让天下没有难找的讲师,职业讲师,商业讲师,培训师,讲师库-北京昭智教育

刘涛海《专业的销售技巧》

[复制链接]
《专业的销售技巧》课程目录
(三天版内容)培训师:刘涛海
培训目标:
通过系统的销售知识与技能培训,让销售人员对销售工作有全面的认知,并具备市场拓展的初级能力。
培训方法:
知识点讲解+角色扮演+案例谈论+视频分析
培训内容:
第一篇   成为专业销售人才····················································
第一章 您的目标——成为专业销售人才······················································
1—1 专业销售人才是训练出来的···················································
1—2 您够专业吗·······································································
            1—3 您能学到这些专业销售技巧···················································
第二篇   专业销售技巧··························································
第二章   销售准备技巧··········································································
            2—1 准备①——专业销售人的基础准备···········································
            2—2 准备②——销售区域····························································
            2—3 准备③——准客户·······························································
            2—4 准备④——销售计划····························································
   第三章  接近客户的技巧Approach·······················································
            3—1  什么是Approach····························································
·Approach的含意
·Approach注意点
3—2   什么是Approach,Talk·····················································
·Approach Talk步骤
·Approach Talk范例
       3—3  电话接近客户的技巧··························································
              ·电话技巧的五个步骤
              ·电话接近技巧范例
       3—4  直接拜访接近客户的技巧·····················································
   ·购买欲望的五个Check Points
   ·购买能力的三个Check Points
   ·面对Receptionist的技巧
   ·面对秘书的技巧
   ·会见Key man的技巧
       3—5  使用信函接近客户的技巧·····················································
第四章   进入销售主题的技巧·································································
       4—1  进入销售主题的技巧··························································
   ·进入销售主题的时机
   ·进入销售主题的技巧
·开场白范例
第五章  事实调查的技巧········································································
       5—1  事实调查········································································
              ·什么是事实调查
              ·要调查什么
       5—2  向谁做事实调查································································
              Key man
              ·使用单位
              ·采购单位
       5—3  如何做事实调查································································
              ·事前的调查
              ·观查法
              ·直接询问法
              ·问卷调查法
第六章   “询问”与“倾听”的技巧·························································
       6—1  开放式的询问···································································
              ·什么是开放式询问
              ·开放式询问范例
       6—2  封闭式的询问···································································
              ·什么是封闭式询问
              ·封闭式询问范例
       6—3  什么是积极的倾听·····························································
       6—4  倾听的技巧·····································································
              ·培养积极倾听的技巧
              ·让客户把话说完并记下重点
    ·乘持客观开拓的胸怀
    ·对客户所说的话不要表现防卫的态度
    ·掌握客户真正的想法
第七章   将特性转换成利益的技巧····························································
    7—1  特性及利益·····································································
    ·特性Feature)根据不同目标客户,选择不同销售模式
·优点(Merit
              ·特殊利益(SpecificBenefit)
    7—2  将特性转换成利益的技巧·····················································
    ·产品特性转换成特殊利益的销售话语范例
第八章   产品说明技巧··········································································
  8—1  什么是Presentation·························································
  ·Presentation的目的
    ·Good Presentation的特征
       8—2  Presentation的技巧·························································
             ·Presentation的两个原则
             ·Presentation的步骤及指引
             ·Presentation范例
   ·其它注意点
   (1)不要顶撞客户
   (2)维持良好的商谈气氛
   (3)时机
   (4)预做Sales Talk准备
   (5)运用Sales Aid
第九章   异议处理技巧··········································································
    9—1   异议Objection的含意···················································
   ·异议是什么
   ·异议的种类
   ·专业销售人对异议应有的基本态度
    9—2   了解异议产生的基本原因···················································
   ·原因在客户
   ·原因在销售代表本人
  9—3   异议处理技巧①忽视法······················································
9—4   异议处理技巧②补偿法······················································
    9—5   异议处理技巧③太极法······················································
  9—6   异议处理技巧④询问法······················································
       9—7   异议处理技巧⑤是的(yes)……如果(if)···························
       9—8   异议处理技巧⑥直接反驳法················································
第十章   展示的技巧············································································
    10—1  展示的含意····································································
·展示类型
   ·展示前的准备
    10—2  展示说明的注意点····························································
   ·让客户看到、触摸到、用到
   ·引用动人实例
   ·使用客户听得懂的语言
   ·掌握客户关心点,证明您能满足他
   10—3  准备您的展示讲稿Demo Script·····································
               ·展示话语的撰写准备步骤
              ·展示讲稿范例
第十一章    建议书作成技巧···································································
         11—1  建议书的准备技巧··························································
         11—2  建议书的撰写技巧··························································
         11—3  建议书的构成及范例·······················································
第十二章    缔结的技巧········································································
         12—1  缔结(close)的含意······················································
  ·什么是缔结
  ·最终缔结
  ·中途缔结
  ·试验缔结
12—2  缔结的时机与准则·························································
    12—3  缔结的技巧①利益汇总法················································
12—4  缔结的技巧② T字法······················································
12—5  缔结的技巧③前题条件法·················································
12—6  缔结的技巧④价值成本法·················································
12—7  缔结的技巧⑤询问法······················································
12—8  缔结的技巧⑥「yes」…「yes」…「yes」···························
12—9  缔结的技巧⑦哀兵策略法

使用道具

管理技能讲师|企业战略讲师|网络媒体讲师|营销服务讲师|职场技能讲师|人力资源讲师|党政爱国讲师|财税金融讲师|生产管理讲师|其他类讲师|内训课程|讲师列表|手机版|

讲师库 | 讲师列表 | 账号登录 | 立即注册 | 网站地图 | 京公网安备11010702002698 | 京ICP备2024062795号-1

返回顶部 返回列表