凌敬忠老师的内训课程
FABE模块课程大纲时间分教学方法FABE单元目的：在客户挖掘出自己的需求后，销售人员就开始进行展示自己的产品/服务/方案是如何满足客户的需求，展示的时间不能过长，但必须清楚和完整独特卖点：我们的优势是客户需要及竞争者所没有的展示方案的时机：大部分销售人员反的错误就是太早于介绍自己的产品。这是一个致命伤。所以，要有方法地判断，何时介绍自己是一个关键。FABE：特性、优势、利益、证据展示方案的步骤：如何有效展示特色及利益，让客户顺利接受？活动：话术的设计及角色扮演120分内容讲解技巧演示话术准备小组讨论...
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GROW 教练模型的辅导技巧课程介绍绩效 ＝ 潜能 － 干扰如何才能使人真正改变——激发自我和团队潜能？排除自我和团队限制与干扰？众所周知，“教练”是当今世界领先企业共同推崇的最佳人才开发方式，调研数据显示，世界500强企业80％在推动教练式管理，100强企业高管教练的投资回报率高达1,825％。教练技巧的核心是：相信每一个人内在的潜力和创造力，激发人员建立起责任感和信心，排除信念和习惯的干扰，创造最佳绩效。消除干扰的关键在于专注，如何能够排除干扰以专注在眼前的挑战，激发创意来找出解决方案。做为主管的工作之一，就是为员工排除干扰，创造能够让员工专注的环境。利用 GROW 模型创造专注，来引导员
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Guided Selling SkillBackgroundThe definition of “SALES” is the process to guide client to make decision and take action. The core of sales is to “CHANGE,” no matter the process of change is guided by client himself or us. There are tons of research regarding to the selling skill, decision making,
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引导式销售技巧Guided Selling Skill概 述 Background销售是帮助客户做决策与行动的过程，而销售的本质就是改变。不论是客户自己要改变，还是我们希望客户改变而进行销售。经过许多的研究和发展，发现在这些的行为背后都有一个固定的模式和流程，而本课程就是基于这个模式和流程所开发的。The definition of “SALES” is the process to guide client to make decision and take action. The core of sales is to “CHANGE,” no matter the process of
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High-Performance Sales CoachingBackgroundThe reasons why the sales management is getting challenging:The competition is getting fierce as the lesser differentiation. The traditional centralized strategy is hard to meet the local challenges.It is getting harder to recruit high talented salesperson.I
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Accountable Sales ManagementSummaryTo face the VACU world, an organization must increase its agility to improve the customer satisfaction, to gain the competitive advantage. To reach the objective, the organization must enhance the learning capability. This training program provide the essentials o