课程主题： Making a Cold Call
级别： B1 (Pre-Intermediate)
原始文件： 1376624054_B1_MakingaColdCall__transcript.pdf
A. Good afternoon, everyone. We all know cold calling is one of the most difficult sales tasks. Well, today I will help you make cold calling a more pleasant experience.
大家下午好。我们知道打销售电话是最艰难的销售任务。那么，今天我就会来帮大家把打销售电话变得稍微轻松一些。
B. The first step is to do your research! Be sure you understand your markets and prospects. This will make it easier to talk about their business and their needs when you do call them.
第一步就是做好调查工作！要确保你了解市场及潜在客户。这会让你正式和他们打电话的时候谈起业务更简单一些。
A. Next, you should prepare an opening statement and a loose script.
接下来，你要准备一个开场白和一份简单的稿件。
B. Your opening statement should include your greeting and an introduction. Mention the benefits of your product or service and transition to a question or dialogue.
你的开场白必须包括问候语和自我介绍。简单提一下你的产品或是服务，并转向一个问题或开始正式谈话。
A. This will let you organize your thoughts before calling. It’ll also help you avoid simple mistakes in the beginning that might give your prospect a chance to end the conversation.
这样做可以让你在打电话前整理好思绪，同时避免在开始就犯低级错误，让你的客户立刻中断谈话。
B. The script for the rest of your phone call should lay out the benefits of your product or service and the reasons your prospect should buy.
接下来你打电话内容的手稿应该包括你的产品或服务能提供的价值，以及顾客需要购买的理由。
A. Write out possible objections and your answers to them as well.
还要写一下客户可能会有的疑义，并给出解答。