培訓(xùn)內(nèi)容:
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
課程收益:
在市場(chǎng)競(jìng)爭(zhēng)愈演愈烈的大背景下，如何能夠使自己公司的產(chǎn)品與服務(wù)脫穎而出，在第一時(shí)間贏得客戶的青睞，是企業(yè)每一位銷售工作者必須面對(duì)的重要問(wèn)題。
本課程旨在強(qiáng)化銷售人員向客戶展示和推薦解決方案過(guò)程中的表達(dá)能力和說(shuō)服能力，從而幫助銷售人員提升方案或者產(chǎn)品推介的有效性，增加客戶的認(rèn)同感。
課程大綱：
1.銷售介紹與陳述中的表達(dá)技巧
* 為什么需要訓(xùn)練
* 有效陳述的四個(gè)關(guān)鍵
* 銷售陳述中的語(yǔ)言溝通技巧
* 銷售陳述中的非語(yǔ)言溝通的3個(gè)準(zhǔn)則
* 隨時(shí)準(zhǔn)備對(duì)聽(tīng)眾的反應(yīng)做出反饋
* 給你的陳述一個(gè)“高潮”的結(jié)尾
* 模擬訓(xùn)練
2.建立介紹與陳述內(nèi)容的邏輯框架
* 客戶最在意的是什么
* 建立針對(duì)客戶價(jià)值的表達(dá)邏輯——FABE
* 強(qiáng)化表達(dá)力度的技巧運(yùn)用
3.客戶價(jià)值分析
* 轉(zhuǎn)化客戶的需求，建立創(chuàng)造性
的銷售模式
* 強(qiáng)化溝通，與客戶達(dá)成需求共識(shí)
* 把握了解和引導(dǎo)客戶的談話路徑
4.有效應(yīng)對(duì)客戶的反對(duì)意見(jiàn)
* 客戶為什么要提出異議
* 辨識(shí)三大類的反對(duì)意見(jiàn)
* “客戶的反對(duì)”不是“反對(duì)的客戶”
* 有效處理客戶反對(duì)意見(jiàn)的方法和步驟
* 展示你的人際及專業(yè)能力，獲得客戶的認(rèn)同
1. Presentation skills in sales activity
* Why the training is necessary
* Four key points of effective presentation
* Verbal communication during the presentation
* 3 rules of non-verbal communication during the presentation
* Preparing to give feedback to your audience at any time
* Creating a "climatic" ending
* Stimulation
2. Building logic framework of presentation
* What are the main concerns of clients
* Establishing logic expression focusing on customer value - FABE
* Intensifying the power of your expression
3. Analysis of client value
* Transforming clients’ demand by establishing creative selling models
* Reinforcing communication and reaching consensus with clients
* Understanding and guiding conversation
4. Effective response to client’s objections
* Why do they raise objections
* Identification of 3 major types of objections
* "Clients’ objection" does not mean "opposing client"
* Methods and steps to handle clients’ objections
* Demonstrating your interpersonal and professional skills to obtain clients’ agreement