预约——不做唐突的拜访
拜访之前要提前和对方沟通，约好见面的时间和地点，这是基本的礼貌。没有预约的拜访如同在别人有序的列队中横冲直闯，打乱了他人的计划安排。一般来说，与客户预约主要有电话预约、当面约见和信函约3种形式。推销员在约见客户时一定要恰当地陈述事由，以适应不同客户的心理要求。然后再选择相应的预约方式，充分尊重客户的意愿。预约见面的时候如果对方说：“现在还没有考虑。”你可以说“现在没有考虑没有关系，但您可以先了解一下情况，到买的时候就有把握了。您看什么时候带夫人一起过来呢？”要记住一点，那就是在预约时尽量不要多谈自己所推销的服务或产品，而应多说对方感兴趣的话题，赢得他的信任，只要能和客户见面谈，离成功就不远了。
Before visiting, you should communicate with each other in advance and make an appointment for the time and place of meeting. This is the basic courtesy. A visit without an appointment is like a rush in an orderly queue, which disrupts other people's schedule. Generally speaking, there are three forms of appointment with customers: telephone appointment, face-to-face appointment and letter appointment. Salesmen must state the reasons properly when they meet with customers, so as to meet the psychological requirements of different customers. Then choose the appropriate appointment method, fully respect the wishes of customers. When making an appointment, if the other party says, "I haven't thought about it yet." You can say, "it doesn't matter if you don't think about it now, but you can understand the situation first and be sure when you buy it. When would you like to bring your wife with you? " One thing to remember is that when making an appointment, you should try not to talk more about the services or products you are promoting, but talk more about the topics that the other party is interested in, so as to win his trust. As long as you can meet and talk with the customer, it is not far from success.
下面介绍几种比较经典的预约方法：Here are some classic appointment methods:
- 问题预约法：直接向客户提问，引起他的兴趣，从而使客户集中精力，更好地理解和记忆推销员发出的信息，为激发购买欲奠定基础。Question reservation method: ask the customer questions directly to arouse his interest, so as to make the customer concentrate, better understand and remember the information sent by the salesman, and lay the foundation for stimulating the desire to buy.
- 调查预约法：推销员可以利用调查的机会预约客户，这种方法隐蔽了直接销售商品这一目的，比较容易被客户接受。在沟通的过程中如果客户愿意，一定要进一步地确定时间，问他哪天方便（也可以抛出选择，比如周二还是周四，这样一般人都会选择其中一天）。如果客户不愿意的话，可以这样说：“没有关系，今天非常感谢您，为了表示感谢，以后我会定期寄一些本公司有关（和客户直接相关）……的产品给您，您是否愿意把您的地址和电话留给我呢？”Survey appointment method: salesman can use the opportunity of survey to make an appointment with customers. This method conceals the purpose of direct sales of goods, and is easy to be accepted by customers. In the process of communication, if the customer is willing, be sure to further determine the time and ask him which day is convenient (you can also throw out a choice, such as Tuesday or Thursday, so that most people will choose one of the days). If the customer doesn't want to, you can say like this: "it doesn't matter. Thank you very much today. In order to express my gratitude, I will send you some information about our company (directly related to the customer) Would you like to leave me your address and telephone number? "
- 赞美预约法：这一点针对女性客户效果更佳。赞美一定要出于真心，而且还要讲究方法。千万不要虚情假意，无端夸大，否则会引起对方的反感。Praise appointment method: This is better for female customers. Praise must be sincere, and pay attention to the method. Don't exaggerate unreasonably, or it will cause the opposite party's antipathy.
- 连续预约法：许多销售活动都是在推销员不断预约客户的情况下才引起客户对推销产品的兴趣，从而为以后的销售成功打下坚实基础的。（推销员可以利用第一次面谈预约时掌握的客户相关情况，实施第二次或更多次的当面预约）Continuous appointment method: many sales activities attract customers' interest in promoting products only when salesmen constantly make appointment with customers, so as to lay a solid foundation for future sales success. (the salesman can make the second or more face-to-face appointment by making use of the customer's relevant information in the first appointment)
- 利益预约法：通过简要说明产品的利益，引起客户的注意和兴趣，从而转入面谈的预约。利益预约法的主要方式是陈述和提问，告诉购买者所销售的产品给其带来的好处。Benefit appointment method: by briefly explaining the benefits of the product, it can attract the attention and interest of customers, and then turn to interview appointment. The main way of benefit reservation method is to state and ask questions to tell the buyer the benefits of the products they sell.
- 求教预约法：一般来说，人们不会拒绝登门虚心求教的人，推销员在使用此法时应认真策划，把要求教的问题与自己的营销工作有机地结合起来，以达到约见的目的。Consultation appointment method: Generally speaking, people will not refuse to visit people with an open mind. When using this method, salesmen should carefully plan and organically combine the problem of teaching with their own marketing work, so as to achieve the purpose of appointment.
- 好奇预约法：可以利用语言或者其他方式引起客户的好奇心，以吸引客户的兴趣。Curiosity appointment method: we can use language or other ways to arouse customers' curiosity, in order to attract customers' interest.
- 馈赠预约法：可以利用赠送小礼品给客户，从而引起客户的兴趣，进而预约客户，在选择所送礼品之前，推销员要了解客户的喜好，投其所好。Gift appointment method: small gifts can be given to customers, so as to arouse customers' interest, and then make an appointment for customers. Before choosing the gifts, the salesman should understand customers' preferences and give them what they like.