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《店面營銷實戰技能提升》

《店面營銷實戰技能提升》
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《店面營銷實戰技能提升》

 

課程大綱:

店面營銷實戰技能提升

第一單元:店面營銷人員的角色定位


【頭腦風暴】你最喜歡怎樣的導購員?

1.認識你自己

2.導購角色的認知誤區

3.連鎖導購員的8大角色


4.銷售冠軍自畫像

5.優秀導購5項修煉

6.導購職業生涯規劃

第二單元:了解客戶心理知己知彼百戰不殆

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

5.   從客戶表情你回答中整理客戶需求

6.   銷售心理把握SPIN公式

7.   客戶到底在購買什么

價值是一種感覺,感覺是一種策略

第三單元:如何建立良好的客戶關系

運用策略建立銷售信任

1. 運用贊美及微笑的力量

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

6. 建立客戶關系的四化

7. 滿足對方被重視欲的三大方法

 

第四單元:門店標準化銷售流程九節點

第一節點、售前準備

【頭腦風暴】:如何讓門店成為顧客心中的心動女生?

1.售前人、貨、場的準備工作

2.專業的導購形象決定了顧客的腳步

1)導購形象與儀容儀態要求

2)門店站姿、蹲姿、走姿、指引要求

3.陳列是最好的導購員

4.賣場有哪些“趕客”行為

【案例分享】:賣場內的“趕客”行為

5.360度全方位銷售氛圍營造

【頭腦風暴】:店內沒顧客時導購在干什么?

 

第二節點、迎接顧客

1.迎接顧客第一件事:真誠的微笑

【案例分享】:“發財像”與“破財像”

2.迎接顧客的語言技巧

3.快速建立信任的三大法寶

4.老顧客接待技巧

5.特殊狀況接待技巧

6.巧妙站位,截流顧客

【現場演練】:如何留住轉一圈就走的顧客?

7.淡場變旺場氛圍營造

【頭腦風暴】:沒有顧客時導購應該干什么?

8.旺場時的熱銷氛圍營造

【頭腦風暴】:營造熱銷氛圍的六大技巧

 

第三節點、了解需求 


1.連鎖消費群體需求分析

2.了解顧客需求,提升購買力

【案例分析】:釣魚的故事

3.分析顧客的表層需求與心理需求

4.如何打開顧客心門——贊美

【現場演練】:贊美的技巧和方法

5.望問聞切探尋和引導顧客需求

【視頻分享】:如何探尋和引導顧客需求

 

第四節點、產品介紹

1.顧客購買動機分析

2.你動我動產品動——“ 三動法”打動顧客

3.產品介紹的時機和內容


4.FABE銷售法則和話術 

5.N-FABE銷售法

6.分析顧客性格針對性介紹產品

7.激發顧客購買興趣的產品介紹方法

8.結合買點與賣點,給顧客一個購買的理由

【現場演練】: FABE銷售話術和構圖話術

 


第五節點、引導體驗


1.為什么顧客不愿進入試衣間?

2.將顧客帶進試衣間:眼神+微笑+語言+動作+專業+細節

3.營造舒適的體驗環境

4.不同類型顧客的體驗服務技巧

5.顧客體驗前、中、后的關鍵動作與注意事項

6.顧客體驗時導購應該注意的細節

【現場演練】:顧客體驗服務流程


 

第六節點、異議處理

1.顧客異議背后的含義

2.面對顧客異議導購應具備的心態

3.區分真異議和假異議

4.巧妙處理顧客異議三部曲 


5.常見的顧客異議處理技巧

6.攻擊性異議處理技巧

【現場演練】:異議處理話術、流程

 

第七節點、臨門一腳

1.為什么顧客遲遲不肯買單?

2.顧客成交的4大秘訣

3.即將成交的6大信號

4.快速成交的6種方法

5.不同類型顧客的成交技巧

 

第八節點、連帶銷售 

1.業績倍增銷售的三個關鍵詞

2.業績倍增的三種途徑

3.容易產生大單的時間段

4.大單賣手的6大工作特點

5.影響連帶銷售的三個致命傷

6.如何做好連帶銷售

7.連帶銷售成功3步曲

8.連帶銷售的6大時機

9.連帶銷售的方法

10.收銀臺連帶銷售技巧

 

第九節點、售后服務 

1.確認商品,快速收銀

2.禮貌送客,客情維護

3.優質的售后服務是下次銷售的開始            

4.建立完善的顧客檔案,挖掘消費機會

5.分級管理顧客檔案

6.VIP檔案動態管理

7.如何讓未成交顧客回來:登門檻效應、留面子效應

8.客情維護的10個技巧

 

 

第五單元:快速成交的談判技巧

1.  試水溫,看顧客心理,預留讓步空間

2.  察看顧客表情捕捉提出成交請求的最佳時機

3.  掌握客戶心理,替客戶做決定

4.  學會變臉,掌握成交前、中、后不同的營銷策略

5.  察看顧客表情掌握以客戶需求為核心的價格談判技巧

6.  快速成交的八大談判技巧

7.  價格談判:如何報價?如何讓步?如何把握好“度”?

 

 


TAG: 銷售技能培訓大客戶服務

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