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<!--nav end--> <div style="clear:both"></div> <div class="middle"> <!--left begin--> <div class="left"> <div class="zx_part2"> <div class="posit2"><span>您现在的位置:</span> > <a href="http://www.zslvhua.com">中国直销¾|?/a> > <a href="/newst4p1.htm" target="_blank">直销知识</a> > 把握潜在客户 如何½Hç ´ä¸‰å¤§é”€å”®éšœ¼„?/div> <div class="zx_wz"> <h3>把握潜在客户 如何½Hç ´ä¸‰å¤§é”€å”®éšœ¼„?/h3> <p><span>来源åQšä¸­å›½ç›´é”€¾|? æ—¥æœŸåQ?012-8-28 17:25:22   ‹¹è§ˆ‹Æ¡æ•°åQ?script type="text/javascript" src="/list/scan.aspx?id=1908&t=news"></script></span></p> <P>把握潜在客户 如何½Hç ´ä¸‰å¤§é”€å”®éšœ¼„?</P><br><P>  ä¸ÞZ½ çŸ¥é“你的潜在™å‘Ö®¢åQŒå¦‚何与他们接触是一件大伤脑½{‹çš„事,有效的方法有三种åQ?/P><br><P>   1åQŽå†™ä¿¡ã€‚写信是一件简便但å¤ÞpÓ|率较高的æ–ÒŽ³•ã€‚运用该æ–ÒŽ³•æ—¶åº”注意åQšä¸€åQŒè¦ä½¿æ”¶ä¿¡äh清楚了解你在兛_¿ƒä»–的需要;二,要ä×o收信人心中在疑惑哪种æ–ÒŽ³•æ‰èƒ½æœ€å¤§é™åº¦æ»¡­‘³ä»–的需求;三,要求会晤ã€?BR> <BR>   2.电话。电话是最常用的与潜在™å‘Ö®¢æŽ¥è§¦çš„å·¥å…øP¼Œéœ€æ³¨æ„çš„是åQŒç»ä¸åº”在会晤面¾l™äºˆ˜q‡å¤šçš„资料,以免影响会谈的效果。在你用电话˜q›è¡ŒæŽ¨é”€æ—Óž¼Œåº”避免选择于新客户åQŒå°¤å…¶æ˜¯â€”些关键话应留在与顾客面寚w¢æ—¶æ‰è¯´ã€?BR> <BR>   3åQŽçªå‡ÖM¼šè°ˆã€‚突击访问潜在顾客能收到省时高效的效果,但应注意åQšä¸€åQŒä¸åº”在两次¾U¦ä¼šä¸­è¿›è¡Œè®¿é—®ï¼›äºŒï¼Œè¦äº†è§£æŽŒæ¡ä¸æ½œåœ¨™å‘Ö®¢çš„一些情况后再突è®Ñ€‚假如你不能预约好,不要重复½Hå‡»è®‰K—®åQŒå› ä¸ÞZ»–们会准备好拒你于门外的方法,˜q™æ—¶åº”尽量采用电话。但在另一斚w¢åQŒåœ¨½Hå‡»è®‰K—®æ—Óž¼Œä¸è¦å…ˆæ‹¨ä¸ªç”µè¯ç»™æ½œåœ¨™å‘Ö®¢åQŒå› ä¸ÞZ»–拒绝与你会晤åQŒé‚£ä¹ˆä½ ˜qžçªè®¿çš„æœÞZ¼šä¹Ÿå¤±åŽÖMº†ã€?BR> <BR>   在突击访问时åQŒæ½œåœ¨é¡¾å®¢çš„¿U˜ä¹¦æ˜¯ä¸€å¤§éšœ¼„ï¼Œåº”尽量少¾l™ä»–们资料,¾lä¸¾l™ä»–们名片。因ä¸ÞZ½ æ„ˆç»™ä»–们资料åQŒä»–们便能够扑ֈ°å€Ÿå£è€Œæ‹’你于门外。你应假设自己有权与潜在™å‘Ö®¢ä¼šæ™¤åQŒä¸è¦è¡¨çŽ°çš„很èÊYå¼Þqš„样子。对¿U˜ä¹¦çš„问话应½Ž€å•åº”对,ž®½é‡é¿å…å›žç­”“你找他有什么事å?”的问话ã€?BR> <BR>   同时åQŒåº”把握以下要点åQšâ€”,不要试图向秘书推销åQ›äºŒåQŒä¸è¦è®©ä»–给你找一个不能作ä¸Èš„人;三,假如你想扄¡š„äºÞZ¸åœ¨ï¼Œä¸è¦ç•™ä¸‹ä½ çš„名字åQ›å››åQŒåº”ž®½é‡é‡‡å–ä¸ÕdŠ¨åQŒä¸è¦ç•™ä¸‹ç”µè¯å·ç ï¼›äº”,不要留下有关销售册子和电话åQŒè¿™åªä¼š‹¹ªè´¹ä½ å…¬å¸çš„金钱和时间ã€?BR> <BR><STRONG>   把握6W——攻克约谈的é™ïL¢<BR></STRONG> <BR>   假如你过了第一兛_·²èƒ½ä¸Žå®¢æˆ·è§é¢åQŒç›¸è°ˆæœ‰å…³ç”Ÿæ„ä¹‹äº‹ï¼Œ˜q™æ—¶ä½ åº”注意下列几点åQ?BR> <BR>   1åQŽåˆ‡å‹¿åœ¨æŽ¥å¾…处谈论生意。因ä¸ø™¿™¾l™äh—种不诚恳的感觉åQŒè€Œä¸”接待处往往人多åQŒè¢«òq²æ‰°çš„可能性很大,会ä×o™å‘Ö®¢æ„Ÿåˆ°ä¸èˆ’服。谈话的地点通常不难扑ֈ°åQŒç»™™å‘Ö®¢ä¸€ä¸ªæš—½Cºï¼Œè¯´ä½ éœ€è¦ä¸€å¼ æ¡Œå­ï¼Œòq¶å°½é‡ä¿æŒç«™ç«‹ç›´åˆîC»–带你˜q›å…¥åŠžå…¬å®¤äؓ止ã€?BR> <BR>   2åQŽä¸è¦å¿˜è®îC¹°å®¶ä¸ŽæŽ¨é”€å‘˜åŒæ–¹åˆæœŸåœ¨å¿ƒç†ä¸Šæ˜¯å¤„于相对åœîC½åQŒä¹°æ–¹å¤„于守势,而推销员则处于æ”ÕdŠ¿ã€‚因此会谈时座视办公桌äؓ交战¾UŽì€”—一个会谈中的实体障¼„ã€‚尽量与买家坐在同一边,å¯ÒŽ–¹åæ—¶å‹¿ç«™ç«‹ï¼›å¯ÒŽ–¹ç«™ç«‹æ—¶ä¹Ÿå‹¿åä¸‹ã€?BR> <BR>   3åQŽä½ è¦äº†è§£è‡ªå·Þqš„产品服务能否满èƒö™å‘Ö®¢çš„需求,假若能够的话固然最好,否则åQŒä½ åº§èƒ½å¤Ÿæå‡ºé¡¾å®¢çš„要求òq¶ä¸é‡è¦çš„理由和他应注意的一些更重要的标准ã€?BR> <BR>   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