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1、准客户开拓之准客户开拓之准客户开拓之准客户开拓之- - - - 转介绍演练与通关转介绍演练与通关转介绍演练与通关转介绍演练与通关Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.课程大纲课程大纲I.I.准客户开拓的原则准客户开拓的原则II.II.准客户的来源准客户的来源III.III.准客户的追踪准客户的追踪IV.IV.转介绍要点回顾转介绍要点回顾V.V.转介绍话术转介绍话术VI.VI.案例示范案例示范VII.VII.
2、角色扮演及反馈角色扮演及反馈VIII.VIII.通关通关IX.IX.结论结论1.6（1）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.准客户开拓的原则 持续的准客户开拓不同类型的准客户开拓详细的追踪系统Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pt
3、y Ltd.准客户来源u准客户来源有哪些?u从哪种渠道可以获得优质的准客户?Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.准客户追踪记录每位准客户的资料，以便了解：有效来源成功率保持准客户的数量成功者常保持佳绩!Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspo
4、se Pty Ltd.转介绍客户开拓法询问的时机询问的方式追踪的方式追踪的时机Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.转介绍要点回顾转介绍要点回顾步骤步骤1.6（2）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.转介绍话术转介绍话
5、术索取转介绍的话术索取转介绍的话术未成交客户收集名单话术未成交客户收集名单话术回访时的转介绍话术回访时的转介绍话术递送保单时的转介绍话术递送保单时的转介绍话术促成后的转介绍话术促成后的转介绍话术1.6（3）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.转介绍话术转介绍话术索取转介绍异议处理的话术索取转介绍异议处理的话术1.6（4）Evaluation only.Created with Aspose.Slides
6、for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.转介绍心理学如果我未经许可就进行询问，如果我未经许可就进行询问，可能会危及到彼此的关系。可能会危及到彼此的关系。Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.案例示范案例示范示范时学员观察要点示范时学员观察要点是否遵循六步骤是否遵循六步骤转介绍时机的把握转介绍时机的把握话术运
7、用话术运用自信度自信度异议处理异议处理转介绍引导转介绍引导1.6（5）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.角色扮演及反馈角色扮演及反馈角色分配角色分配角色角色A A：营销员：营销员角色角色B B：准客户：准客户角色角色C C：观察者：观察者演练与反馈演练与反馈1.6（6）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profi
8、le 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.演练总结演练总结1.6（7）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.通通 关关1.6（8）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.E
9、valuation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.通关要求通关要求通关通关时遵循转介绍六步骤原则时遵循转介绍六步骤原则学员熟悉情景案例学员熟悉情景案例角色扮演注重真实性角色扮演注重真实性通关时间掌控通关时间掌控通关方法通关方法1.6（9）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004
10、-2011 Aspose Pty Ltd.通关标准通关标准按照角色扮演反馈表中的十项进行按照角色扮演反馈表中的十项进行考评。考评。达到达到6 6项为及格；达到项为及格；达到7 7项为良好；项为良好；达到达到8 8项为优秀。项为优秀。1.6（10）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.结结 论论 不要试图发明新的轮子不要试图发明新的轮子 熟练使用验证过的话术熟练使用验证过的话术1.6（11）Evaluation only.Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0.Copyright 2004-2011 Aspose Pty Ltd.
