顧問式銷售技巧

顧問式銷售技巧
Consultative Selling Skills
相信你最近一定有體會(huì)“在競爭日益激烈的環(huán)境中，銷售似乎越來越難了。”為此，軟實(shí)力™教練特別研發(fā)出這門顧問式銷售課程，助你掌握系統(tǒng)的銷售技巧，建立長久利多的客戶關(guān)系，有效提升業(yè)績。
上課益處：

 加強(qiáng)自信與自我激勵(lì)
 更有說服力
 有系統(tǒng)的進(jìn)行專業(yè)銷售
 增加成交機(jī)率
 引發(fā)客戶購買的動(dòng)機(jī)
 讓客戶愿意多次購買
 開發(fā)新客戶和新機(jī)會(huì)
 建立長遠(yuǎn)而雙贏的客戶關(guān)系

課程大綱：

1.不打無準(zhǔn)備之仗Prepare for Success
• 了解當(dāng)今社會(huì)銷售員所扮演的重要角色
• 了解整個(gè)銷售流程
• 銷售的核心理念
• 售前準(zhǔn)備的內(nèi)容
• 自我評(píng)估銷售能力，訂立突破目標(biāo)

2.建立和諧的初步關(guān)系 Build Rapport
• 建立和諧的重要性
• 5種有效的開場方法
3.有效發(fā)掘需求、體現(xiàn)價(jià)值 Identify Needs
• 能用有效提問和傾聽技巧得到需要的信息
• 幫助客戶更清楚地了解自己的需求和價(jià)值
• 找到主要購買動(dòng)機(jī)

4.系統(tǒng)、有針對性地提供解決方案 Provide Solutions
• 提出解決方案的步驟
• 分辨事實(shí)和益處，找出產(chǎn)品的獨(dú)特買點(diǎn)
• 生動(dòng)有說服力地說明產(chǎn)品對客戶的益處

5. 處理客戶的異議 Handle Objections
• 異議的種類
• 運(yùn)用獨(dú)特流程有效地處理異議
• 運(yùn)用“緩沖句”處理異議
• 有效回應(yīng)異議的兩種方法

6．贏得成交 Effective Closing
• 5種有效的成交方法
• 成交中要注意和避免的事

時(shí)間：2整天, 09:30-16:30
誰將受益于此課程：客戶經(jīng)理、銷售主任、銷售代表、市場拓展主管等想要學(xué)習(xí)和提高銷售能力和業(yè)績的人士
每班人數(shù)：10-25人
培訓(xùn)方式和特色：
1. 在教室中每一堂課都是在接納、尊重與鼓勵(lì)的氣氛中完成。
2. 課程的內(nèi)容使每位學(xué)員有參與感、并感到輕松又有趣。
3. 通過互動(dòng)的練習(xí)開始(非單純聽講)，并將所學(xué)運(yùn)用于生活、工作中，讓你建立自己的成功經(jīng)驗(yàn)。
4. 經(jīng)過不斷練習(xí)新的技能，使你很快養(yǎng)成新的行為習(xí)慣。

Consultative Selling Skills
You know that you can not sell by low price any longer; you must sell value to customers. Soft Strength Coaching™ understands this too. 
That’s why we just fine-tuned program. It emphasizes on value rather than price. It examines the strategic answers to today’s make-or-break selling issues, such as how to win appointments with key players, communicate proactively, resolve objections, gain new referrals and close more sales?
Best of all: you’ll see dramatic results on the bottom line.
In Value Selling Program, participants will:
 Build the self-confidence to overcome the challenges of selling
 Communicate value and sell from a buyer’s point of view
 Master a consultative selling process to accelerate the sales cycle
 Strengthen relationships by building credibility and client loyalty
 Develop a consistently positive attitude to generate predictable sales results
Program Outline:

1. Planning the Pre-Approach
 Understand the role of professional sales in today's economy
 Define the selling process
 Prepare for the sales call
 Evaluate selling skills and establish meaningful objectives for this training
2. Building Rapport
 Understand and apply a proven selling process to create partnerships
 Learn how to make buyers eager to talk with you
 Establish immediate credibility to build alignment with buyers
3. Generating Interest and Identify Needs
 Use “Why meet” and “general benefit” to generate interest
 Uncover and appeal to different buyer interests
 Use power questions to get the information you need
 Widen the buyer expectation gap to create interest
 Find out the primary buying motive
4. Providing Solutions
 Steps to present solutions
 Find out facts and benefits of your product
 Define USPs
 Use evidence and make an evidence book
 Present solutions that are persuasive and convincing
5. Appealing to Motive and Gain Commitment
 Evaluate buyers to move the sale forward
 Use “Language Movie” to engage the prospect’s emotions
 Six ways to ask for the sale with confidence
6. Resolving Objections
 Find points of agreement to lower buyer resistance
 Learn special process to resolve objections
 Ask the right questions to uncover hidden objections
 Two effective techniques to respond to objections

Length: Two days，09:30-16:30
Who will benefit from this course: Account Executives, Sales Reps, Account Managers, Business Development Supervisors and others who want to learn and improve selling skills and get more deals.
Class Size:10-25 participants
Methods and Features:
1. Every class was conducted in a receptive, respectful and encouraging positive atmosphere;
2. The participants are highly involved in the program and the learning is fun and interesting;
3. By interaction and input, the participants will build their successful experience by applying what they learned.
4. New and better skills and habits were developed through many times’ practice.
 

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