转-打英文电话销售技巧 How to Make a Successful Cold Call

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外贸销售技巧中，打电话非常重要。方便，快捷，容易建立信任感，拉近客户距离，今天你电话了吗？
How to Make a Successful Cold Call
While there are plenty of ways to get sales leads, sometimes you end up having to call people you've never met. This process, known as "cold calling,"冷电话 is actually easy-but only if you know how to do it.
如果对任何一个“冷拨”做好十足的准备，信心自然增加，不紧张，任何一个人都做得到。
Here's a step-by-step guide.
1. Introduce yourself. When you get through to a prospect, say:
You: Hello [prospect's first name], this is [your name] from [your company] ...
2. Obtain permission to continue. Without waiting for the prospect to respond, immediately ask the following question:
You: ... Have I caught you in the middle of something?
So, the whole opener should sound like: "Hello, Jim, I'm John Doe from Acme. Have I caught you in the middle of something?" Exactly like that.
In most cases, the prospect will respond one of three ways:
"It's always a bad time, but what's this all about?"
"No, this is not a bad time. What can I do for you?"
"I'm in the middle of something. Call me later this afternoon."
首先获得对方的许可才能继续，这非常有必要，免得不识时务，更引起客户的反感，这个不懂礼貌的家伙！所以开场白的第一印象分——100！
但是士气一定要有，不能因为对方的拒绝而匆匆挂断，还是要镇定，让我们继续......

If you get the third response, go to Step 3.
Otherwise, skip Step 3 and proceed directly to Step 4.
3. Reschedule the conversation. If you get that last response, say:
You: Thanks, I'll call you then.
Make a note in your calendar to call again at that time. Call back at the time that you committed to do so. If your prospect answers the phone, proceed to Step 4.
However, if when you call back, you land in voicemail, leave this message:
You: Joe, you asked that I call you around this time, but it looks like you're out. Call me at XYZ number, but if I don't hear back from you by this Friday, I'll call you on Tuesday.
Then call back when you said you would. When you get finally through, proceed to Step 4.
一定要有记性，避免下一次同样的时间吃个哑巴亏。
最好能问到方便联系的时间 ，又或者问到邮箱地址等等，总之直接挂断是挺遗憾的。
如果回电继续无人接听，留言是必须的，锲而不舍金石可镂，伙伴们加油！

4. Continue the conversation. If in Step 2 you got one of the first two responses, say:
You: I know I'm calling you out of the blue, but sometimes if I don't know anyone at the company I'm calling, this is the only way to develop a relationship. All I want to do right now is quickly introduce myself, my firm, and my offering.
As I mentioned, I'm with [your company] and we help companies [what your company does] and I was wondering how to best position myself to determine if our product may be a fit for you?
Most of the time, the prospect will either continue the conversation or point you at somebody who is more appropriate. In either case, you've successfully made the cold call and are moving the sale forward. Congratulations!
大多数时候，无论是能继续电话或者找到了准确的推销人，你已经成功地进行了冷拨，并正在成功营销的大路上。恭喜！
Your next step, of course, is to qualify the lead to confirm whether or not this is a real opportunity.
要让买家感觉你是为了他们着想，为了他们的前景，为他们工作，无疑你将走进他们的心里。