顾问式销售技巧

顾问式销售技巧
Consultative Selling Skills
相信你最近一定有体会“在竞争日益激烈的环境中，销售似乎越来越难了。”为此，软实力™教练特别研发出这门顾问式销售课程，助你掌握系统的销售技巧，建立长久利多的客户关系，有效提升业绩。
上课益处：

 加强自信与自我激励
 更有说服力
 有系统的进行专业销售
 增加成交机率
 引发客户购买的动机
 让客户愿意多次购买
 开发新客户和新机会
 建立长远而双赢的客户关系

课程大纲：

1.不打无准备之仗Prepare for Success
• 了解当今社会销售员所扮演的重要角色
• 了解整个销售流程
• 销售的核心理念
• 售前准备的内容
• 自我评估销售能力，订立突破目标

2.建立和谐的初步关系 Build Rapport
• 建立和谐的重要性
• 5种有效的开场方法
3.有效发掘需求、体现价值 Identify Needs
• 能用有效提问和倾听技巧得到需要的信息
• 帮助客户更清楚地了解自己的需求和价值
• 找到主要购买动机

4.系统、有针对性地提供解决方案 Provide Solutions
• 提出解决方案的步骤
• 分辨事实和益处，找出产品的独特买点
• 生动有说服力地说明产品对客户的益处

5. 处理客户的异议 Handle Objections
• 异议的种类
• 运用独特流程有效地处理异议
• 运用“缓冲句”处理异议
• 有效回应异议的两种方法

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

时间：2整天, 09:30-16:30
谁将受益于此课程：客户经理、销售主任、销售代表、市场拓展主管等想要学习和提高销售能力和业绩的人士
每班人数：10-25人
培训方式和特色：
1. 在教室中每一堂课都是在接纳、尊重与鼓励的气氛中完成。
2. 课程的内容使每位学员有参与感、并感到轻松又有趣。
3. 通过互动的练习开始(非单纯听讲)，并将所学运用于生活、工作中，让你建立自己的成功经验。
4. 经过不断练习新的技能，使你很快养成新的行为习惯。

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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