所谓“万事开头难”，市场开发自然是销售工作中的难点，尤其在第三终端，客

所谓“万事开头难”，市场开发自然是销售工作中的难点，尤其在第三终端，客户开发更是一种辛苦活儿，巧妙运用电话拜访是市场开发的一种有效手段。不过，电话拜访工作并不是从拿起电话的那一刻才开始，充分的电话拜访前准备能够大大提高电话拜访的成功率。

在客户开发过程中，电话拜访通常是业务员与客户的第一次交流，其目的在于：1.拉近与客户的距离；2.了解客户对企业及企业产品的印象；3.了解客户的销售状况；4.了解客户对产品的需求；5.了解竞争对手的相关信息及资料等等。总之，情况了解得越多越有利于销售，但要注意一个原则——循序渐进，必须首先拉近与客户的距离，在取得客户的信任后，才能了解客户的其他情况。

如何快速拉近业务员与客户的距离呢？首先可以通过商业公司提供的资料初步了解客户，确定电话拜访对象后，利用娴熟的语言技巧、亲和力的开场白迅速拉近距离。

[应对办法]

电话拜访的语言技巧：

在电话拜访中，语言技巧尤其重要。语言技巧有3个要素，即语音、语速、语调。语音一般分为高、中、低3种，高音适用于会议发言或演讲场合，低音适用于密谈或不肯定的状态，中音则适用于正常的电话沟通与交流；语速一般分为快、中、慢3种，语速快通常用于紧急事务的沟通，语速慢适用于散漫放松的状态，中速适用于正常的沟通交流；语调也分为高、中、低3种，语调低意味着重大事件，正常中调用于常规事务，语调高扬富有更强的感染力。

开场白是电话拜访中最关键的第一步，必须充分体现尊重和礼仪，可用敬语“您”并借用与商业公司的紧密合作关系间接获取客户的信任，简洁地自报家门以免让客户产生唐突感。开场白可参考多种形式，如开门见山式、赞美式、好奇式、热情式（寒暄）、请求式等等。

在令人愉悦的开场白后，业务员可以请求或引导客户提供自己需要的信息，比如客户对产品品类的需求、对产品价格带的需求、对产品质量的需求。收集这些信息，有利于业务员迅速地从企业的产品组合中挑选出能够满足客户的产品“敲门砖”，可能直接达成目的，或为实地拜访做完美铺垫。

結果 (英文) 1:

"All beginnings are hard" market development of natural sales, customer development, especially in the third terminal is a hard job, clever use of cold calling is an effective means of market development. However, the phone call work is not started from the moment of picking up the phone, full phone call preparation can greatly improve the success rate of the phone call.

In Customer development process, the phone call is usually the first exchange in the clerk and customers, with the aim of: 1. Narrow the distance with customers; 2. Understand the customer the impression of the enterprise and corporate products; 3. Understand customer sales; 4.Understanding of customer demand for the product; 5. Understand the competitive information and information and so on. In short, the understanding of the situation the more the more conducive to sales, but pay attention to a matter of principle - step-by-step, you must first narrow the distance with customers, in order to understand the other circumstances of the customer to obtain the trust of customers.

How to quickly narrow the distance between the clerk and customers? First a preliminary understanding of the information provided by the commercial company customers, to make sure the phone to visit the object using the skill of language skills, the the opening remarks rapid draw closer affinity.

[Responses]

phone call language skills:

In the phone call,Language skills are particularly important. Language skills of three elements, namely, voice, speech rate, intonation. Voice is generally divided into high, medium and low three kinds of treble applied to the occasion of the conference speakers and speeches, bass suitable for closeted or not sure of the state, alto suitable for normal telephone communication and exchange; generally divided into fast speech rate, , slow speaking speed is usually used for urgent matters to communicate, to speak slower for the undisciplined state of relaxation, medium suitable for normal communication; intonation is also divided into high, medium and low three kinds, low tone means that a major event, the call of normal regulatory affairs, tone of Praise rich more appeal.

Opening remarks the most critical first step is a phone call, you must fully reflect the respect and etiquette, available honorific "you" and borrow indirectly close working relationship with commercial companies to obtain the trust of customers, concise yourself first so as not to allow customers to create abrupt feeling. Opening remarks refer to a variety of forms, such as straight to the point, praise, curious type, warm style (greeting), on-demand, and so on.

The enjoyable opening remarks, the clerk can request or guide customers with the information they need, such as customer demand for the product category, the demand for the product price band, the demand for product quality. Collect such information,Conducive to the clerk quickly pick out the product portfolio to meet the customer's product "stepping stone" may reach the goal, or do the perfect bedding for site visits.

結果 (英文) 2:

"everything is hard in the beginning", market development is naturally difficult sales work, especially in the third terminal, client development is a hard work, the clever use of a telephone call is an effective means of market development. However, a telephone call and not from picking up the phone at that moment start, full call preparation can greatly improve the success rate of telephone visit.

in customer development process, a telephone call is usually the first exchange of clerks and customers, its purpose is to: 1 close the distance with the customer; 2 to understand the customer impression of the enterprise and enterprise products; 3 to understand the customer's sales situation; 4Understand customer demand for products; 5 competitors relevant information and data and so on. In a word, to know more conducive to sales, but must pay attention to a principle -- step by step, you must first close the distance with the customer, to win the trust of customers, and get to know other customers.

how to quickly narrow the gap between the clerk the distance with the customer? First, through the Business Companies to provide preliminary data to understand the customer, determine the call object, skilled use of language skills, affinity opening quickly close distance.

[measures]

call language skills:

in the telephone visit,Language skills are especially important. Language skills have 3 elements, namely, language, tone of voice. Speech is generally divided into high, medium, low 3, treble for conference speech or speech, bass is applicable to commune or uncertain state, Alto is suitable for telephone communication with normal; speed is generally divided into fast, slow, fast 3, usually used for emergency communication, speech slow for loose relaxed state, medium suitable for normal communication; tone also divided into high, middle, low 3, low intonation means significant events, normal tone for general affairs, rich tone and stronger infectivity.

.Opening the phone the most critical first step in, must embody the respect and courtesy, "you" and use available honorific close cooperation with Business Companies directly to obtain the trust of customers, succinctly zibaojiamen so that customers have a sense of abrupt. The prologue to form reference many, such as come to the point type, type, type, enthusiastic praise the curious type (Communication), the request and so on.

in the cheerful opening remarks, the salesperson can request or guide the customers with the information they need, such as customer demand, the product category of product prices, the demand on product quality requirements. Collect the information,Conducive to the salesman quickly from the enterprise product portfolio selection can meet the customer's product "astepping-stone to success", can directly reach a purpose, or for a site visit to the perfect foundation.

.

結果 (英文) 3:

The so-called "rough start", market development is naturally difficult point in sales, especially in the third Terminal, customer development is a hard work, cleverly using the telephone call is an effective means of marketing. However, the phone call is not picking up the phone until the moment, get prepared for full telephone call to dramatically increase the success rate of phone call.

In the customer development process, the phone call is usually the salesperson and the customer exchanges for the first time, with the aim of: 1. close the distance with customers; 2. understanding customers ' impression of enterprise and enterprise products; 3. know your customer sales; 4.Understand the customer's needs; 5. understanding competitors of relevant information and data, and so on. In short, the more you know about how better sales, but bearing in mind the principle--step by step, you must first close the distance with customers, customer trust, to understand the customer's other cases.

How fast salesmen and customers closer together does? First data that can be provided by commercial companies to understand customers, verify that the phone call after the object, using strong language skills, affinity of the prologue, speedy close.

[Responses]

phone call language skills:

in the phone call,Language skills are particularly important. There are 3 elements of language skills, namely, voice, speed and intonation. Voice General is divided into high, and in the, and low 3 species, treble applies Yu Conference statement or lecture occasions, bass applies Yu talking or not certainly of State, tenor is applies Yu normal of phone communication and Exchange; speed General is divided into fast, and in the, and slow 3 species, speed fast usually for emergency Affairs of communication, speed slow applies Yu loose relax of State, in the speed applies Yu normal of communication exchange; tone also is divided into high, and in the, and low 3 species, tone low means with major event, normal in the adjustable for General Affairs, tone high rich more strong of appeal.

Prologue, is the most critical first step in a telephone call, must fully reflect respect and etiquette, honorific, "you" and work closely with commercial companies borrowed indirectly get the trust of customers, succinctly give self-introduction so that customers have a sense of this. Prologue may refer to a variety of forms, such as straight, praise, curiosity and enthusiasm (small talk), on-demand, and so on.

In the pleasing phrase, the salesperson can boot request or provide customers with the information they need, such as customer demand for products, the demand for product prices, demand for product quality. Collect this information,Benefit from enterprise sales quickly singled out to meet customer's product portfolio, "stepping stone", probably directly to an end, or do the perfect bedding for the on-site visit.