9吸引人的销售勘探短语，使传统的智慧造成

Most sales trainers and experts agree that the best sales reps prospect fearlessly. But what "fearless" truly means is up for debate.

对我来说，无所畏惧并不意味着要超越潜在客户的反对意见，并拼命试图将他们的“否”变成“是”。取而代之的是，真正的无所畏惧正在接受“否”，就像“是”一样多的恩典。

如果买家不想在半小时内与您交谈，那么您不能也不应该做。您确定要同意会议的特定潜在客户的决心意味着您有更少的时间找到五个新的潜在客户，他们欢迎您的邀请。

一旦有了正确的“无所畏惧”勘探的概念，请使用以下单线吸引您的潜在客户的注意力，并诱使他们与您接听另一个电话。一些传统的销售智慧，但我保证如果您尝试一下，您会以速度和有效性提高您的呼叫清单。

打开短语

1.“我们以前从未见过。”

Prospects often perceive a sales rep's friendliness as familiarity, and this can confuse them. Have they met you before? Do they know you from somewhere? They'll likely spend the first minute of your conversation wondering if and how you know each other. But when it becomes evident that this is a sales call and the rep is in fact a stranger, they can feel tricked and become angry.

Take the guesswork out of your intention by stating up front, "We haven't met before," or "I don't know you." This sets the prospect's expectations and ensures they don't feel like you might be bamboozling them. In the long run, being straightforward and honest is always better than relying on cheap tricks to generate buyer interest.

2.“这个电话将需要三分钟。”

During prospecting calls, many reps say something along the lines of "this call will only take a few minutes." But, that lack of specificity can be a red flag to prospects. They know that "a few minutes" doesn't actually mean a few minutes — it means however long they're willing to listen to you talk.

Set a clear finish line so the prospect isn't desperately trying to think of a way out of the conversation while you're talking. A time limit allows the prospect to concentrate on the content of your speech because they know they won't be on the phone long.

此外，这使对话简要介绍了。较短的，更频繁的触摸总是比更长的销售频率更好，而且销售的频率较低。

Starting the conversation

3 ..“我迷路了。你能帮我吗？”

用这句话开始与潜在客户进行对话。或说类似的话“这是我第一次打电话给您的组织，我不确定从哪里开始。”

这不仅解除了潜在客户的武装，而且还设定了您需要他们的帮助的期望。您让他们决定是否为您提供帮助。如果他们不这样做，则可以让您知道您应该花时间在其他地方前景。

诸如“帮助”，“丢失”和“开始”之类的词是可以理解和联系的简单表达式。您的潜在客户可能需要帮助，丢失或遇到麻烦 - 这是与他们建立联系的好方法。

4.“我对您的公司不太了解……”bob全站app

销售量reps should research their prospect's organization before a call and demonstrate that knowledge while on the phone. So why would you tell your prospect "I don't know much about your company?"

答案很简单 - 前景对好奇心比信誉更积极。每个销售代表都在努力将自己描绘成专家，但并不是很多人扮演好奇的学生的角色。后一种方法通常对买家更具吸引力。

只需确保遵循这一说法，以展示您的知识的洞察力即可。例如：

"Now, I don't know much about your company, but I noticed that you just launched your third software release this year. What have the results been like?"

首先出售好奇心的潜在客户，然后证明您的信誉。这将使您获得比反之亦然更多的利息。

开发连接

5.“我们的公司过去曾说过，但我以前从未伸出援手。我正在试图破译以前的客户经理与您交谈的笔记。”

当您从其他人那里继承一个帐户并且不确定从哪里开始时，这很方便。如果您的公司与潜在客户有以前的关系，则可以使用它。bob全站app

Similar to the previous phrase, you're relying on the customer to help you out. Frame it in a way where you're seeking assistance from them and express your genuine interest in learning more about the company.

6. "I'm looking to get more detail or background about your executive and what they like or don't like about sales calls."

如果您正在与执行助理交谈，请询问他们的高管从销售电话中期望什么。您甚至可以添加一些内容：“我正在做准备，以确切了解他们想要的东西。”

您不仅会与助手建立联系，而且还会了解与执行官在未来的销售电话中与高管交谈时应包含的内容。

表现出兴趣

7.“贵公司如何做X？”bob全站app

This question puts some distance between you and the sales process. You don't want to jump into a pitch right away — that often turns a prospect off of what you might have to say. At the same time, you want to command their attention and get them to focus on you.

最好的方法是提出问题或进行与您无关的观察。你不想出来说些类似的话“我看到您的公司做X。很bob全站app高兴听到，因为我有X的经验，可以帮助您解决该过程。”

在stead, you should ask them something they're qualified and excited to answer. Give them space to explain how their company operates. Start a conversation that you can最终直接朝着您的销售努力 - 并非专门针对它们，直接击败蝙蝠。

8.“我只是阅读了有关X主题的文章。您能扩展Y点吗？”

With this approach, you can show your prospect that you have an active interest in their space and company — but also room to grow and learn. You're giving them the chance to help you through that process. By referencing a prospect's content and questions that come with it, you're setting the stage for a productive conversation.

This kind of question doesn't necessarily have to be about the company itself. Businesses often produce thought leadership content for interested readers — writing about specific, relevant subjects because they care about and understand them.

如果您允许他们解释主题，问题，流程，则可以使他们投入足够的投资，以最终听到您要说的话。

签字

9.“谢谢。”

也许您正在呼吁转介合适的人与您的产品讨论。如果联系人为您提供了适当同事的名称和电子邮件地址，请不要将对话拖出。只需感谢他们，祝他们愉快的一天，并结束电话。

But you're not done yet. After you've hung up the phone, pick it up again and call the same person back. When they answer (and it's highly likely they will since you just talked with them), say the following:

“很抱歉给你回电话，但我忘了问你 - 为什么约翰是与这个人谈论的？”

我发现，这种两公告的方法比代表试图将所有问题纳入一个长时间的对话要多得多。

同样，频率胜过持续时间。两个五分钟的电话比前景更吻合，对销售代表更有价值。

最终，吸引潜在客户的注意力并不是要吹嘘您的公司可以为他们做些什么，并立即进入您的销售活动。bob全站app您需要以真正的投资和好奇心来卷入他们。在展示您的比较价值，能力或适合其需求之前，请表现出真诚的兴趣。这将使您处于吸引和留住他们的注意力的最佳位置。

要了解更多信息，请查看这些sales prospecting techniques you should be using下一个。并获得更多的销售见解Yoursalesmba®博客and listen to theSalesmba®播客。

编者注：该帖子最初发表在May 28, 2019并已更新以获得全面性。