--- name: investment-advisory-scripts description: | 投顾话术助手，专用于投顾日常沟通话术设计和优化。 以下情况请主动触发此技能： - 用户需要设计投顾沟通话术 - 用户问"这个情况该怎么跟客户说" - 用户准备标准化话术、团队话术培训 - 用户需要异议处理话术、促成话术 - 用户问"客户说 XX 该怎么回" 输出含开场、探询、介绍、异议处理、促成的完整话术设计。 不要等用户明确说"投顾话术"——只要涉及投顾沟通话术设计、异议处理、促成技巧，就应主动启动此技能。 --- # 投顾话术助手 **核心定位**：设计投顾日常沟通话术，提升沟通效率和转化率。 **适用场景**：客户沟通、电话销售、微信跟进、异议处理、促成交易 --- ## 话术框架 ### 标准沟通流程 ``` 开场暖场 → 探询需求 → 价值传递 → 异议处理 → 促成行动 → 结尾确认 ``` ### 各环节要点 | 环节 | 目标 | 关键技巧 | |------|------|---------| | 开场暖场 | 建立良好氛围 | 寒暄、赞美、共同话题 | | 探询需求 | 了解客户情况 | 开放式提问、倾听 | | 价值传递 | 传递产品/服务价值 | FAB 法则、案例证明 | | 异议处理 | 化解客户顾虑 | 共情、解释、证明 | | 促成行动 | 推动客户决策 | 假设成交、限时优惠 | | 结尾确认 | 确认后续行动 | 复述、确认时间 | --- ## 输出模板 ### 模板 A：完整电话话术 ``` 【电话沟通话术】 场景：[场景描述] 目标：[沟通目标] 【开场暖场】 "您好 XX 总，我是 XX，最近还好吗？" "[寒暄话题：如天气、健康、家庭]" 【说明来意】 "今天给您打电话，主要是 [来意]。" 【探询需求】 "您最近对投资这块有什么想法吗？" "资金方面有什么安排吗？" 【价值传递】 "根据您的情况，我觉得 [方案] 比较适合。" "主要是 [理由 1]、[理由 2]。" 【异议处理】 - "收益太低" → "理解您的想法。不过 [解释]。" - "风险太大" → "确实有风险。不过 [风控措施]。" - "再考虑考虑" → "理解，投资要慎重。不过 [紧迫感]。" 【促成行动】 "您看这样安排可以吗？" "什么时候方便详细聊？" 【结尾确认】 "好的，那我 [后续动作]。" "有任何问题随时联系我。" ``` ### 模板 B：微信跟进话术 ``` 【微信跟进话术】 场景：[场景描述] 【版本 1：简洁版】 "XX 总，[核心内容，1-2 句]。 您看怎么样？" 【版本 2：详细版】 "XX 总，您好！ [分段内容 1] [分段内容 2] [分段内容 3] 有任何问题随时联系我。" 【版本 3：资料版】 "XX 总，这是 [资料名称]，您看看。 [资料亮点 1-2 句] 看完有任何问题随时问我。" ``` ### 模板 C：异议处理话术 ``` 【异议处理话术】 异议：[客户异议] 【共情】 "理解您的想法/顾虑。" 【解释】 "[解释原因/说明情况]" 【证明】 "[案例证明/数据支撑]" 【转化】 "所以 [结论/建议]" 【完整话术】 "[完整话术]" ``` ### 模板 D：促成话术 ``` 【促成话术】 【假设成交法】 "那我先帮您 [操作]，您看可以吗？" 【限时优惠法】 "这个优惠就到 [时间]，今天能定吗？" 【从众法】 "很多像您这样的客户都选择了 [方案]。" 【二选一法】 "您看是 [方案 A] 还是 [方案 B]？" 【直接促成法】 "没什么问题的话，今天帮您操作了？" ``` --- ## 高频场景专项话术 ### 场景 1：首次接触客户 **目标**：建立信任，了解需求 **话术**： > "您好 XX 总，我是 XX 公司的 [姓名]。之前 [来源] 联系过您，今天给您打个电话问候一下。 > > 不知道您现在有没有做投资？主要做哪方面？ > > [根据客户回答继续] > > 明白了。我们这边主要是 [简介]。不知道您感不感兴趣？" ### 场景 2：产品推荐 **目标**：传递价值，促成购买 **话术**： > "XX 总，最近有个不错的产品，觉得挺适合您的。 > > 这个产品主要是 [简介]。 > > 我觉得适合您，主要是 [理由 1]、[理由 2]。 > > 您看要不要了解一下详情？" ### 场景 3：收益异议 **客户**："收益太低了" **话术**： > "理解您的想法，谁都希望收益高一些。 > > 不过收益和风险是匹配的。这个产品收益看起来不高，但风险也相对可控。 > > 如果您想要更高收益，可以考虑 [高风险产品]，不过风险也会高一些。 > > 您看您更看重收益还是风险控制？" ### 场景 4：风险异议 **客户**："风险太大了" **话术**： > "理解您的顾虑，投资确实有风险。 > > 不过这个产品的风险主要在 [风险点]，我们有 [风控措施] 来控制。 > > 历史上类似产品，[历史表现]。 > > 如果您还是担心，可以考虑 [更稳健产品]。" ### 场景 5：拖延决策 **客户**："我再考虑考虑" **话术**： > "理解，投资确实要慎重考虑。 > > 不过这个产品额度有限，到 [时间] 就没了。 > > 而且最近市场 [机会]，错过可能就没有了。 > > 您主要考虑哪方面？我可以再给您分析一下。" ### 场景 6：对比竞品 **客户**："XX 公司的产品比你们好" **话术**： > "理解您想多对比，这是应该的。 > > 每家都有自己的优势。我们这边的优势是 [核心优势]。 > > 而且 [差异化服务]。 > > 您可以先试试我们这边，感受一下服务。" --- ## 话术设计原则 ### FAB 法则 - **Feature（特点）** - 产品/服务的特点 - **Advantage（优势）** - 相比竞品的优势 - **Benefit（利益）** - 给客户带来的利益 **示例**： > "这个产品是 [特点]，相比其他产品 [优势]，对您来说 [利益]。" ### 共情技巧 1. **认可感受** - "理解您的想法" 2. **不否定** - 不说"你错了" 3. **站在客户角度** - "如果是我，也会这么想" 4. **给台阶** - "很多人都有这个疑问" ### 促成技巧 1. **假设成交** - 默认客户会买 2. **限时优惠** - 制造紧迫感 3. **从众心理** - 很多人已经买了 4. **二选一** - 不给是非题 --- ## 话术优化方法 ### 录音复盘 1. 录制电话沟通 2. 回放分析 3. 找出问题 4. 优化话术 ### A/B 测试 1. 设计两个版本话术 2. 分别测试 3. 对比效果 4. 选择优的 ### 客户反馈 1. 询问客户感受 2. 收集反馈意见 3. 针对性优化 --- ## 使用建议 1. **灵活运用** - 话术是参考，不是照读 2. **持续优化** - 根据效果不断优化 3. **个性化** - 根据客户特点调整 4. **真诚第一** - 话术是工具，真诚是根本 --- Source attribution: aifinlab Original project: https://github.com/aifinlab/FinClaw/blob/9e62862d1412157fa03ffd1f0b74969dcf0ed66c/skills/archive/investment-advisory-scripts/SKILL.md License: Apache-2.0 License information: https://www.apache.org/licenses/LICENSE-2.0 Original upstream instructions; downloaded from Dave AI. ## Upstream license notice Apache License Version 2.0, January 2004 http://www.apache.org/licenses/ TERMS AND CONDITIONS FOR USE, REPRODUCTION, AND DISTRIBUTION 1. Definitions. "License" shall mean the terms and conditions for use, reproduction, and distribution as defined by Sections 1 through 9 of this document. "Licensor" shall mean the copyright owner or entity authorized by the copyright owner that is granting the License. "Legal Entity" shall mean the union of the acting entity and all other entities that control, are controlled by, or are under common control with that entity. For the purposes of this definition, "control" means (i) the power, direct or indirect, to cause the direction or management of such entity, whether by contract or otherwise, or (ii) ownership of fifty percent (50%) or more of the outstanding shares, or (iii) beneficial ownership of such entity. "You" (or "Your") shall mean an individual or Legal Entity exercising permissions granted by this License. "Source" form shall mean the preferred form for making modifications, including but not limited to software source code, documentation source, and configuration files. "Object" form shall mean any form resulting from mechanical transformation or translation of a Source form, including but not limited to compiled object code, generated documentation, and conversions to other media types. "Work" shall mean the work of authorship, whether in Source or Object form, made available under the License, as indicated by a copyright notice that is included in or attached to the work (an example is provided in the Appendix below). "Derivative Works" shall mean any work, whether in Source or Object form, that is based on (or derived from) the Work and for which the editorial revisions, annotations, elaborations, or other modifications represent, as a whole, an original work of authorship. For the purposes of this License, Derivative Works shall not include works that remain separable from, or merely link (or bind by name) to the interfaces of, the Work and Derivative Works thereof. "Contribution" shall mean any work of authorship, including the original version of the Work and any modifications or additions to that Work or Derivative Works thereof, that is intentionally submitted to Licensor for inclusion in the Work by the copyright owner or by an individual or Legal Entity authorized to submit on behalf of the copyright owner. For the purposes of this definition, "submitted" means any form of electronic, verbal, or written communication sent to the Licensor or its representatives, including but not limited to communication on electronic mailing lists, source code control systems, and issue tracking systems that are managed by, or on behalf of, the Licensor for the purpose of discussing and improving the Work, but excluding communication that is conspicuously marked or otherwise designated in writing by the copyright owner as "Not a Contribution." "Contributor" shall mean Licensor and any individual or Legal Entity on behalf of whom a Contribution has been received by Licensor and subsequently incorporated within the Work. 2. Grant of Copyright License. Subject to the terms and conditions of this License, each Contributor hereby grants to You a perpetual, worldwide, non-exclusive, no-charge, royalty-free, irrevocable copyright license to reproduce, prepare Derivative Works of, publicly display, publicly perform, sublicense, and distribute the Work and such Derivative Works in Source or Object form. 3. Grant of Patent License. Subject to the terms and conditions of this License, each Contributor hereby grants to You a perpetual, worldwide, non-exclusive, no-charge, royalty-free, irrevocable (except as stated in this section) patent license to make, have made, use, offer to sell, sell, import, and otherwise transfer the Work, where such license applies only to those patent claims licensable by such Contributor that are necessarily infringed by their Contribution(s) alone or by combination of their Contribution(s) with the Work to which such Contribution(s) was submitted. If You institute patent litigation against any entity (including a cross-claim or counterclaim in a lawsuit) alleging that the Work or a Contribution incorporated within the Work constitutes direct or contributory patent infringement, then any patent licenses granted to You under this License for that Work shall terminate as of the date such litigation is filed. 4. Redistribution. You may reproduce and distribute copies of the Work or Derivative Works thereof in any medium, with or without modifications, and in Source or Object form, provided that You meet the following conditions: (a) You must give any other recipients of the Work or Derivative Works a copy of this License; and (b) You must cause any modified files to carry prominent notices stating that You changed the files; and (c) You must retain, in the Source form of any Derivative Works that You distribute, all copyright, patent, trademark, and attribution notices from the Source form of the Work, excluding those notices that do not pertain to any part of the Derivative Works; and (d) If the Work includes a "NOTICE" text file as part of its distribution, then any Derivative Works that You distribute must include a readable copy of the attribution notices contained within such NOTICE file, excluding those notices that do not pertain to any part of the Derivative Works, in at least one of the following places: within a NOTICE text file distributed as part of the Derivative Works; within the Source form or documentation, if provided along with the Derivative Works; or, within a display generated by the Derivative Works, if and wherever such third-party notices normally appear. The contents of the NOTICE file are for informational purposes only and do not modify the License. You may add Your own attribution notices within Derivative Works that You distribute, alongside or as an addendum to the NOTICE text from the Work, provided that such additional attribution notices cannot be construed as modifying the License. You may add Your own copyright statement to Your modifications and may provide additional or different license terms and conditions for use, reproduction, or distribution of Your modifications, or for any such Derivative Works as a whole, provided Your use, reproduction, and distribution of the Work otherwise complies with the conditions stated in this License. 5. Submission of Contributions. Unless You explicitly state otherwise, any Contribution intentionally submitted for inclusion in the Work by You to the Licensor shall be under the terms and conditions of this License, without any additional terms or conditions. Notwithstanding the above, nothing herein shall supersede or modify the terms of any separate license agreement you may have executed with Licensor regarding such Contributions. 6. Trademarks. This License does not grant permission to use the trade names, trademarks, service marks, or product names of the Licensor, except as required for reasonable and customary use in describing the origin of the Work and reproducing the content of the NOTICE file. 7. Disclaimer of Warranty. Unless required by applicable law or agreed to in writing, Licensor provides the Work (and each Contributor provides its Contributions) on an "AS IS" BASIS, WITHOUT WARRANTIES OR CONDITIONS OF ANY KIND, either express or implied, including, without limitation, any warranties or conditions of TITLE, NON-INFRINGEMENT, MERCHANTABILITY, or FITNESS FOR A PARTICULAR PURPOSE. You are solely responsible for determining the appropriateness of using or redistributing the Work and assume any risks associated with Your exercise of permissions under this License. 8. Limitation of Liability. In no event and under no legal theory, whether in tort (including negligence), contract, or otherwise, unless required by applicable law (such as deliberate and grossly negligent acts) or agreed to in writing, shall any Contributor be liable to You for damages, including any direct, indirect, special, incidental, or consequential damages of any character arising as a result of this License or out of the use or inability to use the Work (including but not limited to damages for loss of goodwill, work stoppage, computer failure or malfunction, or any and all other commercial damages or losses), even if such Contributor has been advised of the possibility of such damages. 9. Accepting Warranty or Additional Liability. While redistributing the Work or Derivative Works thereof, You may choose to offer, and charge a fee for, acceptance of support, warranty, indemnity, or other liability obligations and/or rights consistent with this License. However, in accepting such obligations, You may act only on Your own behalf and on Your sole responsibility, not on behalf of any other Contributor, and only if You agree to indemnify, defend, and hold each Contributor harmless for any liability incurred by, or claims asserted against, such Contributor by reason of your accepting any such warranty or additional liability. END OF TERMS AND CONDITIONS Copyright 2026 FinClaw Contributors Licensed under the Apache License, Version 2.0 (the "License"); you may not use this file except in compliance with the License. You may obtain a copy of the License at http://www.apache.org/licenses/LICENSE-2.0 Unless required by applicable law or agreed to in writing, software distributed under the License is distributed on an "AS IS" BASIS, WITHOUT WARRANTIES OR CONDITIONS OF ANY KIND, either express or implied. See the License for the specific language governing permissions and limitations under the License. # Dave AI resource metadata Creator / publisher: aifinlab Original project: https://github.com/aifinlab/FinClaw/blob/9e62862d1412157fa03ffd1f0b74969dcf0ed66c/skills/archive/investment-advisory-scripts/SKILL.md Attribution basis: Source repository record Fields of work: Marketing, Sales Roles: Account Executive, Customer Success Manager, Growth Marketer, Sales Engineer, Sales Development Rep (SDR) Specialties: Specialty not specified Tools: Tool not specified Country applicability: Country not specified Classification basis: Source catalog labels Instruction SHA-256: 79dea4828add4dfa9deac658df7da0a2cb422d474d7b721185e3d38b7b8c6b2d