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王群:Professional Selling Skill

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Course  title:
  
  
Professional Selling  Skill
  
  
Target  group:
  
  
Sales  team
  
  
Training  purpose:
  
  
This  two days training course will focus on professional selling techniques, such  as how to make opening, how to ask the right question, how to promote the  products and how to seal a deal. Professional means it won’t deal with rely  on the Chinese “relationship”, instead, it will use logical and psychological  method to talk with customers to find their needs and provide right products  to meet the needs and offer benefits to the customers. This is called  consultative selling skill and aimed to build up longer, deeper and closer  relationship with their customers.
  
On  the second day of the training, it’ll also give a brief introduction of what  is selling negotiation skill and what is key account management skill, so  that the participants will be able to lay down a solid foundation, to obtain  the systematic necessary skill set, and get ready for next step of training  (negotiation skill training and key account management training).  
  
  
     Duration:
  
  
Two  days (9 am ~ 5 pm)
  
  
Syllabus:
  
  
Morning  of day one:
  

       
  • How to       understand the relationship among Price, Demand & Supply
       

         
    • Understand the S-D-P        curve
         
    • Understand the        difference between Marketing and Sales, get the right information
         
       
  • To be a smart       sales: identify human needs and business needs
       

         
    • White-board        exercisehuman        needs and business needs
         
    • How to deal and        satisfy the 2 kinds of needs?
         
       
  • 4 selling skills       (opening, questioning, promoting product, seal a deal):
       

         
    • Opening skill        (3 steps)
         

             
      • How         to make a professional & effective opening?
             
      • Participants         opening exercise
           
         
    • Questioning        skill:
         

             
      • 3         styles of questioning (open, close, follow up)
             
      • 3         steps of questioning
             
      • How         to ask the right question?
             
      • What         is called SPIN skill?
             
      • Participants         exercise
           
         
      
  
12.00 –  13.00 Lunch break
  
Afternoon of day one:
  

       

         
    • How to        successfully promote your product?
         
    • Promoting skill        (the timing and the skill)
         
    • Link your        product with the customer needs and benefits
         
    • Develop and        find out the needs behind the needs
         
    • Use SPIN when        customer not really keen on your product
         
    • How to deal        when customer misunderstands your product
         
    • How to deal        when customer does not satisfy with your product
         
    • Participants        exercise
         
      
  
  
Morning of day two:
  

       
  • Review the first       day training content and Q&A
       
  • The skill of 3       steps to lead to agreement with customer
       

         
    • Highlight the        benefits agreed by the customer
         
    • Make a next        step suggestion
         
    • Verify the        customer’s confirmation
         
    • Participants        exercise
         
       
  • Consultative       selling versus transactional selling
       

         
    • What does        consultative selling focus on:
         

             
      • How         to develop loyalty customer?
             
      • The         benefits of loyalty customer
           
         
       
  • Deal with       different customer styles - the DISC skill
       

         
    • DISC skill        exercise
         
      
  
  
Afternoon of day two:
  

       
  • Successful       selling needs a unique story
       

         
    • Example of the        story
         
      
  
o    Exercise:  how do we make our own product story?
  

       
  • The selling       systematic skill-set:
       

         
    • What’s the        target of selling and negotiation?
         
    • How to deal        with negotiation?
         
      
  
o    Why  we can’t get into price negotiation too early?
  
o    What’s  the right timing to start negotiation?
  
o    KAM  – what’s called key account management?
  
o    How  to build up key account database?
  

       
  • Summary of the       training and Q&A session
      
  
  
  
  
  
  End up training
  

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