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外贸电话开发客户技巧之天龙八音:杀

通过电话杀入对方公司内部,让对方公司前台接线员为你服务。
我们做业务的是不是都一心想找采购? 是不是经常会直接说,我们看看下面的情景会发生什么情况?
情景1:
业务员:“Good morning.I would like to speak with your manager of purchase. Is that person in office?”
接线员:“Who is this? Who are you? What is this about?”
这样打电话通常会遭到接线员的拒绝和抵触。
情景2:
业务员:“Good morning,Oh,You have a lovely voice.This is Wolf from ABC company and I’d like to speak with your purchase manager. Would you be a sweet heart and connect me over?”
接线员:“What? I can not help you unless I know what is regarding.”
这样想通过恭维接线员来达到找采购的目的,也常常会被拒绝,接线员看不到你,不知道你有多帅,这样恭维如同情景3:
业务员:“This is Wolf from ABC company. Connect me with your director of purchase.”
接线员:“Who are you with? Do you have the person’s name that your are looking for? If you have no, I can not connect for you.”
如果不知道对方公司联系人名,直接打电话找人,也会遭到拒绝。找死。
那么如何杀入?
我们用以下技巧:让你的声音友好,语速稍慢,听起来专业像老板身份或有决定权的人打来电话。
注意打电话的时候不要透露公司名,因为如果你不是大牌公司,人家也不认识。电话拨通后….

接线员:“Good morning. KKK company. How can I drect your call?”
业务员:“Good morning. This is Wolf and I need you direct me to import department,please.”
接线员:“What is this in regards to, Mr. Wolf?”
业务员:“This is about our business relationship with your firm. We are the developer and exclusive provider of 6 Disk Car DVD player and I’d like to set up a time to talk with your import manager to determine whether
or not this new design product will be of benefit to KKK Company.Will you connect me, please?”
接线员:“Is he expecting your call?”
业务员:“Well, no, not exactly.”
接线员:“Hold on please.”
如何获得对方公司负责人姓名?通过以下技巧获得:
只问对方负责人姓名,不让用接线员转接。仅仅进行火力侦察。一句简短的话即可。
这样的技巧适用于第一次接触开发的公司。这样往往会从接线员那里获得有效信息,正规公司通常不会隐瞒他们的负责人。
业务员:“Hello,This Wolf from ABC company and I would like to find out who your director of import”
接线员:“Mr David is the director”
获得姓名后如何联系对方?通过以回复电话的技巧让接线员转接。
业务员:“Hello, This is Wolf. Mr David want me give him a callback today. Is he in”
或者“This is Wolf. I’m returning David’s call. What’s the best time to catch he in?”
这样接线员几乎都不会拒绝为你转接电话。
国外公司的接线员接到电话的时候通常会自报姓名。这个时候专业,准确,诚恳的声音来打电话,会让你顺利接通客户。比如:
接线员:“KKK Company(或David office)This is Jeny.”
业务员:“Hi, Jeny, I’m trying to reach David.
接线员:“Hold on please.“
也可以这么说
业务员:“Jeny! David called me earlier. I’m trying to reach him, and I hope you can help me out. He said to call him at ten, but I haven’t been able to get in touch with him. Do you mind paging him, or should I call back this afternoon? ”
接线员“Hold on please.