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《營銷高手實戰技能提升》

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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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