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课程编号:22355 查看完整版课程大纲
时间地点:2015/7/6日 至 2015/7/7日 北京培训时长:2天
主讲老师:专家(查看该老师更多课程)
课程价格:¥4450元/位(更多优惠请致电020-31041068)
会员价格:¥4450元/位(免费注册博课会员)
课程类别:销售管理 (查看该类别更多课程)
所有排期: 2016/4/18至2016/4/19 北京 2016/5/9至2016/5/10 上海 2016/6/6至2016/6/7 厦门 2016/8/29至2016/8/30 北京 2016/9/8至2016/9/9 上海 2016/11/7至2016/11/8 北京 2016/12/5至2016/12/6 上海
培训内容:

以客户需求为导向的销售理念,业已为广大销售员所理解和接受。但是,以需求为导向,并不意味着被动地去满足客户。事实上,以需求为导向的销售,首先是、也必须是:管理客户的需求。

本课程围绕着这一理念,向参加者展开一系列的销售技巧运用训练,帮助参加者提升自我的销售能力和交流的能力。1.组织好顾问式销售的过程
* 理解商业环境的变化性
* 理解客户的观点
* 如何引导客户认清他们的现状
* 如何引导客户产生立即解决问题的欲望

2.提高顾问型技能,做出有效的销售策略
* 从产品销售到方案销售
* 业务需求和价值定位
* 使用聚焦式问题,引导客户
* 销售顾问的核心能力:处理异议及缔结成交
* 业务分析和漏斗管理
* 目标制定、时间管理和地域管理

3.管理客户关系,提高重复性购买
* 对解决方案加以包装,引起客户进行额外采购的兴趣
* 多层面销售:在客户公司内建立人脉网络
* 如何通过目前你的联系人向其他决策人销售
* 通过向上及交叉销售,提升客户的重复购买率和忠诚度
* 客户管理中的实际操作

4.价值竞争——销售你的价值表现而非产品表现
* 附加价值销售的原则1:价格永远不是孤立存在的
* 附加价值销售的原则2:价值由客户的价值感受决定
* 帮助你关注价值,并强化谈判地位的5个定价技巧巧


1. Structuring the consultative process
* The changing business environment
* Understanding the customer’s points of view
* How to guide your customers to better understand their own situation
* How to guide them to look for a prompt solution

2. Developing consultative skills and effective sales strategies
* From product selling to solution selling
* Business needs and value mapping
* Leading the customer with focused questions
* The core competence of the sales consultant: objection handling and deal closing
* Business analysis and funnel management
* Targeting, time and territory management

3. Managing the customer relationship to increase repeated business
* Packaging your solutions in a way that invites the customer to do additional business with you
* Multi-level selling: to develop personal network in the customer’s company
* How to sell to other decision makers through the contact person
* Increasing rebuying and customer loyalty through up sell and cross sell
* Practice of account management

4. Competing on value - selling value instead of selling product
* The No.1 rule of value - added selling and its practical consequences: price must never stand alone
* The No.2 rule of value - added selling: it is the customer’s value perception which counts
* Five pricing techniques that will help you focus on value, and strengthen your negotiation position

培训对象:

* 企业一线销售代表、销售工程师、项目销售人员、销售主管及销售经理

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