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    找培訓講師、培訓師就上講師寶!
    姚威網站_姚威博客
    姚威
    實戰營銷管理培訓講師 大客戶營銷專家
    本站已經通過實名認證,所有內容均由姚威本人或助理發表
    服電話tel
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    • 劉易明 銷售團隊管理實戰派專家講師
    • 舒國華 大客戶營銷/互聯網營銷/品牌策略
    • 高定基 互聯網+資深銷售與服務講師
    • 孟錦 亞洲著名銷售溝通專家.國家高級培訓師
    • 李明圣 業績暴漲專家 銷售實戰訓練大師
    • 龐薇 直銷課題銷售、健康、心態、運氣發聲、禮儀
    • 鮑明忠 營銷實戰派專家和營銷管理培訓專家
    • 王名揚 華人創業領袖訓練第一人
    • 于洋 銷售技巧和團隊管理

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    第一部分:良好的心態銷售成功的關鍵

     

    一、提升保持良好心態的能力

    1.樹立正確的客戶觀

         2.訓練積極的心態

    3.掌握業績倍增的6種原則

    4.每日堅定的4種態度

    5.營銷高手的5種信念

    6.營銷高手的四張王牌

    第二部分:商務禮儀建立信任關系

    一、商務禮儀建立信任關系

    1.  運用微笑的力量,塑造良好第一印象

    2.  得體的服飾儀容,專業的商務禮儀

    3.  坐有坐相,站有站姿,給客戶信賴的感覺

    4.  同客戶一樣的“職業化”促進信任感覺

    二、      運用策略建立銷售信任

    1.  運用贊美的力量

    2.  換位思考以客戶為中心表示對客戶的尊重

    3.  建立信賴感的五緣四同步法則

    4.  建立信任的五個緯度

    5.  快速建立銷售信任的六大方法

    第三部分:找對人說對話做好需求分析

    一、找對人—決勝銷售的前提

    1.  找對人的三項要求

    2.  找對人的五項表現

    3.  掌握客戶概況及需求期望

    二、說對話—決勝銷售的關鍵

    1.  學會聽,聽關鍵

    2學會聽,快速化解溝通障礙

    2如何體現用心傾聽,拉近關系

    2.  要會問,有技巧

    2何時問開放式問題

    2何時問封閉式問題

    2與潛在客戶溝通要問哪些問題?

    3.  說對話,貴精要

    2說對話要了解對方的需求及目的

    2銷售溝通上的黃金定律及三項本質

    第四部分:學會問挖掘客戶真實需求

    一.了解客戶心理,幫助客戶找到他認為最合適的

    1.  客戶十大心理分析

    2.  客戶購買行為分析

    3.  購買前行為,購買后行為,消費者心理活動過程

    4.  不同階段不同環境不同性格的購買心理分析

    二.學會問,挖掘客戶心理需求讓銷售事半功倍

    1.  探尋顧客的心理需求,提問的2種模式

    2.  先詢問容易的問題,何時問開放式問題

    3.  詢問客戶關心的事情,何時問封閉式問題

    4.  從客戶表情與回答中整理客戶需求

    5.  銷售心理把握SPIN 公式

    ?  情景性:問題現狀               探究性:問題詢問

    ?  暗示性:暗示詢問               解決性:確認詢問

    第五部分:介紹方案塑造產品價值

    一、如何進行方案介紹

    1.準備充分,方案精美

    2.個性化介紹方案

    3.3+2+1模式介紹法

    二、根據客戶需求塑造產品價值

    1.了解顧客的購買動機,分析顧客的購買行為

    2.顧客的購買心理分析,從客戶回答中整理客戶需求

    3.如何以客戶為中心做好產品優勢分析

    4.產品特點、優點、好處、證據對成單的影響

    5.一針見血的產品賣點提煉,精準介紹產品塑造價值的30秒原則

    6.FABE法則介紹產品塑造價值

    7.價值是一種感覺,感覺是一種策略

    第六部分:雙贏談判快速成交技巧

    一、雙贏談判開局技巧

    1.  摸底后談判開局

    2.  了解并改變對方底線與期望

    3.  試水溫,看顧客心理,預留讓步空間

    二、如何創造雙贏談判

    1.  如何主導談判,把握談判兩大心理:底線與期望值

    2.  如何造勢,談判=談+判,重要的不是談而是判

    3.  察看顧客表情捕捉提出成交請求的最佳時機

    三、快速成交談判技巧

    1.  掌握成交前、中、后的談判策略

    2.  價格談判技巧,如何報價?如何讓步?讓步次數與幅度?

    3.  報價的順序及原則,雙贏報價的區間范圍

    4.  議價:誰先讓價誰先死,要求對報價或立場作出反應

    5.  掌握客戶心理,替客戶做決定,讓步的策略與方法

    6.  讓對方感覺他贏了,讓對方感覺他在掌控格局


    TAG: 銷售技能培訓大客戶服務

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