorapromotion!華爾街課程顧問銷售技能培訓(xùn)課件第28頁第28頁29

OBJECTIVECONSULTATIONSTEP18:

TotalPriceExplanationLINEOFDISCUSSION1.Thetotaltuitionfeeis,32,7002.Whatdoyouthink?3.Expensive?NO!4.It’sainvestmentforyourfuture.5.Makethemsuffer6.Paintthepicture.HOW1.Explainthetotalpricewithoutanydiscount!2.writedownonPCPYougetyourmoney’sworth

ATTITUDECalm,Firm,confident,Professional華爾街課程顧問銷售技能培訓(xùn)課件第29頁第29頁30

OBJECTIVECONSULTATIONSTEP19:

PriceValue

Build-upLINEOFDISCUSSIONUnlimitedlabhoursStudent’smanualsDiskettesConversationClassesSocialClubActivitiesEnglishCornerGuarantee

HOWExplainwhatpriceincludesWritedownonPCPBuildupthepricevalue

ATTITUDEProfessional,confident華爾街課程顧問銷售技能培訓(xùn)課件第30頁第30頁31

CONSULTATIONSTEP20:

GuaranteeExplanationExplaintheGuaranteeLettertotheClient華爾街課程顧問銷售技能培訓(xùn)課件第31頁第31頁32

CONSULTATIONSTEP21:

AskofClient’sFeedback“DOYOUHAVEANYQUESTIONS?”華爾街課程顧問銷售技能培訓(xùn)課件第32頁第32頁33

OBJECTIVECONSULTATIONSTEP22:

OvercomeObjectionsLINEOFARGUMENTThinkit’sexpensiveWhatifIdon’tlikeitlateron?3.WhatifIgiveup?4.Whataboutgrammar?5.Canonelearnalanguagewithacomputer?6.IsthisAmericanorBritishEnglish?7.Ispendalldayinfrontofamonitoritsoundsboring.8.Ihavetoaskmyhusband/wife/parents9.Howdoyouguaranteetheresult?10.HowdoIstudyEnglishasanBeginner?Overcomeclient’s

objections華爾街課程顧問銷售技能培訓(xùn)課件第33頁第33頁34KeyConceptsofSellingProcessOvercomeObjection

2

你們今天讓我來干什么？我想來拿無償資料。2

我不喜歡網(wǎng)上學(xué)習(xí)/對著電腦學(xué)習(xí)。2

這和在家學(xué)習(xí)有何不一樣？

2

你們是依據(jù)什么定價？為何這么貴？2

外面學(xué)校都很廉價，只要幾千元。2

這么貴價格才上這幾節(jié)外教課。2

你們和WEB有何區(qū)分？比他們好在哪里？2

我想要去新東方看看，再比較一下。我有朋友在這學(xué)習(xí)，好像效果不怎么樣。2

你們會有效果嗎？先讓我嘗試一下看看效果怎樣。

2

我父母說你們不固定學(xué)習(xí)時間，不適合我。2

我沒有時間/沒有錢/沒有用英語機(jī)會/學(xué)了不用就忘了2

我不想學(xué)這么長時間，只想學(xué)兩三個月。華爾街課程顧問銷售技能培訓(xùn)課件第34頁第34頁35KeyConceptsofSellingProcessOvercomeObjection

2

我只想經(jīng)過考試。2

我先在家自學(xué)一段時間再來吧，其實關(guān)鍵要看自己。2

我要等我工作了/找到好工作/結(jié)婚后再說。先付個定金吧/不學(xué)可退嗎？

2

我要回去問問我父母。2

我打個電話問一下我老公/老婆/朋友

2

你能夠把你們教材放給我看看嗎？2

我能夠現(xiàn)在做個測試嗎？2

我再考慮一下吧，我這個人消費(fèi)是非常理智。2

我假如付2萬多，你能確保我英語流利交流嗎？

2

假如我要學(xué)話，你們不優(yōu)惠我也無所謂。2

我不喜歡廉價東西。2

好，我再考慮一下給你回復(fù)好嗎？2

我心里價位2萬，2萬我就報。華爾街課程顧問銷售技能培訓(xùn)課件第35頁第35頁36

CONSULTATIONClosePrioritiesContractsignedGetaDepositandbookETappointmentBook2ndAppointmentforETorDemo華爾街課程顧問銷售技能培訓(xùn)課件第36頁第36頁37

OBJECTIVECONSULTATIONSTEP23:

Scholarship

IntroductionTOOLS

Pre-RegistrationFormCD/DCDHOWIntroducescholarship.Writedown5,200RMBdiscountonPCP3.Explainwhatthescholarshipispayingfor3.Limitedquota,MakeclientwantitGetdeposit

Auniqueopportunity!!華爾街課程顧問銷售技能培訓(xùn)課件第37頁第37頁38

CONSULTATIONHowtogetdepositUnderdirectionofstandardCenterprocedureCD/DCDtoprovideassistanceonlyifneedCompletePre-RegistrationFormLimitedavailabilitypermonthPaydepositAfterdeposittalk華爾街課程顧問銷售技能培訓(xùn)課件第38頁第38頁39

CONSULTATIONSTEP24:

CloseOfferOrientationClass1.TakeoutOrientationClassbookingschedule2.Give2choicesforthecustomertoattendOrientationClass3.TakeoutRegistrationcontractandstartwriting4.Askforpayment(cashorcreditcard?)華爾街課程顧問銷售技能培訓(xùn)課件第39頁第39頁40

STEP25:

Close2ndInterviewOBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSCloseSecondInterviewLetusmaketheappointmentfortheentrancetest?Tomorroworthedayafter?Letusmaketheappointmentforthefreedemolesson?Tomorroworthedayafter.GiveaCHOICE.Nevera“NO”optionanswer.ArrangeinterviewwithdeterminationandconfidencePersonalagendaBusinesscardwithdateandtimePRESENTATION華爾街課程顧問銷售技能培訓(xùn)課件第40頁第40頁41REGISTERINGAT

WALLSTREETENGLISHRegistrationContractContracttermsStudyagreementEntrancetestresultBookorientationclass華爾街課程顧問銷售技能培訓(xùn)課件第41頁第41頁42

CONSULTATIONSTEP26:

Handoutinformation

HandouttheWSEOrangeBrochureandPCP,EntranceTestcolorprintedresultShowthemoutofthecenter,saygood-byeRemindthemofdate/timeof2ndappointment華爾街課程顧問銷售技能培訓(xùn)課件第42頁第42頁43SIGNCONTRACTANDCOLLECT

簽署協(xié)議并收款OBJECTIVES目標(biāo)MYCONSULTANTWILLHELPME我學(xué)生顧問會幫助我IREALLYENJOYEDTHEFRIENDLYANDPROFESSIONALATMOSPHERE我真很喜歡那種友好、職業(yè)氣氛IT’SIMPORTANTTOUSETHEMETHODPROPERLY

恰當(dāng)使用這種方法很主要THECLIENTMUSTLEAVEWITHTHEFOLLOWINGCONCEPTS:客戶必須帶著以下概念離開：

PROMOTIONOFTHEMONTH當(dāng)月促銷CREDITCHECK信譽(yù)支票CLOSINGTOOLS伎倆SALETOPRIVATEINDIVIDUALS

TheSecondInterview?I’MPLEASED.I’VEMADETHERIGHTDECISION.I’LLTELLMY

FRIENDSABOUTIT我很高興，我作出了正確決定。我會告訴我朋友華爾街課程顧問銷售技能培訓(xùn)課件第43頁第43頁44WELCOME

歡迎THESECONDINTERVIEW:

TheProcessVERIFYOBJECTIONS

確定目標(biāo)ENTRANCETEST

入學(xué)測試CLOSESALE

達(dá)成意向SIGNCONTRACT

簽署協(xié)議AFTER-SALE

售后服務(wù)IFYOUDONOTCLOSE

若沒達(dá)成意向華爾街課程顧問銷售技能培訓(xùn)課件第44頁第44頁45OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSTheclientshouldfeelhappytobebackandwelcomed.Sayhis/hername.Weshouldcommentonsomethingabouthim/herwhichwasmentionedduringtheFirstPresentation. So,howwastheweekendinthemountains? Didyoumanagetogetthedrivinglicense?MaketheclientfeelcomfortableCheerful.Smiling.

PCP(wehavereaditbefore)theirreturntotheCenter

THESECONDINTERVIEW:Welcome華爾街課程顧問銷售技能培訓(xùn)課件第45頁第45頁46OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSTheclientshouldhavenodoubts,becauses/hewillsignupaftertheEntranceTest.Preparetoclose.Haveyougotanyquestionsonwhatweweretalkingaboutyesterday?(Theywillnormallyaskquestionsabouttheproduct.Theyhavealreadydecidedtobuy.)

Tothepoint.Donotwastetime.

Interested,Professional.Wewanttohelp.BlanksheetofpaperTHESECONDINTERVIEW:

CheckingObjections華爾街課程顧問銷售技能培訓(xùn)課件第46頁第46頁47OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSTheclientmustbuynow!Helphim/herdecide.

Doyouwanttodo___or___levels?AreyoudeterminedtogotoT3?Whendoyouwanttostart,__or__?

GivethemaCHOICE.Thiscourseorthisotherone?ExpertPCP,RegistrationFormTHESECONDINTERVIEW:

Closing華爾街課程顧問銷售技能培訓(xùn)課件第47頁第47頁48OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSCongratulations!SignthecontractDown-payment

“Let’sfillintheforms.Yourfullnameis...Andyouliveat...That’snear...Yourofficephonenumber?…”ReadaloudwhileyouarewritingProfessionaldialogueContract.Receipt.Welcomeletter,FirstLessonBook,Guarantee,AppointmentCardwithdate&timeofFirstLesson,LoanPapersTHESECONDINTERVIEW:SigntheContract華爾街課程顧問銷售技能培訓(xùn)課件第48頁第48頁49OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSS/hehasmadetherightchoiceWhenlearningalanguage,DEDICATIONisfundamental.Wewillmeetregularlytomakesurethatyouaresatisfiedandmakinggoodprogress.Let’ssee...we’llmeetafteryourFirstLesson....

EntranceTest

HappyandRelaxedTHESECONDINTERVIEW:

AfterClosingBusinessCardInformationFolder華爾街課程顧問銷售技能培訓(xùn)課件第49頁第49頁50OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSCloseanotherinterviewforaDemonstrationorComplementaryClass,EnglishCornerorSocialClubActivity.Wouldyouliketotrythemethod?

Itwouldbeapitytomissoutonthespecialconditionsavailableforthefirst50studentstoregisterthismonth.

YourCreditCheckwillexpireon...

“Itwouldbeapity...”

CalmandFirmComplementaryClassScheduleSocialClubCalendarEnglishCorner

THESECONDINTERVIEW:

Ifyoudonotclose...華爾街課程顧問銷售技能培訓(xùn)課件第50頁第50頁51

CONSULTANT’STMK

THEREASONWHY

Contacts聯(lián)絡(luò)Appointmentsbooked預(yù)約Presentations咨詢Contracts協(xié)議Sales銷售Bookingrate預(yù)約率Showrate出現(xiàn)率Closingrate協(xié)議率Averageprice平均價華爾街課程顧問銷售技能培訓(xùn)課件第51頁第51頁52CONSULTANT’STELEMARKETINGPLANNNEDANDSYSTEMATICUSEOFTHETELEPHONE有計劃有規(guī)律使用電話PRESENTATIONS咨詢SALES

OBJECTIVE銷售目標(biāo)華爾街課程顧問銷售技能培訓(xùn)課件第52頁第52頁53RecuperationofOldContacts老客戶NewContacts新客戶

Students學(xué)生Referrals介紹朋友

CONSULTANT’STELEMARKETING

TYPESOFCALLS電話種類華爾街課程顧問銷售技能培訓(xùn)課件第53頁第53頁54CONSULTANT’STELEMARKETING1st2nd3rdPREPAREMATERIALFORTHEWHOLEMONTH準(zhǔn)備整月資料SETTIMESTOCALL(noon&eve)定下打電話時間

ONEHOUREVERYDAY天天一小時SAMETIMEEVERYDAY天天同一時間WORKMETHODICALLY(PC)工作有次序

WRITEINTOAGENDA寫在日志上華爾街課程顧問銷售技能培訓(xùn)課件第54頁第54頁55CALLEVERYDAY天天打電話CALLALLCONTACTS給全部客戶打電話

DONOTSKIPANYONE不要遺漏一個PREPAREEACHCALL拿起聽筒前準(zhǔn)備好每個電話要講內(nèi)容

BEFOREPICKINGUPTHERECEIVER

CONSULTANT’STELEMARKETING

華爾街課程顧問銷售技能培訓(xùn)課件第55頁第55頁56

BASICQUALITYSTANDARDS

HAVEAPOSITIVE

ATTITUDEABOUTTHECONTACT對客戶要有主動態(tài)度ALWAYSFOLLOWTHEOUTLINESANDLINEOFARGUMENT一定要遵照討論問題思緒和關(guān)鍵點(diǎn)DONOTTRYTOSELLOVERTHEPHONE不要試圖經(jīng)過電話銷售JUSTONEGOAL:CLOSETHEAPPOINTMENT電話目標(biāo)：定下約會THINKOFTHECONVERSATIONBEFOREYOUCALL.BEPREPARED!

打電話前想你要談什么。要準(zhǔn)備華爾街課程顧問銷售技能培訓(xùn)課件第56頁第56頁57SMILE.FEELHAPPY.PROFESSIONALANDFRIENDLY.YOUSHOULDALWAYSHAVESOMETHINGTOSAYTHATWILL“PERSONALIZE”THECALL.微笑，高興，專業(yè)，友好。針對客戶情況打電話MAKEYOURMESSAGESCLEAR.語言要清楚、必定。

DONOTHESITATE.PAUSEONLYWHENNECESSARY.只在需要時停頓ATTITUDE,DRESS,SELFCONFIDENCE