赢在细节、线上成交–
电话销售精英实战训练

. . .

【课程收益】

·  提高电话销售人员成交技能，坚定营销人员对于电话营销的信心

·   降低公司电话销售人员的流失率

·  使电话销售人员工作时保持在巅峰状态

·  使电话销售人员遭到拒绝后，仍旧信心十足

·  使电话销售人员快速与客户建立亲和力与信赖感

·  准确把握需求，快速成交有意向的客户

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【课程大纲】

第一讲  电话销售基本功

 （电话销售：会者不难，难者不会）

1、坐席每天打电话，电话销售卖的究竟是什么？

2、天天被拒绝，客户究竟买的是什么？

3、客户嫌贵的根本原因是什么？

4、什么原因导致客户快速挂机？

★训练一：声音、说话艺术的测试及训练

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第三讲  电话销售的关键流程

流程一：好的开场白等于成功了一半

——迷你裙理论

流程二：产品要介绍到心里，不是耳朵里

——《万能四句话》适用所有产品卖点

流程三：问话式营销，在沟通中把握或者刺激客户需求

——答得好不如问得好，一问抵七说

1.激发参与的问题要点

2.激发欲望的问题要点

3.说服客户的问题要点

4. 阻止客户做决定（拒绝）的问题要点

5. 引导谈话主题的问题要点

1 话术案例一：与客户初次接触

★训练三：提问技巧的测试及训练

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讲师介绍

XXXX（XXXX XXXX）

XXXX 老师，他10 年磨一剑，只专注电话营销领域的研究与实践，XXXX老师是位有着丰富的实战经验与骄人业绩的从一线充满硝烟的战场下来的实战派讲师，他的一线电话营销跨越多个行业，地产、B2B、美容、金融，他有着3 年一线电话营销经验，5 年电销管理经验，4 年职业讲师与顾问师经验，他三个月就升为电销主管，一年就成为销售冠军，至今记录无人打破，他带领的团队不仅业绩骄人而且有很高凝聚力与很低的流失率。XXXX老师培训场次超过1000 场以上，他不仅四处讲课传道授业，自己还创办了两家公司，公司业绩以每月20%增长，每年几倍的速度超越，他的理论结合他的经验，方法与工具与时俱进符合实际，实操性很强。他的为人不仅得到了员工的认可与追随，也得到了市场与客户的一致好评，他被业界尊称为电话营销魔法训练师！XXXX老师培训与咨询讲究务实落地，坚持效果才是硬道理，一切以业绩为导向，用数字说话！XXXX老师，是一位真正从基层做起，从企业走出来的实战讲师。

The Winning Is in the Details;
Closing Deals During the Call — Practical Training in the Essence of Telephone Sales

 . . .

 Benefits of This Course

·   Increase telesales staff’s skill in closing deals; firm up marketing staff’s confidence in telemarketing

·   Decrease attrition among the company’s telesales staff

·   Enable telesales staff to stay at the top of their game as they work

·   Enable telesales staff to remain fully confident after getting rejections

·   Enable telesales staff to quickly establish affinity and trust with customers

·   Accurately grasp needs and swiftly close deals with customers who show interest

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Course Summary

Session 1:  Fundamentals of Telephone Sales

(Telesales: Easy for those who know the how’s, difficult for those who don’t.)

1. Agents are on the phone every day. What exactly are they selling in these phone sales?

2. They get rejections every day. What exactly are customers buying?

3. What’s the root cause of customers complaining that something is too expensive?

4. What causes customers to hang up quickly?

Exercise 1: Assessment and practice of the art of voicing and speaking

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Session 3: Key Processes in Telesales

Process 1: Good opening words are half the battle.

–The miniskirt theory

Process 2: When introducing a product, appeal to the heart, not the ear.

—Four Universal Maxims that apply to talking up the selling points of any product

Process 3: The questioning method of marketing; grasping or stimulating customers’ needs through communication.

–Skillful questioning trumps skillful answering; one question is worth seven explanations

1. Essentials of questions that stimulate joining

2. Essentials of questions that stimulate desires

3. Essentials of questions that win customers over

4. Essentials of questions that keep customers from making a decision (rejecting)

5. Essentials of questions that lead to the main topic of conversation

1 Conversational technique, case 1: Initial contact with a customer

Exercise 3: Assessment and practice in questioning techniques

. . .

III. Introduction to the Instructor

XXXX XXXX

XXXX has dedicated himself with a single-minded focus to research and practice in the field of telemarketing. Instructor XXXX is a practical-style instructor with a wealth of actual experience and an impressive track record who came out of the front-line trenches. His front-line telemarketing spans multiple industries, including real estate, B2B, the beauty industry, and finance. He has three years of experience in front-line telemarketing, five years of experience in telemarketing management, and four years of experience as a professional lecturer and consultant. He rose to the position of telemarketing executive in just three months and became a champion salesperson in only one year, and no one has yet broken his record. The teams he leads not only perform at impressive levels, but enjoy very high cohesion and extremely low attrition. Instructor XXXX has given over 1,000 trainings. Not only does he travel extensively to lecture and teach, but he has also founded two companies whose performances are growing by 20% a month and expanding by multiples each year. His theories dovetail with this experiences, and his methods and tools are in step with the times, realistic, and highly useable. His conduct and character have not only won his staff’s approval and emulation, but also unanimous praise from the market and from customers, with the industry hailing him as the wizard trainer of telemarketing! Instructor XXXX’s training and consulting emphasize treating concreteness and an insistence on results as absolute principles, letting performance guide everything, and speaking with data! Instructor XXXX is someone who truly began at the entry level and was steeped in enterprise before emerging as a practical instructor.