服务异议探讨之电话约访

服务异议探讨之电话约访服务异议探讨约访销售=信心的传递+情绪的转移什么是服务？满怀热情地为别人做些什么。为什么会有异议是因为……客户…怕被打扰…有过不愉快经历…信任前任业务员…情绪上的问题是因为……我…我的状态…我的沟通…我的专业想要尽可能避免客户异议，能改变的是我我是否喜欢自己、肯定自己、信任自己、重视自己？自我心像我是否不断改善自己的思想、谈吐、仪态，使人人乐于亲近？理想个性我是否心无旁骛，绝不三心两意，也绝不一心二用？专心一志我是否把工作看成我的最大乐趣，而达到废寝忘食的地步？热爱工作改变的秘诀每天进步一点点100100+(100x1%)=101101+(101x1%)=102.01102.01+(102.01x1%)=103.03103.03+(103.03x1%)=104.06104.06+(104.06x1%)=105.10105.10+(105.10x1%)=106.15106.15+(106.15x1%)=107.21107.21+(107.21x1%)=108.28108.28+(108.28x1%)=109.37109.37+(109.37x1%)=110.46110.46+(110.46x1%)=111.57111.57+(111.57x1%)=112.68112.68+(112.68x1%)=113.81113.81+(113.81x1%)=114.9516114.95+(114.95x1%)=116.1017116.10+(116.10x1%)=117.2618117.26+(117.26x1%)=118.4319118.43+(118.43x1%)=119.6120119.61+(119.61x1%)=120.8121120.81+(120.81x1%)=122.0222122.02+(122.02x1%)=123.2423123.24+(123.24x1%)=124.4724124.47+(124.47x1%)=125.7225125.72+(125.72x1%)=126.9726126.97+(126.97x1%)=128.2427128.24+(128.24x1%)=129.5328129.53+(129.53x1%)=130.8229130.82+(130.82x1%)=132.1330132.13+(132.13x1%)=133.45每天进步一点点阿达的补充资料46154.93+(154.93x1%)=156.4847156.48+(156.48x1%)=158.0548158.05+(158.05x1%)=159.6349159.63+(159.63x1%)=161.2350161.23+(161.23x1%)=162.8451162.84+(162.84x1%)=164.4752164.47+(164.47x1%)=166.1153166.11+(166.11x1%)=167.7754167.77+(167.77x1%)=169.4555169.45+(169.45x1%)=171.1456171.14+(171.14x1%)=172.8657172.86+(172.86x1%)=174.5858174.58+(174.58x1%)=176.3359176.33+(176.33x1%)=178.0960178.09+(178.09x1%)=179.8731133.45+(133.45x1%)=134.7832134.78+(134.78x1%)=136.1333136.13+(136.13x1%)=137.4934137.49+(137.49x1%)=138.8735138.87+(138.87x1%)=140.2636140.26+(140.26x1%)=141.6637141.66+(141.66x1%)=143.0838143.08+(143.08x1%)=144.5139144.51+(144.51x1%)=145.9540145.95+(145.95x1%)=147.4141147.41+(147.41x1%)=148.8942148.89+(148.89x1%)=150.3843150.38+(150.38x1%)=151.8844151.88+(151.88x1%)=153.4045153.40+(153.40x1%)=154.93每天进步一点点阿达的补充资料42天，让你成长50%!76208.83+(208.83x1%)=210.9277210.92+(210.92x1%)=213.0378213.03+(213.03x1%)=215.1679215.16+(215.16x1%)=217.3180217.31+(217.31x1%)=219.4881219.48+(219.48x1%)=221.6882221.68+(221.68x1%)=223.8983223.89+(223.89x1%)=226.1384226.13+(226.13x1%)=228.3985228.39+(228.39x1%)=230.6886230.68+(230.68x1%)=232.9887232.98+(232.98x1%)=235.3188235.31+(235.31x1%)=237.6789237.67+(237.67x1%)=240.0490240.04+(240.04x1%)=242.4461179.87+(179.87x1%)=181.6762181.67+(181.67x1%)=183.4963183.49+(183.49x1%)=185.3264185.32+(185.32x1%)=187.1865187.18+(187.18x1%)=189.0566189.05+(189.05x1%)=190.9467190.94+(190.94x1%)=192.8568192.85+(192.85x1%)=194.7869194.78+(194.78x1%)=196.7370196.73+(196.73x1%)=198.6971198.69+(198.69x1%)=200.6872200.68+(200.68x1%)=202.6973202.69+(202.69x1%)=204.7174204.71+(204.71x1%)=206.7675206.76+(206.76x1%)=208.83每天进步一点点阿达的补充资料70天，让你提高一倍!106281.47+(281.47x1%)=284.28107284.28+(284.28x1%)=287.12108287.12+(287.12x1%)=289.99109289.99+(289.99x1%)=292.89100292.89+(292.89x1%)=295.82111295.82+(295.82x1%)=298.78112298.78+(298.78x1%)=301.76113301.76+(301.76x1%)=304.78114304.78+(304.78x1%)=307.83115307.83+(307.83x1%)=310.91116310.91+(310.91x1%)=314.02117314.02+(314.02x1%)=317.16118317.16+(317.16x1%)=320.32119320.32+(320.32x1%)=323.52120323.52+(323.52x1%)=326.7691242.44+(242.44x1%)=244.8792244.87+(244.87x1%)=247.3293247.32+(247.32x1%)=249.7994249.79+(249.79x1%)=252.2995252.29+(252.29x1%)=254.8196254.81+(254.81x1%)=257.3697257.36+(257.36x1%)=259.9398259.93+(259.93x1%)=262.5399262.53+(262.53x1%)=265.16100265.16+(265.16x1%)=267.81101267.81+(267.81x1%)=270.49102270.49+(270.49x1%)=273.19103273.19+(273.19x1%)=275.92104275.92+(275.92x1%)=278.68105278.68+(278.68x1%)=281.47每天进步一点点阿达的补充资料112天，让你提高二倍!约访成功要素心态准备客户资料了如指掌服务心情如遇至亲语言准备语音语速语调张先生：您好！我是中国人寿客户服务专员。现在说话方便吗？（什么事？方便，你说。）是这样，您在97年11月28日在我们公司投保了1份潇洒明天，这份保单原来是由王敏为您服务的，现在因为他已调离这个岗位，所以以后就由我来为您服务，能为您服务是我的荣幸！我相信我一定会令您满意。今天打给您，想跟您约个时间见个面，一来互相认识一下，二来跟您核对一下保单信息，以确保您的保险权益，您看您什么时候方便？明天下午行吗？

给人如遇至亲的感觉：保持你的声音带着“微笑”表示出你的热情让人听起来自信知道你正在讲什么保持积极的愿意帮助的态度对于出现的责任，主动承担处理异议的原则永远不要与客户争吵,更不要被客户激怒,记住客户永远是对的……先处理心情,再处理问题听大于说问大于讲不处理就是处理坚持正确的流程相信坚持的力量你们公司怎么总换人？不用来了，说不定你哪天也不做了！我非常理解您的心情，换了我一定也会有同样的感受，不过您也明白，您是和中国人寿签定的保险合同，您的权益受到国家法律的保护，客户服务专员只是您和中国人寿之间的桥梁，我们的任务是保证您保单的有效性，及时享受到中国人寿提供给客户的服务，做为国内最大的一家寿险公司始终保证这种服务的延续性，绝对不会因为业务员的更换而使您的享受的权益受到任何损失。相信我的服务一定会令您满意的，您是……”，如果客户