3种常见情况下，打电话的一些思路分享！
想要做好业务，怎么都避免不了打电话这一环节。确实是能非常高效地“逼”客户说出一些你想了解的信息。
不再赘述，接下来我也分享一下我从米课圈各位老师那里学到的一些方法，结合我自己个人情况，稍微写下思路。
打电话之前必须要做的几个重点：
1. 做好详细的客户调查，简单列好几个最想要了解的且有用的点。
2. 打电话之前，你要明白每通电话你要达到的目标是什么。 比如，你是想知道客户对于价格是否满意，是否有进口过，现在在做的是什么行业？还是你要获取某一个人的联系方式？
3. 可以说慢点，发音清楚，用最简单的结构表达出来即可。最重要的是有自信 有效沟通。
4. 用心听客户说 多提问，挖掘客户信息。
情况1：报价后的电话跟进
（一般都是发了报价单，还有Mail Group系列的邮件 一封跟进邮件，一般一周左右，客户还是没有消息，打电话跟进）
思路呈现：自我介绍~问好~直奔主题是否看了报价单~没看,让客户看~看了，询问反馈，提问客户，了解信息）
场景模拟对话1：
业务员：Hello, this is XX from XX in China. Is that Adam speaking？
Adam：Hi, XX, it's me. How are you?
业务员：I'm good. How are you?
Adam：........
(一阵寒暄，闲聊之后）
业务员：Adam, I sent you an email last week, with the quotation sheet for XX product. Have you got it? (直奔这通电话的主题，询问是否收到报价单）
Adam: I got it, but I’m so busy. I haven’t check. （没看）/ Yes, I got it. But the price is too high or …… (看了，客户给了价格反馈或者是其他的反馈)
业务员：OK，I will resend you the quotation email again. Please check my e-mail or call me directly for any questions. (没看，提醒客户看，并记得给我反馈) / OK, I see. Have you imported this product from China before? Can you tell me what’s your price range? (针对客户可能会提出的问题，提前想好怎么回答，再通过问问题，挖掘客户的更多信息)
情况2：报价后很久的电话跟进
（一般报价之后，两周都没有回复的客户，或者是很久都没有联系的已报价客户。怎么都不回你邮件， 需要打电话跟进一下， 弄清究竟是什么原因， 是产品问题呢，还是价格问题？还是别的问题？）
思路呈现：自我介绍~问好~直奔主题看了报价单~没看,让客户看~看了，询问反馈，提问客户，了解信息）
场景模拟对话2：
自我介绍 寒暄
业务员: This is XX from China. I sent you the quotes 2 weeks ago, but no news till now. Have you got my emails?
客户：Which company are you calling from，please？
业务员： XX company, from Shanghai. How’s it going with the quotation?
客户: Ah, yes, I have got your offer, and transferred it to my assistant. She is now busy checking with all the details，and will reply to you before this weekend. (理想情况) / Yes，but we have don’t need it now.
业务员： Nice, thank you. Have a nice day. (礼貌挂断电话) / OK，Have you bought this product from China? (客户说不需要，不要直接想着挂断，多想一步，问客户是否已经从别家买了？能否说一下是哪家供应商？总而言之就是问客户，挖掘信息）
情况3：想获取采购部的有效联系人，简称Cold Call.
思路呈现：自我介绍~询问是否可以跟决策客户直接对话~解释来意~获得采购或决策者的电话和邮箱。
情景模拟对话3：
接线员：Thanks for calling XX company，How can I help you？whom would you like to speak to？
业务员（第一种情况，知道名字）：This is XX from XX, can I speak to Adam, please?
业务员（第二种情况，不知道名字）：I'm not sure whom I should speak to, I wish I knew, but I don't. I think I need a little help, please？
接线员：May I ask what this is regarding?
业务员（说明来意~通用模板1）： this is a sale call. I'm calling from China. We're a Chinese factory. and I want to know whether your company is importing from China or some other Asian countries, do you know that?
Could you please connect me with the purchasing department, please?（请求转接采购部门模板1）
业务员（说明来意~通用模板2）I'm calling for the cooperation of XX products, we're a Chinese supplier and we've worked with many customers for 15 years with good reputation and trade records. ·
Can I talk to someone for purchasing or importing work? （请求转接采购模板2）
Which person do you think it's the right one I should talk to? （公司没有采购部门，请教一下跟谁聊一下比较合适）
OK, let me write down his/her name. and do you know his email address, please? You know, sometimes, people are out of office. If that, I could write an email to him as well.(要邮箱）
Much appreciate your help. you're so nice, thank you. （表示感谢）
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