如果你自己接到这样一个电话，你的反应是什么？
Hi this is [Name] calling from [Your Company]. Do you have a min–
你的回应很有可能是：我不感兴趣（然后挂掉电话）
这个错误示范的介绍没有任何攻击性。他很有礼貌，听起来是善意的，但当他要求占用你一分钟的时间时，你本能的回答是不。
外贸业务员或销售人员最大的挑战之一就是寻找客户，有时候你需要陌拜电话cold call中开发客户，但如果你的话术是像上面那样的，那么结果很可能是被对方挂掉电话。
8个你可以借鉴的国外销冠在陌拜电话cold call中说的话术
以下是一些国外顶级销售用来在cold call中培养潜在客户的兴趣，并保持对话向成交方向发展的8句话术。
注意：话术中的产品和细节你可以自己更换，主要是去理解这些销冠是怎么来切入和开始cold calling的。
1 用可信度烘托你的介绍
在上面那个错误示范中，打电话的人没有解释他为什么打电话，也没有解释对方为什么要给他one minute。
以下是能够吸引潜在客户的注意力的话术：
Hi, this is [Sean] calling from [Your Company]. I’m calling because I saw that you downloaded an ebook about generating more leads earlier today. I’ve helped dozens of companies grow their leads and revenue. Would you be interested in having a conversation about how I can help your business?
销售人员第一时间解释他什么打电话，以及他希望如何提供帮助。即使对方没有购买任何东西的打算，也会愿意听听如何改善他们的业务。
2 提出以商业为导向的价值主张
价值主张通常采取以下形式：My product will help you achieve X, Y, and Z. Here are its [10] features.。
这种方法有点太简单，你需要换一种说法，说明这些功能将如何使你的潜在客户的情况变得更好。
通过提供有形的结果，你可以更清楚地表明你的产品或服务是有价值的，值得你的潜在客户花费时间。
下面是一个国外销售专家写的例子：
We help large companies reduce the cost of their employee benefits programs without impacting benefit levels. With the spiraling costs of health care today, this is a critical issue for most businesses. One of our recent clients, a large manufacturing company similar to yours, was struggling with how to reduce spending in this area. We saved them over $800,000 in just six months. Plus, they didn’t cut any services to their employees, nor did their employees have to pay more.
3 建立良好的关系
有研究表明，只有3%的买家认为销售人员是值得信赖的，所以建立融洽的关系是与潜在客户建立信任的一个重要部分。如果潜在客户不信任你，他们就不会购买。
适当的建立关系需要研究，以找到与你的潜在客户谈话切入点。这可能意味着你需要去找到他们的LinkedIn或Twitter资料，他们的官网，或他们在社交媒体上所分享和发布内容。
这里有三个可以帮助你建立融洽的关系的问题：
I see that your company is located in [NAME OF CITY]. I went there on a trip last month. Is your office located right in the city? Have you ever been to [NAME OF RESTAURANT / OTHER LOCATION].
I saw on your LinkedIn that you previously held a role as [ROLE] and now you’re doing [CURRENT ROLE]. How did you make that transition?
I saw on Twitter that you just visited [COUNTRY]. What was the highlight of your trip?
4 先倾听再提问
倾听并不只是意味着你一直保持安静，让潜在客户一直说话，你还必须证明你在倾听。
这就意味着，在你之前问过的问题之上，你要提出第二个有相关性的问题。
下面是两个例子，表明你渴望听到你的潜在客户的挑战是什么，并通过重申和深入挖掘来证明你在倾听他们：
You’ve spoken about [X challenge]. When I encounter prospects with this problem, they’re often also facing Y and Z. How are you thinking about those areas?
So what you’re telling me is… [summary of what they told you]. Will you tell me more about [specific point]?
5 巧用定位声明
定位声明（positioning statement）是销售人员的秘密武器。如果使用得当，可以使潜在客户说：Yes! That’s me!
定位声明有两个目标：
使你自己更加可信
对潜在客户进行资格审查，以确保继续对话对你是有意义和价值的
例子：
When I talk to businesses like yours, they often face [challenges]. Are you facing these as well?
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