<p>&nbsp;</p> <div align="center">回答问题时&nbsp;清晰明确</div> <div align="center">处理拒绝时&nbsp;镇定自若</div> <div align="center">面对犹豫时&nbsp;果断决定</div> <div align="center">&nbsp;</div> <div align="center">时刻告诉自己：</div> <div align="center"><span>&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; </span>打电话的目的是面谈</div> <div>&nbsp;</div> <div>&mdash;&mdash;讲师讲述</div> <div>在销售领域电话不是用来诉颂衷肠的，而是争取与客户面谈的机会，任何的技巧、话术都是为了这相同的目的。在实际运用中是如何使用这四种技巧的</div> <div>&nbsp;</div> <div><span>一、</span>&mdash;&mdash;打出投影片8</div> <div>&mdash;&mdash;发随堂讲义2</div> <div>&nbsp;</div> <div>&mdash;&mdash;讲师讲述</div> <div>从以上对话中，我们发现销售员使用的技巧：</div> <div><span>1、</span>有一个吸引许总的开头</div> <div><span>2、</span>提出面谈的要求</div> <div><span>3、</span>利用停顿获得地址</div> <div><span>4、</span>从容处理拒绝</div> <div><span>5、</span>消除对方压力</div> <div>&nbsp;</div> <div>&nbsp;</div> <div>&nbsp;</div> <div><span>二、</span>&mdash;&mdash;打出投影片9</div> <div align="center">自&nbsp;我&nbsp;介&nbsp;绍</div> <div align="center">运&nbsp;用&nbsp;介&nbsp;绍</div> <div align="center">引&nbsp;起&nbsp;兴&nbsp;趣</div> <div align="center">简&nbsp;单&nbsp;恭&nbsp;维</div> <div align="center">排&nbsp;除&nbsp;异&nbsp;议</div> <div align="center">约&nbsp;请&nbsp;见&nbsp;面</div> <div align="center">再&nbsp;次&nbsp;确&nbsp;认</div> <div align="center">友&nbsp;好&nbsp;道&nbsp;别</div> <div>&nbsp;</div> <div>&mdash;&mdash;讲师总结</div> <div>根据上述案例我们不难发现无论制作电话脚本还是实际拨打电话，都在遵循这样的顺序。正如赛马游戏一样，冠军就是属于领先一点点的那一位。</div> <div>&nbsp;</div> <div><span>三、</span>&mdash;&mdash;打出投影片10</div> <p>电话约谈讲师手册4页.doc</p>