在市场竞争愈演愈烈的大背景下,如何能够使自己公司的产品与服务脱颖而出,在第一时间赢得客户的青睐,是企业每一位
销售工作者必须面对的重要问题。
本课程旨在强化
销售人员向客户展示和推荐解决方案过程中的表达能力和说服能力,从而帮助
销售人员提升方案或者产品推介的有效性,增加客户的认同感。1.
销售介绍与陈述中的表达技巧
* 为什么需要训练
* 有效陈述的四个关键
*
销售陈述中的语言沟通技巧
*
销售陈述中的非语言沟通的3个准则
* 随时准备对听众的反应做出反馈
* 给你的陈述一个高潮的结尾
* 模拟训练
2.建立介绍与陈述内容的逻辑框架
* 客户最在意的是什么
* 建立针对客户价值的表达逻辑——FABE
* 强化表达力度的技巧运用
3.客户价值分析
* 转化客户的需求,建立创造性的
销售模式
* 强化沟通,与客户达成需求共识
* 把握了解和引导客户的谈话路径
4.有效应对客户的反对意见
* 客户为什么要提出异议
* 辨识3大类的反对意见
* 客户的反对不是反对的客户
* 有效处理客户反对意见的方法和步骤
* 展示你的人际及专业能力,获得客户的认同
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