《专业化销售与服务流程二客户约访》由会员分享，可在线阅读，更多相关《专业化销售与服务流程二客户约访（11页珍藏版）》请在装配图网上搜索。
1、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 t
2、o 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 e
3、dit 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,,
4、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
6、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
7、,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,,
8、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,
专业化销售与服务流程二客户约访
