职业销售技巧

如何让客户关注我？如何与不同的客户建立良好的沟通？如何体现产品的竞争优势？如何说服客户接受我的销售建议？这些问题是加入销售队伍以后，销售人员最为关注的问题。 本课程帮助参加者全面提升销售中的沟通能力，系统把握销售的六个关键环节，成功塑造职业化的销售人员形象。

1.销售人员的作用和职责
* 公司的成败取决于
- 您每天在销售什么
- 客户对您的期望
- 职业化与非职业化销售人员的比较
- 您的七大任务和职业行为准则
* 开发和管理我们的客户
- SWOT 分析：趋利避险，寻找机会
- 竞争对手分析
- 寻找我们理想的目标客户
- 您如何理解产品
- 把握客户的动机、需求和决策过程

2.运用您的沟通和谈判能力
* 与客户沟通的技巧
- 三个层次的沟通障碍
- 有效地倾听、表达、提问
- 理解“事实-观点-情感”
* 与客户进行谈判的能力
- 谈判目标
- 谈判6步法
- 谈判结果
- 谈判中容易犯的十大错误

3.销售是一次旅行：6步法
* 准备：拜访客户
* 接触：“4*20”原则
* 了解
* 说服
* 决定：识别客户的绿灯信号
* 巩固：与客户的关系

4.在销售中前进
1. Duties and roles of sales staff
* Success or failure of your company depends on you
- What do you sell everyday
- Customer expectations
- Comparison between professional and non-professional sales person
- 7 tasks and code of good practice of a professional sales person
* Developing and managing customers
- SWOT analysis: avoiding risks and seizing opportunities
- Analyzing competitors
- Looking for ideal target clients
- Understanding your products
- Customer motivations, needs and decision-making process during purchase

2. Exploiting communication and negotiation skills
* Skills of communicating with customers
- Three obstacles in communication process
- Effective listening, expression and questioning
- Understanding F-O-S
* Competence in negotiation
- Objectives of negotiation
- 6 steps of negotiation
- Result of negotiation
- Ten easy-made mistakes in a negotiation

3. Stages of sales
* Preparation: for a visit
* Getting in touch: the 4*20 principles
* Understanding
* Persuasion
* Conclusion: recognizing green light signals
* Consolidation: relationship with customers

4. Making progress in selling