打CC是每个猎头不得不说的痛处...
1. 放松，你并不是一个怪物
几乎所有成功的招聘者经历过一定程度的电话障碍，所以你不用看低自己，电话障碍与自控能力一样经常波动，没有人任何时刻都能够控制好自己的情绪。电话障碍可能每次发生的程度不一，但是其中一部分是正常的。营销电话要想获得成功是需要以你自身的积极行动为赌注的，并迫使你走出安逸区。客观的看待你的状况，审视你现在的处境并做相应的改善承诺。
Relax, you’re not weird: Almostevery successful recruiter experiences some degree of call reluctance so don’tget down on yourself. Realize that call reluctance is similar toself-confidence in that it fluctuates. No one is self-confident all of thetime. Call reluctance may come and go in varying degrees and some of this isnormal. Making sales call stakes pro-active effort on your part and forces youout of your comfort zone. Look at your situation objectively, admit where you are and make a commitment to improve.
2. 改变你的目标
如果你执着于每一个营销电话都有新的进展，你将体会到高度的失败感。在现实中，（取得新进展）这种情况很少发生在一次通话过程中。但是，假如你的目标只是去探索是否有为这位客户现在或将来提供服务的机会，那么你将通过多次电话后取得成功。因此，如果你发现潜在客户这次并不需要你的服务时，你能认为这是一次成功的电话。因为你已经得到了事实。记住，成功带来自信。
Change Your objective: If yourobjective on each marketing call is to secure a new search assignment, then youare going to experience a high degree of perceived failure. In reality thisrarely happens in one call. However, if your objective is to discover the truthas to whether there is an opportunity to be of service for this client, eithernow or in the future, then you will associate success to many more calls. So ifyou discover that the prospect has no need you’re your service at this time,you can consider this a successful call because you were able to get to thetruth. Remember, success breeds confidence.
3. 有明确的行动目标并附赠奖励
第一个电话总是最困难的，你需要设置一些小的奖励来早点进入状态。最佳拨打营销电话时间是早上在你分神前的首要事情。小的奖励可以包括：“在我打完5个电话后喝我的上午咖啡，或者打完10个电话后读读今天的报纸”等等。
Have clear activity objectives with small rewards: The first call is always the hardest so you may want to setup smallrewards to get going early. The best time to do marketing calls is first thingin the morning before you get distracted. Small rewards could include, “I getmy morning coffee after my first 5 present actions. I read the paper after 10connects.” Etc.
4. 深刻理解你所销售的东西
为了确实有效，你需要更多一分了解你所销售的东西。你需要非常了解你的服务质量和价值所在在你开始与你的潜在客户们电话沟通前。当你与你的潜在客户通话中，他/她们马上就能感觉到你对你自己所提供的服务的自信程度。在这一步，信心是很必须的。如果你自己都不觉得可以相信怎么可能指望别人来相信你呢？如果你缺乏对自己所提供的服务的自豪感的问题的话，尝试成为一个业余专家来建立自豪感。通过一系列的步骤来完成你的寻找进程并牢记它。
Fully believe in what you are selling: In order to be effective you need to be 110% sold on what you areselling. You need to be very sure of your service’s quality and value beforeyou begin to work on your prospects. When you call or call on a prospect, he orshe can immediately sense your level of confidence in yourself you’re yourservice. Trust is extremely essential in this step. You can’t expect others totrust you if you do not feel trust worthy. If you have a problem with a lack ofpride in your service, try and build pride by becoming an industry and businessexpert. Be able to out you’re your search process in a set number of steps andarticulate it from memory.
5. 选择那些能够让你感觉比较好打电话的潜在客户或者公司
如果你经历过电话障碍，务必遵守这一步来改善你的通话行为。在拨打电话之前请多了解一些你的客户以及他的公司的信息，然后在与他通话的时候提及到这些信息。专业能够让你觉得充满热情，因此你能够与你的潜在客户们神采飞扬的交谈。
Choose prospects or companies that you feel good aboutcalling: If you are experiencing call reluctance,be sure to follow this step in your attempt to improve your calling behavior.Try to learn a little something about your prospect and his company beforecalling him, and then mention this knowledge when you’re on your sales call.Work in specialties that you feel passionate about so that you are excitedabout speaking to your prospects.
6. 预到会遭受一些拒绝
如果你早就预料到会遭受一些拒绝，当它发生的时候，你就不会感到吃惊和泄气。如果你仍然从事你的工作的话，你将经历一定数量的拒绝。因此接受这个事实，不要让它影响你。
Expect some rejection: If youexpect some rejection, you won’t be shocked and deflated when it occurs. If youare doing your job and making thing s happen you will experience a certainamount of rejection. So just accept it and don’t let it throw you.
7. 培养等同你自己的价值观和个性的一种风格
不要使用一套让你感觉像二手车销售员的剧本，把你的幽默感和怪招都使出来吧，别太机械了。
Prospect in a style that is congruent you’re your values andpersonality : Don’t use a script that makes youfeel like a used car salesman. Allow your quirks and sense of humor to comethrough. Don’t be a robot.
8. 找一个有责任心的伙伴或者教练
与能够对你每日行为报告的同事或朋友成为伙伴共事。与能够帮助你创建一些体系和责任心的教练共事。
Have an “accountability partner” or coach: Work with a co-worker or friend who can be your partner and who youwill report your daily activity to. Work with a coach who can help you tocreate some structure and accountability.
9. 每日检讨你的主要目标
如果你充分思考“为什么”那么“怎样做”将变得非常简单。你的目标是什么？他们会让你如何收益？每天花一些时间去正面思考，目标就会实现。
Review your primary goals daily :Ifyou have a big enough “Why” then the “How” becomes much easier :What you’reyour goals? How will they benefit you? Take a moment each day to feel thepositive feelings of these goals coming to fruition.
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猎头精英学院 
2016-02-26 09:21:47 
