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1、电话跟进技巧TELEPHONE MARKETING SKILLSBy katherine WHY? WHAT? HOW?一笔20万美元的订单两周时间 5个步骤 2次电话跟进买家询盘内容Step One：甄别买家Step one：Find it OutStep Two：E-mail Connect初步邮件沟通 1、公司介绍 2、报价单 3、联系方式Step Three： Prepare for the conversation1、找准买家上班时间2、做好充分准备3、侧面了解买家个性4、完美发音让沟通更自信5、一张表格在手边Step Four: Making Conversation第一通电话 K
2、=katherine B=Brooks O=operator成功闯过第一关 Operator:Hello this is JYSk Canada .May I help you? K : Hello,this is katherine from Hikari company ,could you connect me to Mr.Green Please? Operator: May I ask the purpose of your call? K : I am calling about an order Mr.Green Placed yesterday.We arranged this
3、 time today to talk about the details. Operator:Ok ,I will put you through, a moment please.良好的第一印象K：Hello Mr.Green, I am katherine from Hikari company, are you free for 3 minutes so that we can talk about the product WB0021 you placed yesterday? B: Well ok,please go on K:Thank you.And have you ever
4、 check the price list I sent to you? B:Yes,but the price is much higher than any other quotations I have got . K:I am sure this is a favorable price.You know,when comparing prices,one has to take quality into account .As if your company is one of the leading department in Europe market. B:well,so wo
5、uld that be possible for us to talk about some discount? K:As we all know.That is depends on the order.And I think maybe that would be better for you to check our sample at first and then we can talk about that. B：That songs better,when will you delivered the sample? K:As soon as you need,and of cou
6、rse we need your detail connect information. B:ok,I will sent E-mails to you with that later. K:That is so nice of you.And is there anything you need us to take more care about at the sample? B:We need the packaging be more nice-looking and please do not broken during theshipment. K:I will make this
7、 for you. You can call me kathy if you like. B:You can call me brooks kiddo K:Thank you very much for you time,Brooks B:You are welcome,bye! K:See youStep Five Kict the order into our bag 第二通电话样品通知已经签收After checking from operator Brooks has got the sample: K:Are you satisfied with our samples? B：It
8、is okay,but we still need to print our logo on the cover,can you do that for me? K:No problem B:Thats good, dose this counted into the price? K:We can do it for you for free this time as our longtime business relationship.B:Thats very nice. K:By the way .How much are you going to order? B:12,000sets
9、 K:How soon do you want the goods delievered? B:Late Oct K:And where are we going to ship? B:Vancouver,we would like to set into our stores first. K:No problm.Now we can offer you USD5.00/pc CIF Vancouver By sea.B:That songs good. K:How about the payment? B:Our company can only accept L/C. K:Dear Br
10、ooks,as we all know it is the first time we make business ,and as the leading company in Europe we believe in but as a sino-Japanese our usual way to make business is different,so would that be possible foryou to leave 30% money before the order? We can pleace all the rest by L/C. B:kathy That would
11、 not happen I think.K:Maybe you can took a look like this , We are going to leave you 100sets news-tyle products in this order for free, that would help you to make a new search for your customers. And we can also take the deliver time into the middle of Oct. So that you can step into the market bef
12、ore others.Is that ok for you? B:That is really nice. Okay,I will arrange the payment.K:Is there any thing you need me to do on the contract? Or can we sign it now? B:I have no questions, please fax to me with signature. K:I will do it now.Please feel free to call me if you have any other needs,ok? B:No problem K:That is really very nice to cooperate with you. B:Thank you K:Have a nice day B:You too,bye!Basic Skills of Telephone Marketing 第一步：收集信息-确定电话目的 第二步：听话技巧-准确获得信息 第三步：把握形势-给出建议 第四步：注意礼节-拉近距离你一定会用到的聊天、招待客户必备！Blog：新浪：爱洗澡的小猫 http:/ MSN:
