自己总结的销售技巧（二）两个帮助
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana"><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">昨天给新来的员工做了一些简单的培训</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">今天又做了一些简单的培训</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">我觉得这些是不错的总结</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">可以尝试着把她总结出来</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.<BR><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">首先</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">是关于销售人员的心态</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">讲的是一个镜框和里面花的故事</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">我想告诉他们的是</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">:</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">如果遭遇客户的拒绝</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">那么</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">你一定要有一个清楚的概念</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">客户拒绝的是镜框里面的东西</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">而不是镜框本身</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">所以</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">在我们电话销售的时候</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">无论怎么遭遇客户的拒绝</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">都不要觉得受到了打击</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">不要觉得我怎么这么差劲啊</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">因为客户拒绝的并不是你</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">只是他不需要的产品</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p></SPAN></P><P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 24pt; TEXT-INDENT: -24pt; mso-char-indent-count: -3.0; mso-char-indent-size: 8.0pt"><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana"><BR></SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">然后讲了为什么会遭到拒绝</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">讲述了一个别人向我们送一些宣传册的例子</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">平时我们不需要的时候我们随手就把册子丢了</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">但是当我们需要的时候</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">我们却到处去找</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">如果找不到</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">还要去借</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">这个主要是说明了如果客户拒绝我们主要是因为他们目前不需要的原因</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana"><BR><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">然后讲了一般美容顾问比如雅芳他们会如何推荐他们的产品</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">讲述了他们主要是通过发问的方式来进行引导的</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">那么我们也要通过发问的方式来进行引导</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">这个问的技巧也是非常重要的</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.<o:p></o:p></SPAN></P>
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana"><BR><SPAN style="mso-spacerun: yes"> </SPAN></SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">然后跟他们讲了关于在打电话过程中两个帮助的技巧</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">这个可以说是神来之笔</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">举了问路的例子</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">一般我们是不会拒绝跟我们问路的人的</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">因为这个过程本身不会对我们的利益构成危害</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">所以我们可以在跟不是主要的负责人联系的时候以请求他们帮助的口吻获得必要的信息</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">但是一旦我们见到主要的决策人</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">那么我们就要换一个角度</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">要站在客户的角度</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">,</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">帮助客户解决问题</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.</SPAN><SPAN style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana">我觉得这两个帮助是解决电话销售的核心</SPAN><SPAN lang=EN-US style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana">.<o:p></o:p></SPAN></P>
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<P> </P> <p></p><p>哈哈 讲的好听 顶!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!</p> 很好，就是字太小了，我年纪比较大了，有点老花眼了，看非常吃力。 <p>字太小了，</p><p></p><p> 有点吃力</p> <p>没觉得怎样，很一般的东西。</p> 好好干.有前途 <span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">昨天给新来的员工做了一些简单的培训</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">今天又做了一些简单的培训</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">我觉得这些是不错的总结</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">可以尝试着把她总结出来</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.<br/><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">首先</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">是关于销售人员的心态</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">讲的是一个镜框和里面花的故事</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">我想告诉他们的是</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">:</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">如果遭遇客户的拒绝</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">那么</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">你一定要有一个清楚的概念</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">客户拒绝的是镜框里面的东西</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">而不是镜框本身</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">所以</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">在我们电话销售的时候</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">无论怎么遭遇客户的拒绝</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">都不要觉得受到了打击</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">不要觉得我怎么这么差劲啊</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">因为客户拒绝的并不是你</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">只是他不需要的产品</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.<p></p></span><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt 24pt; TEXT-INDENT: -24pt; mso-char-indent-count: -3.0; mso-char-indent-size: 8.0pt;"><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;"><br/></span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">然后讲了为什么会遭到拒绝</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">讲述了一个别人向我们送一些宣传册的例子</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">平时我们不需要的时候我们随手就把册子丢了</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">但是当我们需要的时候</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">我们却到处去找</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">如果找不到</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">还要去借</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">这个主要是说明了如果客户拒绝我们主要是因为他们目前不需要的原因</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.<p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;"><br/><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">然后讲了一般美容顾问比如雅芳他们会如何推荐他们的产品</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">讲述了他们主要是通过发问的方式来进行引导的</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">那么我们也要通过发问的方式来进行引导</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">这个问的技巧也是非常重要的</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.<p></p></span></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;"><br/><span style="mso-spacerun: yes;"> </span></span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">然后跟他们讲了关于在打电话过程中两个帮助的技巧</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">这个可以说是神来之笔</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">举了问路的例子</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">一般我们是不会拒绝跟我们问路的人的</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">因为这个过程本身不会对我们的利益构成危害</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">所以我们可以在跟不是主要的负责人联系的时候以请求他们帮助的口吻获得必要的信息</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">但是一旦我们见到主要的决策人</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">那么我们就要换一个角度</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">要站在客户的角度</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">,</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">帮助客户解决问题</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.</span><span style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: 宋体; mso-ascii-font-family: Verdana; mso-hansi-font-family: Verdana;">我觉得这两个帮助是解决电话销售的核心</span><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">.<p></p></span></p> <h1><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;">字太小了</span></h1><h1><span lang="EN-US" style="FONT-SIZE: 8pt; COLOR: #333333; FONT-FAMILY: Verdana;"></span></h1>
好贴！
好贴·！ 招不在多，在于精。就这几招用熟了就成功了。
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