电话陌拜方法四｜全新差异化方法

Rainmaking Conversations 读书笔记

电话陌拜 · 方法四｜全新差异化方法（New and Different Method Approach）

English Original

Karl, I'm Laura Roslin. 

I'm with Picon Strategies. Your COO Jim Smith suggested that I give you a call. 

We work with technology companies to help them get their salespeople up to speed as experts in their fields and selling full tilt very quickly after they are hired. 

The reason I'm calling is that we've been working with companies such as Centurion and Viper Systems to help them reduce their ramp-up times for new sales reps by 50 percent, while at the same time decreasing new rep turnover by 15 percent in a breakthrough new way… 

PAUSE. 

How we've solved the problem is pretty different than, I'm guessing, anything you've seen. But we won't know that until we share it with you. 

Right now I'm looking to discuss our approach next Tuesday morning or Wednesday morning—which works best for you?

七模块简洁拆解

1. Name 自我介绍

报上姓名，明确来电人身份。

2. Organization 介绍公司

说明所属机构，建立身份背书。

3. Referral 提及推荐人

由对方COO Jim Smith推荐来电，增加信任度。

4. What we do 说明业务

服务科技公司，帮助新销售快速成长、高效出单。

5. Capture attention 抓取注意力

分享合作案例：将新销售培养周期缩短50%、流失率降低15%，用成果吸引客户，话术停顿留白。

6. Offer, generate interest 激发兴趣

强调解决方案独特新颖，市面少见，制造好奇与期待。

7. Call to action 邀约面谈

给出二选一时间段，预约深入沟通方案细节。

​

方法核心

以推荐人建立信任，用可量化成果吸引关注，重点突出方案的独特性与创新性，精准匹配客户对高效销售培养的需求，高效促成面谈。