新客户开发与销售业绩提升

上海  2018年5月17日  2380元/人
报名电话:18938639020
<p style="LINE-HEIGHT: 150%"><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">2018</span><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">年05月17上海</span></p><p style="LINE-HEIGHT: 150%"><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">2018</span><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">年07月12上海</span></p><p style="LINE-HEIGHT: 150%"><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">2018</span><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">年09月06上海</span></p><p style="LINE-HEIGHT: 150%"><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">2018</span><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">年11月15上海</span></p><p style="LINE-HEIGHT: 150%"><span style="LINE-HEIGHT: 150%; FONT-FAMILY: 宋体">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">课程目标</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">掌握新客户开发的精髓和技巧</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">学会运用新客户开发提升产品的销售业绩</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">课程大纲</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">需要明白的一件事</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">课前调查与模拟拜访</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">新客户开发的全流程</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">1</span><span style="FONT-FAMILY: 宋体">、划定潜在客户范围</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">划定依据</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">挖掘客户的一般方法</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">2</span><span style="FONT-FAMILY: 宋体">、收集资料建立客户数据库</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">数据库的一般内容</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">数据库的珍贵内容</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">资料收集途径</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">客户评估与分类管理</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">3</span><span style="FONT-FAMILY: 宋体">、联络客户</span> <span style="FONT-FAMILY: 宋体">完善数据库</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">改善与客户的沟通效果</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">团队沟通的要领</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">一句话打动客户</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">颠覆传统的时间分配模式</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">4</span><span style="FONT-FAMILY: 宋体">、感动客户</span> <span style="FONT-FAMILY: 宋体">变上帝为朋友</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">5</span><span style="FONT-FAMILY: 宋体">、满足需求</span> <span style="FONT-FAMILY: 宋体">变潜在客户为忠诚客户</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">销售效果不佳的原因</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">客户理性需求分析</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">客户情感需求分析</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">客户的恐惧</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">优点只有一个</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">销售</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">6</span><span style="FONT-FAMILY: 宋体">、如何博得新顾客的好感</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">7</span><span style="FONT-FAMILY: 宋体">、如何赢得顾客的信任</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">8</span><span style="FONT-FAMILY: 宋体">、如何应对客户的异议与拒绝</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">异议与拒绝的本质</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">要知道客户为什么说“不”</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">应对说“不”的一般策略</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">异议的归类与针对性策略</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">价格异议的内涵与应对策略</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">9</span><span style="FONT-FAMILY: 宋体">、提升销售业绩还需要三张表</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">10</span><span style="FONT-FAMILY: 宋体">、销售拜访评价与总结</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">授课讲师</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">严家明</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">基本情况</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">管理学博士,毕业于复旦大学</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">企业惯性管理学派创始人</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">上海复锐咨询营销专业领域首席培训师、员工素质提升领域首席讲师,管理咨询师</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">上海销能营销咨询有限公司总经理</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">在二十几年的工作实践中,曾先后任职于纺织服装集团市场部总监、大型机械加工企业总经理助理、总经理</span> </p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">国内几十家培训机构的特聘讲师</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">主持或参与过众多管理咨询项目:</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">内容涉及企业发展战略、营销管理与策划、激励体系设计、流程再造、私企股份化改造、管理规范与运营体系的构建、企业文化建设等。</span> </p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">咨询服务过的企业包括宝钢集团、伊藤忠丸红、沪东重机、龙头股份、上海烟草等近二十家企业。</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">主要培训课程:</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">《成功从敬业开始》、《赢在忠诚》、《销售人员的素质与销售技巧》、《顾问式销售技巧训练》、《如何建设、管理、激励销售队伍》、《做高效管理者的六大技巧》、《企业制度建设与规范化管理》、《管理层股权激励的原理与私企股权激励操作》等。</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">培训的主要特色:</span> </p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">丰富的理论知识、不同阶层和不同岗位亲身管理体验、广泛的咨询、培训阅历,使得课程既有实实在在的以一定理念和宏观分析为背景的内容,又有众多切合企业实际的、能使得课程气氛活跃的操作演练,让受训者掌握运用工具的同时,学会制造供工具。</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">课程基本特征为:</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">结构型知识介绍</span><span style="undefinedfont-family:Times New Roman"> + </span><span style="FONT-FAMILY: 宋体">典型案例分析</span><span style="undefinedfont-family:Times New Roman"> + </span><span style="FONT-FAMILY: 宋体">切合企业的流程对照</span><span style="undefinedfont-family:Times New Roman"> + </span><span style="FONT-FAMILY: 宋体">感悟游戏与互动型技巧训练</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">严老师培训服务过的部分知名企业包括:</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">百度公司、联邦快递、爱立信、飞利浦、亨斯迈化工、中国电信、宝钢集团、华润集团、携程网、环迅电子、上海大祥集团、沪东重机、龙头股份等众多知名企业。</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">出版专著图书:</span></p><p style="LINE-HEIGHT: 150%"><span style="undefinedfont-family:Times New Roman">&nbsp;</span></p><p style="LINE-HEIGHT: 150%"><span style="FONT-FAMILY: 宋体">结合多年的培训经验和管理实践出版过《岗位在哪里责任就在那里》《你的工资从哪里来》《你在为谁工作》《赢在精细化》《工作重在责任心》《人品比能力更重要》《执行力决定竞争力》等十几本关于员工职业素质和执行力的专著和培训书籍</span></p><p><br/></p>
报名电话:18938639020
上海  2018年5月17日  2380元/人
报名热线: 400-700-9989
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