培訓(xùn)內(nèi)容:
培訓(xùn)受眾:
Sales team
課程大綱:
Morning of day one:
How to understand the relationship among Price, Demand & Supply
o Understand the S-D-P curve
o Understand the difference between Marketing and Sales, get the right information
To be a smart sales: identify human needs and business needs
o White-board exercise：human needs and business needs
o How to deal and satisfy the 2 kinds of needs
4
selling skills (opening, questioning, promoting product, seal a deal):
o Opening skill (3 steps)
How to make a professional & effective opening
Participants opening exercise
o 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:
o How to successfully promote your product
o Promoting skill (the timing and the skill)
o Link your product with the customer needs and benefits
o Develop and find out the needs behind the needs
o Use SPIN when customer not really keen on your product
o How to deal when customer misunderstands your product
o How to deal when customer does not satisfy with your product
o 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
o Highlight the benefits agreed by the customer
o Make a next step suggestion
o Verify the customer’s confirmation
o Participants exercise
Consultative selling versus transactional selling
o What does consultative selling focus on:
How to develop loyalty customer
The benefits of loyalty customer
Deal with different customer styles - the DISC skill
o DISC skill exercise
Afternoon of day two:
Successful selling needs a unique story
o Example of the story
o Exercise: how do we make our own product story
The selling systematic skill-set:
o What’s the target of selling and negotiation
o 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