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課程介紹：

如何讓客戶關(guān)注我？如何與不同的客戶建立良好的溝通？如何體現(xiàn)產(chǎn)品的競(jìng)爭(zhēng)優(yōu)勢(shì)？如何說(shuō)服客戶接受我的銷售建議？這些問(wèn)題是加入銷售隊(duì)伍以后，銷售人員最為關(guān)注的問(wèn)題。

本課程幫助參加者全面提升銷售中的溝通能力，系統(tǒng)把握銷售的六個(gè)關(guān)鍵環(huán)節(jié)，成功塑造職業(yè)化的銷售人員形象。

培訓(xùn)受眾

企業(yè)一線銷售代表、銷售工程師、項(xiàng)目銷售人員、銷售主管及銷售經(jīng)理

課程大綱

1.銷售人員的作用和職責(zé)

* 公司的成敗取決于

- 您每天在銷售什么

- 客戶對(duì)您的期望

- 職業(yè)化與非職業(yè)化銷售人員的比較

- 您的七大任務(wù)和職業(yè)行為準(zhǔn)則

* 開(kāi)發(fā)和管理我們的客戶

- SWOT 分析：趨利避險(xiǎn)，尋找機(jī)會(huì)

- 競(jìng)爭(zhēng)對(duì)手分析

- 尋找我們理想的目標(biāo)客戶

- 您如何理解產(chǎn)品

- 把握客戶的動(dòng)機(jī)、需求和決策過(guò)程

2.運(yùn)用您的溝通和談判能力

* 與客戶溝通的技巧

- 三個(gè)層次的溝通障礙

- 有效地傾聽(tīng)、表達(dá)、提問(wèn)

- 理解事實(shí)-觀點(diǎn)-情感

* 與客戶進(jìn)行談判的能力

- 談判目標(biāo)

- 談判6步法

- 談判結(jié)果

- 談判中容易犯的十大錯(cuò)誤

3.銷售是一次旅行：6步法

* 準(zhǔn)備：拜訪客戶

* 接觸：4x20原則

* 了解

* 說(shuō)服

* 決定：識(shí)別客戶的綠燈信號(hào)

* 鞏固：與客戶的關(guān)系

4.在銷售中前進(jìn)

1. Duties and roles of sales staff

* Success or failure of your company depends on

- What do you sell everyday

- Customer expectations

- Comparison between professional and non-professional sales person

- 7 tasks and professional behaviour norms

* Developing and managing customers

- SWOT analysis: avoiding risks and seizing opportunities

- Analyzing competitors

- Looking for ideal target clients

- Understanding your products

- Customer motivations, needs and decision - making process during purchasing

2. Exploiting communication and negotiation skills

* Skills of communicating with customers

- Three obstacles in communication process

- Effective listening, expression and questioning

- Understanding F-O-S

* Competence in negotiation

- Objectives of negotiation

- 6 steps of negotiation

- Result of negotiation

- Ten easy - made mistakes in a negotiation

3. Stages of sales

* Preparation: for a visit

* Getting in touch: the 4*20 principles

* Understanding

* Persuasion

* Conclusion: recognizing green light signals

* Consolidation: relationship with customers

4. Making progress in selling

楊老師

由知名專家講授，運(yùn)用眾多實(shí)戰(zhàn)案例，深入淺出剖析難點(diǎn)問(wèn)題，欲了解老師更多詳情，敬請(qǐng)致電咨詢。

我要報(bào)名

在線報(bào)名：職業(yè)銷售技巧(上海)