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                      信任五环

                       文章来源:石顿企管 时间:2019-06-13 13:24
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                      信任五环
                      快速赢得客户信任,助力拜访获得成功
                      课程时间:2019年7月16-17日上海
                      课程费用:4980元/人(含教材午餐及茶点等)
                                                                                                                                                                                                              
                      谁来参加?                                                                                                                                                                         
                      * 售前顾问、销售经理、销售总监等                                                                                                                                   
                                                                                                                                                                                                              
                      课程时长                                                                                                                                                                            
                      * 14小时(2天)                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                   
                      有何收获?                                                                                                                                                                         
                      * 掌握客户决策思维逻辑                                                                                                                                                    
                      * 应用双赢拜访沟通技巧                                                                                                                                                    
                      * 快速赢得客户深层信任                                                                                                                                                    
                      * 制定高效拜访沟通计划                                                                                                                                                    
                      * 建构自己的销售技能体系                                                                                                                                                                                                                                                                                                                                           
                      先决条件?                                                                                                                                                                         
                      * 有一定的销售经验                                                                                                                                                                                                                                                                                                                                                      
                      为何参加?                                                                                                                                                                         
                      和客户的沟通不在同一个频道上,产品价值不能有效传递给客户,无法与客户建立信任,一次次的拜访总是无功而返;    
                      《信任五环》,基于世界级专业营销理论、结合国内具体实际而开发的、面向销售人员专业技能的精品课程,重点帮助销售人员建立基于客户业务需求及个人态度认知的沟通、与客户共同制定方案、获得客户自发的行动承诺的专业能力;该课程不仅在深厚的心理学和意识思维逻辑学基础上可以参透销售本质,更是一门简洁实用、当天就能轻松上手、付诸行动就能立即见效的实用课程。                                                                                                                                                    
                                                                                                                                                                                                              
                      课程大纲                                                                                                                                                                            
                      第一模块:客户决策思维逻辑                                                                                                                                             
                      * 认知销售                                                                                                                                                                         
                      * 客户行动原理                                                                                                                                                                  
                      第二模块:拜访的准备                                                                                                                                                       
                      * 客户的概念                                                                                                                                                                      
                      * 制定最佳与最小行动承诺                                                                                                                                                 
                      * 有效商业理由                                                                                                                                                                  
                      * 用PPP制定约见理由                                                                                                                                                      
                      第三模块:提问技术                                                                                                                                                           
                      * 认识提问内容与形式的重要性                                                                                                                                          
                      * 制定未知信息清单                                                                                                                                                           
                      * 应用四类提问句式编写四类问句                                                                                                                                      
                      第四模块:倾听技术                                                                                                                                                           
                      * 提问内容与形式的重要性                                                                                                                                                 
                      * 制定未知信息清单                                                                                                                                                           
                      * 应用倾听技巧及黄金静默技巧                                                                                                                                          
                      第五模块:呈现差异优势                                                                                                                                                    
                      * 差异优势在销售中的重要性                                                                                                                                             
                      * 差异优势的定义和标准                                                                                                                                                    
                      * 基于客户概念制定差异优势清                                                                                                                                          
                      第六模块:合作经营                                                                                                                                                           
                      * 传统销售与合作经营的不同处                                                                                                                                          
                      * 应用SPAR句式呈现客户应用场景                                                                                                                                   
                      * 基于客户概念和合作经营流程的沟通                                                                                                                               
                      第七模块:获得承诺                                                                                                                                                           
                      * 获得客户行动承诺的承诺类问题                                                                                                                                      
                      * 识别客户有顾虑的表现                                                                                                                                                    
                      * 应用顾虑类问题和太极推手处理客户顾虑                                                                                                                        
                      第八模块:拜访评估                                                                                                                                                           
                      * 通过问题清单评估拜访效果                                                                                                                                             
                      * 客户信任与不信任的表现                                                                                                                                                 
                      * 赢得客户信任的主要途径和方法                                                                                                                                      
                                                                                                                                                                                                              
                      相关课程                                                                                                                                                                            
                      作为销售人员,你可能还会对《大客户关系管理》、《双赢销售谈判》感兴趣                                                                   
                      想要在销售管理能力提升上更进一步,你可能需要学习《卓越的销售管理》、《问题分析与决策制定技巧》                      
                                                                                                                                                                                                              
                      师资简介                                                                                                                                                                            
                      曾 先生                                                                                                                                                                                                                                                                                                                                                                         
                      * 背景经历                                                                                                                                                                                                                                                                                                                                                                   
                      实战派营销专家、训战合一销售教练                                                                                                                                  
                      销售罗盘® /信任五环®/营销战略规划®资深导师                                                                                                              
                      上海交通大学/复旦大学特聘营销培训师                                                                                                                             
                      多家高速成长型公司常年营销顾问                                                                                                                                      
                      曾担任多家全球 500 强营销高管                                                                                                                                       
                      22 年营销及管理经验,6 年营销培训、咨询及教练经验                                                                                                    
                                                                                                                                                                                                              
                      * 擅长领域                                                                                                                                                                         
                      专注B2B大客户销售研究和训练、组织销售绩效提升,综合运用行动学习、培训、                                                           
                      团队辅导、教练技术、复盘、销售经验萃取等多种技术和工具,基于自身丰富的实战                                                         
                      经验和扎实的理论功底,高效帮助客户提升销售团队的销售能力和组织绩效。                                                                   
                                                                                                                                                                                                              
                      * 服务客户                                                                                                                                                                         
                      曾服务的外资企业:VMware、飞利浦、西门子、思科、通用电气、、阿斯利康、拜耳制药、诺华制药、花旗银行、艾默生。                                                                                                                                                                                   
                      曾服务的国内客户:华为、平安集团、中国电信集团、科大讯飞、海能达通讯、恒生电子、龙旗科技、华勤科技、GrowingIO、汽车之家、飞企互联、甜橙金融、联动优势、品茗科技、中企通讯、建研科技、容知日新、华立集团、京东方、顺丰控股中远海运等 。                                                                                                                                                                    
                       
                       
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