专业化销售与服务流程二客户约访

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,/11,Click to edit Master title style,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,10,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,5,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,7,/11,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,-,*,-,专业化销售与服务流程,(,二,),客户约访,银保客户经营转岗人员培训,3,客户拜访,4,促成与拒,绝处理,五步法,2,客户约访,1,名单筛选,5,售后服务,与转介绍,转介绍,课程导入,2,学习目标,一、了解客户约访工作的重要性,二、掌握电话约访的方法和技巧,3,为能获得与客户见面的机会，我们需要？,1.,准备好,足够的准客户名单,2.,相信自己,能做得到并真的行动起来,3.,为电话约访,做好,准备,4.,检讨,自己的表现,一、客户约访的准备工作,4,一、客户约访的准备工作,安排约访,公司名单,缘故客户,陌生拜访,约见服务,邀约活动,需求面谈,成交,？,？,？,？,？,？,？,？,何为足够,的准客户？,5,P,rospect,L,ists,准客户名单,R,eserve,足够的客户,资源,P,lace,地点,D,esk,办公桌,一、客户约访的准备工作,外在条件,6,P,ractice,练习,R,elax,放松,E,nthusiasm and confidence,热忱和信心,S,mile,微笑,S,ell only the interview,只销售面谈,一、客户约访的准备工作,内在条件,1.,寒暄,确认接听者身份,2.,自,我介绍,确认,自己有没有打扰客户,3.,说明目的,4.,要求面访,5.,约定时间和,地点,二择一法提出拜访要求,6.,拒绝处理,为以后再次约访做好铺垫,二、电话约访的话术要点,8,1.,我没空,我不需要,客户在外出差,我买了这么久，都没人和我联系过（抱怨型的客户）,我是在银行买的，我直接去找银行,处理,你们那个产品时间太长了，我要退掉,你们那个产品收益太差了，我要退掉,其他原因,三、电话约访的拒绝处理,常见的拒绝理由,9,1.,请在座的学员两两一组，每组至少演练两种以上的拒绝情况，同时研讨提出一种新的客户拒绝理由，并提出解决方案；,2.,演练时间：,30,分钟。,拒绝处理随堂演练,演练要求,10,谢谢,Thank You,