加拿大外贸
This Week's Tip:An Opening Statement Review
Greetings!
Here's an opening statement suggestion I read
from a sales trainer in an online article. It's no
wonder so many people get beat up on the phone
if they practice stuff like this that is from a
supposed expert.
"Hello, this is Mark Peters with Reclamation
Services. We specialize in commercial recycling
services, and I'd like to ask you about your
company's recycling policy. Do you have just a
moment for a couple of quick questions?"
One critical component is missing:
WHY the person should take a moment to
answer a couple of quick questions.
Some very busy people who very well might be
great prospects see nothing of value in the call,
and quickly exit.
But what's interesting, and this continues to leave
me scratching my scalp in amazement is that
some people will actually answer the questions
in response to an opener like this. But when they
do, they likely are bracing themselves for the sales
pitch.
They're tentative and skeptical as they answer the
questions not the desirable state of mind for people
you'd like to persuade.
Your opening must create the thought in their mind
that might be able to do something for them. This
sparks their curiosity and interest, and earns the right
to take some of their time, and, puts them in a more
favorable frame of mind to answer your questions,
since you've already hinted at the payoff for them.
This missing component can very easily be added,
making the example 100% more effective:
"Hello, this is Mark Peters with Reclamation Services.
We specialize in commercial recycling services, helping
companies reduce their trash hauling expenses, and also
helping them save money on everyday paper goods. If I've
caught you at a good time, I'd like to ask you about your
company's recycling policy to see if this would be worth
your taking a look at..."
Be wary of what you read out there. I don't claim to have
all the answers, or any magic phrases, but at least I know
what I suggest is going to help you more often than not.
QUOTE OF THE WEEK
""Adversity has the effect of eliciting talents, which in
prosperous circumstances would have lain dormant."
Horace
评论
这是一种学习方式，即大家以翻译的方式、跟贴的形式来翻译美国电话推销培训大师ART先生的每周短文，从而在学习美式英语的同时，学习如何推销自己和公司的产品。
本项目已经2年，相当于是“外贸电话推销”的研究生课程。凡是全程参与、完成作业、投入实践者，即达外贸电话推销硕士学位。在此恭喜，并颁发硕士学位。请来电邮交齐作业并申请学位证书。
2007年与2008年的100个课程地址见：
http://bbs.shanghai.com/thread-1598466-1-1.html
2009年课程：
第一期：如何确保你不再听到“我不需要”的拒绝
http://bbs.shanghai.com/thread-1627000-1-1.html
第二期：不要象奥巴马那样轻易犯错误
http://bbs.shanghai.com/thread-1633054-1-1.html
第三期：这些词语会让你听到的回复有所不同吗？
http://bbs.shanghai.com/thread-1644208-1-1.html
第四期：我迄今为止最重要的技巧分享。。。纪念母亲
http://bbs.shanghai.com/thread-1682820-1-1.html
第五期：就象“少吃多运动”一样的基本点
http://bbs.shanghai.com/thread-1698186-1-12.html
第六期：您是消极等待，还是自己动手积极改变现状？
http://bbs.shanghai.com/thread-1713417-1-1.html
第七期：避免此种扩展推销的技巧
http://bbs.shanghai.com/thread-1727899-1-9.html
第八期：iPhone业务员是如何建立信任和获得大单的？
http://bbs.shanghai.com/thread-1742412-1-1.html
第九期：你是做闯将还是做懦夫？
http://bbs.shanghai.com/thread-1763952-1-1.html
第十期：一些销售发现
http://bbs.shanghai.com/thread-1803455-1-1.html
第十一期：我关注落水管问题，他获得了订单
http://bbs.shanghai.com/thread-1803508-1-38.html
第十二期：如何让你最好的客户保持忠心耿耿并采购更多？
http://bbs.shanghai.com/thread-1869055-1-1.html
第十三期：如何在经济回暖时夺得先机？
http://bbs.shanghai.com/thread-1869085-1-1.html
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占位置先····
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This Week's Tip: 本周话题
An Opening Statement Review 回顾电话推销开场白
Greetings!
Here's an opening statement suggestion I read from a sales trainer in an online article.
这是我在网上看到的一篇关于销售培训师给电话营销者建议的文章.
It's no wonder so many people get beat up on the phone if they practice stuff like this that is from a supposed expert.
根据所谓的专家出据的下面材料来练习,难怪有许多人会在电话营销中失败.
"Hello, this is Mark Peters with Reclamation Services. We specialize in commercial recycling services, and I'd like to ask you about your company's recycling policy. Do you have just a moment for a couple of quick questions?"
"您好,我是Reclamation Services的马克.皮特.我司主要提供商业产品再循环服务.请问，你可以告诉我贵司的再循环制度吗?我可以占用你几分钟时间来做一个小调查吗?
One critical component is missing: 但一个关键的因素被忽略了.
WHY the person should take a moment to answer a couple of quick questions.
为什么那人要花费时间来回答你的小调查呢?
Some very busy people who very well might be great prospects see nothing of value in the call, and quickly exit.一些非常忙碌的人接到类似无意义的电话后,马上就会挂掉电话的.
But what's interesting, and this continues to leave me scratching my scalp in amazement is that some people will actually answer the questions in response to an opener like this. But when they do, they likely are bracing themselves for the sales pitch.
令人奇怪的是,这也是我一直不解的:往往就是有一部分人愿意回答这些问题.因此,那些打电话的人会被类似的营销技巧所鼓舞.
They're tentative and skeptical as they answer the questions not the desirable state of mind for people you'd like to persuade.
他们只是试探性的回答问题.持着怀疑态度.他们并期望被这些人说服.
Your opening must create the thought in their mind that might be able to do something for them. This sparks their curiosity and interest, and earns the right to take some of their time, and, puts them in a more favorable frame of mind to answer your questions, since you've already hinted at the payoff for them.
你的回答暗示着他们可以做一些事情.这也引起了他们的好奇心和兴趣,同时使他们抽出时间来回答你的问题，因为你已经暗示他们可以因此得到回馈.
This missing component can very easily be added, making the example 100% more effective:
被遗漏的因素很容易添加上去,从而使这些例子100%变得更加有效.
"Hello, this is Mark Peters with Reclamation Services. We specialize in commercial recycling services, helping companies reduce their trash hauling expenses, and also helping them save money on everyday paper goods. If I've caught you at a good time, I'd like to ask you about your
company's recycling policy to see if this would be worth your taking a look at..."
"您好,我是Reclamation Services的马克.皮特.我司主要提供商业再循环服务，以协助公司来降低运营成本,同时也可以降低公司的纸张制品成本.如果现在是适当的时间，我想了解一下您公司用品的再循环制度,同时.....也值得你考虑一下.
Be wary of what you read out there. I don't claim to have all the answers, or any magic phrases, but at least I know what I suggest is going to help you more often than not.
看完这些，我不主张使用文中出现的答案或其他很好的句子,但至少我建议大家多加锻炼.
QUOTE OF THE WEEK
"Adversity has the effect of eliciting talents, which in prosperous circumstances would have lain dormant."Horace
本周引言:逆境出人才,顺境反而会降低人的能力.----贺拉斯
尝试的翻译了一下，请指出错误，谢谢
[ 本帖最后由 Frank.Brown 于 2009-5-29 17:54 编辑 ]
评论
楼上的，这个事关于电话营销的文章。
opening statement （电话推销）开场白
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谢谢
又学到了一个固定用法：opening statement
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因你们而优秀 esteemed men
评论
我们公司还没有装网络电话，所以很少有机会去电话营销！但是看了楼主的分享，我觉得这不仅是电话，对于用邮件开发客户的我们也有很大的帮助！
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谢谢大神，今天开始！
加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光 加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards .........................................
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