定向引爆式大客户销售


企业内训课程 www.ieasytraining.com

课程介绍:
<p><strong style="line-height: ; word-spacing: normal;"><span style=";font-family:宋体">【课程背景】</span></strong></p><p><strong></strong></p><p><span>1.</span><span style=";font-family:宋体">“十年不开张,开张吃十年”,大客户销售是一个漫长的过程,问题是如何评价自己在没开张的十年中每一步都是朝着成交的目标前进呢?</span></p><p><span>2.</span><span style=";font-family:宋体">如果要对大客户销售进行庖丁解牛,大客户销售应该分成几个阶段,每一个阶段的里程碑到底是什么呢?</span></p><p><span>3.</span><span style=";font-family:宋体">“如果式子列对了,答案自然就是对的”,可是大客户销售每个阶段的工作目标、工作内容有哪些?应该发起哪些销售动作</span><span>/</span><span style=";font-family:宋体">关键行为?这一阶段有哪些销售工具可以使用?销售人员应该具备哪些技能呢?</span></p><p><span>4.</span><span style=";font-family:宋体">“商场如战场”,如果要向客户进行有针对性的进攻,如何精确制导,有效出击呢?</span></p><p><span>5.</span><span style=";font-family:宋体">销售理念听了无数,轮到实际工作中,一个也不会用。针对客户定向引爆,有哪些实际的方法、实用的工具呢?</span></p><p><span style=";font-family:宋体">《定向引爆式大客户销售》是专门针对大客户销售研发的课程,针对大客户销售的特殊性,结合心、体、技三层的课程结构,使参训者正确掌握、轻松学习,工具熟练使用,是深受企业喜欢的一门课程。</span></p><p><strong><span style=";font-family:宋体">【培训目标】</span></strong><strong></strong></p><p><span style=";font-family:宋体">了解大客户销售中客户的决策方式,购买特点,行为心理,有针对性地组织销售活动。</span></p><p><span style=";font-family:宋体">针对大客户销售的</span><span>7</span><span style=";font-family:宋体">步骤,明确各阶段工作目标、工作内容、销售动作</span><span>/</span><span style=";font-family:宋体">关键行为,训练参训者掌握每一阶段的销售工具,具备相应的销售技能。</span></p><p><span style=";font-family:宋体">将销售策略、最新销售心理学与销售技巧完美结合,帮助学员在实际工作中运用自如。</span></p><p><strong><span style=";font-family:宋体">【课程特点】</span></strong><strong></strong></p><p><span>1.</span><span style=";font-family:宋体">面对一线销售人员,结合讲师自己</span><span>20</span><span style=";font-family:宋体">多年实战经验,以技能训练为主,确保参训者掌握实战工具,提高工作业绩。</span></p><p><span>2.</span><span style=";font-family:宋体">以心、体、技三层结构组织课程内容,从理念——结构、流程——方法、工具三层次逐级展开,确保学员听着激动,想着冲动,实际会用。</span></p><p><span>3.</span><span style=";font-family:宋体">针对大客户销售的每一个阶段,先从这一阶段的理论框架开始,接着介绍专业方法,精彩案例,重点提供实用工具,最后现场讨论、强化训练,帮助参训者及时掌握销售技能。因此被学员称为“市场上最具实战价值的一门课”。</span></p><p><span>4.</span><span style=";font-family:宋体">这门课最大的卖点是“把抽象的理论实战化”,用工具武装销售的每一个环节。让参训者走出教室就能运用所学工具提高销售业绩。</span></p><p><span>5<span style="line-height: ;">.</span></span><span style=";font-family:宋体">灵活运用多种培训手段:精彩销售故事、影视视频资料分析、现场模拟演练等,使参训者在笑声中成长,在触动中进步,在实际中自由运用,真正提高销售业绩。</span></p><p><strong><span style=";font-family:宋体">【培训对象】</span></strong><strong></strong></p><p><span style=";font-family:宋体">销售总监、大区经理、地区销售经理、工业品销售人员</span></p><p><strong><span style=";font-family:宋体">【培训方式】</span></strong><strong></strong></p><p><span style=";font-family:宋体">理论剖析</span><span>+ </span><span style=";font-family:宋体">小组互动</span><span>+ </span><span style=";font-family:宋体">案例研讨</span><span>+ </span><span style=";font-family:宋体">情景模拟,启发式、互动式教学。</span></p><p><strong><span style=";font-family:宋体">【课时设置】</span></strong><strong></strong></p><p><span>12</span><span style=";font-family:宋体">小时</span></p><p><strong><span style=";font-family:宋体">【课程大纲】</span></strong><strong></strong></p><p><span>1&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">先入为主:大客户销售基础</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">客户为什么购买?</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:客户购买方程式</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">大客户销售</span><span>3</span><span style=";font-family:宋体">种模式</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">顾问式销售的本质</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:在客户的头脑中植入有利于你的采购标准</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">大客户销售的“七剑”</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:给销售推进的每个阶段建立里程碑</span></p><p><span>2&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">带上销售的探雷器:客户开拓</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">客户开拓阶段的</span><span>3</span><span style=";font-family:宋体">个步骤</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:客户画像技术</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:从存量客户归纳出贵公司的客户特征</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">按图索骥找到目标客户的</span><span>12</span><span style=";font-family:宋体">种方法</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:客户评估的</span><span>6</span><span style=";font-family:宋体">个标准</span></p><p><span>3&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">观察销售的显微镜:客户分析</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">收集资料</span><span>4</span><span style=";font-family:宋体">步骤</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:发展内线</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:客户购买魔方</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:不同采购者关心的核心</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:判断关键角色的</span><span>EHONY</span><span style=";font-family:宋体">模型</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:制定销售作战地图</span></p><p><span>4&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">点燃销售的驱动器:建立信任</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">销售的核心是信任关系</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:客户关系发展的</span><span>4</span><span style=";font-family:宋体">个阶段</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:销售中</span><span>3</span><span style=";font-family:宋体">方面信任如何建立</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:销售人员建立信任的</span><span>6</span><span style=";font-family:宋体">种方法</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:客户</span><span>4</span><span style=";font-family:宋体">种沟通类型与应对策略</span></p><p><span>5&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">亮出销售的通行证:挖掘需求</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:企业的</span><span>2</span><span style=";font-family:宋体">类需求</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:个人的</span><span>7</span><span style=";font-family:宋体">种需求</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:绘制客户需求树</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:</span><span>Spin</span><span style=";font-family:宋体">的需求开发过程</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:如何控制销售沟通过程</span></p><p><span>6&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">开具销售的药方:呈现价值</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:</span><span>FABE</span><span style=";font-family:宋体">法</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">制作建议书的</span><span>8</span><span style=";font-family:宋体">项内容</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:使建议书演示效果提高</span><span>4</span><span style=";font-family:宋体">倍的秘诀</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:处理客户异议的</span><span>5</span><span style=";font-family:宋体">步骤</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:排除客户异议的</span><span>3</span><span style=";font-family:宋体">种实效方法</span></p><p><span>7&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">争取销售的人参果:赢取承诺</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:试探成交</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">如何“讨价还价”</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:议价模型</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:谈判设计的</span><span>3</span><span style=";font-family:宋体">个维度</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">谈判</span><span>3</span><span style=";font-family:宋体">个阶段及实战技巧</span></p><p><span>8&nbsp;&nbsp;&nbsp;&nbsp; </span><span style=";font-family:宋体">套上销售的保鲜袋:跟进服务</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">售后跟踪的</span><span>5</span><span style=";font-family:宋体">大问题</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:启动销售的无穷链</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">工具:交叉销售检查表</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:客情管理与维护的</span><span>6</span><span style=";font-family:宋体">大方法</span></p><p><span>&nbsp;&nbsp; </span><span style=";font-family:宋体">方法:客户群体组织化</span></p><p><br/></p>
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