开发新客户根本无法？您需要更好的策略！

fits of your products or services? Communicate that goal as vividly as you can. Example:With our Catalog Builder software, customers are dramatically reducing their catalog costs and time requirements while growing their top-line sales due to the new markets they’re able to tap.

3. 创设愿景：潜在买家能够从你的电子产品/服务中达成哪些理只想目标？要来使生动地把它描述出来，例如：借助于我们的录入管理软件，买家可以相当程度地降低录入管理成本，并可以在有限的时间内触及大量的优质买家。4. Ask for CommitmentPrepare to ask for what you want to achieve as a result of making this call—for instance, a face-to-face meeting. Example:Would you be open to exploring how we might be able to reduce your costs and drive more sales toward your company?4. 允许愿意：您无论如何准备好就这次触及（拨打来访）跟买家要一个结果或愿意，例如，允许买家首肯与你见谈话。举例如下：我只想就“我们的电子产品将如何帮您降低录入管理成本”及“如何帮您触及更多优质买家”的话题与您动手一次深入的交流，您看可以吗？Start with this basic approach. Tinker, refine, and document your results until you have tailored the most successful prospecting strategy for your individual situation.就这么动手，从这种非常简单的方式动手起，然后，你不断地顺利进行校正、完善，并记下所有的结果，直到见到最适于自己的开发方式而和话术。

Action Selling In Action

“地面部队经销实践”

A major supplemental-insurance company improved its prospecting results dramatically when it adopted a strategic framework, then documented and fine-tuned an approach that works best.美国有一家动手家庭多余贼的著名保贼美国公司，他们改用了取而代之买家方式而及架构，并相当程度地改善了其取而代之买家来访结果。他们改用了这种方式而，然后动手了精心的记录并短时间顺利进行了最佳化和微调，再一形成了能协助他们受雇取而代之买家开发的最佳方式。Before the company made that move, it assumed that a dismal batting average was simply a fact of life in prospecting. “We were having trouble getting in the door,” admits district coordinator Lisa Thompson, “But we didn’t realize that our ratio of calls to appointments was unnecessarily low until we implemented the Action Selling approach to prospecting.在动手上述协助先前，这家美国公司只想当然地忽视："在动手取而代之买家开发时，尝试率普遍很低，这是再情况下不过的了。""我们基本上在触及买家之初就一直碰上抱怨，"萝拉（一位区域常务董事），如是话说，"但是，在试行地面部队经销训练先前，我们并没有意识到我们在面见买家的尝试率方面低得很不情况下。"“We were so focused on getting our message across before the prospect could tell us they weren’t interested that we missed the whole point of the call,” Thompson said. “Now that our calls are structured correctly [Introduction, Gain Attention, Create a Vision, and Ask for Commitment], we are crisp in our delivery yet focused on getting the appointment. Our ratio of calls to appointments is 38 percent better than before.”"基本上，我们在动手取而代之买家开发时只不过在话说自己，试图把所有信息一古脑儿地话说出来，今天看起来，这样动手，竟然我们的结果必然是买家的轻视或拒绝放弃。"萝拉话说，"自从我们的来访动手系统化以来（详述，引起好奇心，创设愿景，允许愿意），我们不再去轻松地一些美国公司和详述，而是把重点放入争取买家首肯面见上，今天，我们的面见尝试几率比以前将近提高了38%"

❶ 地面部队经销微信号 ：actionselling❷ 近期公开课 : 3月底 24-25日 深圳

↙ 点“写作原文”刻印研读，培训其业务咨询：13538077696（陈老师）。

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