专业销售技巧-大客户开发及管理能力提升

上海  2018年3月26日  3800元/人
报名电话:18938639020
<p style="margin-top:11px;margin-bottom:11px;text-align:center"><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 29px"><span style="font-family:微软雅黑">专业销售技巧</span>-<span style="font-family:微软雅黑">大客户开发及管理能力提升</span></span></strong></p><p style="margin-right:0;text-autospace:ideograph-numeric;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">培训时间</span></span></em></strong><strong><em><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">:</span></em></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">201</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">8</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">年</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">3</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">月</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">26</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">~</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">27</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">日(星期</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">一</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">~<span style="font-family:微软雅黑">星期</span></span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">二</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">)</span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">上海</span></strong></p><p style="margin-right:0;text-indent:84px;text-autospace:ideograph-numeric;line-height:24px"><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">201</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">8</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">年</span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">11</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">月</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">2</span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">9</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">~</span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">30</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">日(星期</span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">四</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14px">~<span style="font-family:微软雅黑">星期</span></span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">五</span></strong><strong><span style="font-family: &#39;Times New Roman&#39;;color: rgb(0, 0, 255);font-size: 14pxfont-family:微软雅黑">)</span></strong><strong><span style="font-family: 微软雅黑;color: rgb(0, 0, 255);font-size: 14px">上海</span></strong></p><p style="margin-right:0;text-autospace:ideograph-numeric;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">课程背景:</span></span></em></strong><strong><em><span style="text-decoration:underline;"></span></em></strong></p><p style="margin-right:0;margin-left:0;text-indent:24px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">在电子商务崛起的背景下,产品和服务日趋同质化,我们的竞争优势是什么?价格竞争愈加激烈,利润已经薄如刀片,我们如何突破价格竞争?客户了解的信息不比我们少,我们还能带给客户什么?</span></p><p style="margin-right:0;margin-left:0;text-indent:24px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: &#39;Times New Roman&#39;;font-size: 12px"><span style="font-family:微软雅黑">本课程以西方著名销售咨询大师尼尔</span>.<span style="font-family:微软雅黑">雷克汉姆的研究成果为基础,提供了多种实用工具,帮助学员从客户需求中识别销售机会,在客户购买过程中通过销售对话为客户创造价值,从而与客户达成合作。</span></span></p><p style="margin-right:0;margin-left:0;text-indent:24px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">经过实践证明,该课程能够帮助学员在短时间内实现销售业绩的突破。</span></p><p style="margin-right:0;margin-bottom:0;text-autospace:ideograph-other;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">课程收益</span></span></em></strong><strong><em><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">:</span></em></strong><strong><em><span style="text-decoration:underline;"></span></em></strong></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">了解客户购买的心理与购买流程</span></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">掌握客户分析工具识别销售机会</span></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">运用提问和倾听的工具挖掘客户需求</span></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">通过自我评估来了解自身优势以增加销售成功率</span></p><p style="margin-right:0;margin-bottom:0;text-autospace:ideograph-other;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">课程特点:</span></span></em></strong><strong><em><span style="text-decoration:underline;"></span></em></strong></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">在最短的时间内,使学员能初步掌握应用心理学的基本知识</span></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12px"><span style="font-family:微软雅黑">提供丰富的案例,使学员感性地理解课程内容</span> </span></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12px"><span style="font-family:微软雅黑">安排身临其境的角色扮演,使学员能切身体会所学的技巧</span> </span></p><p style="margin-right:0;margin-left:28px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12px"><span style="font-family:微软雅黑">通过精彩的视频短片,使学员加深对相关知识、技能和观念的理解</span> </span></p><p style="margin-right:0;margin-bottom:0;text-autospace:ideograph-other;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">课程对象:</span></span></em></strong><strong><em><span style="text-decoration:underline;"></span></em></strong></p><p style="margin-right:0;margin-left:0;text-indent:24px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">销售代表,销售主管及销售经理</span></p><p style="margin-right:0;margin-bottom:0;text-autospace:ideograph-other;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">课程大纲</span></span></em></strong><strong><em><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">:</span></em></strong></p><p style="margin-right:0;text-autospace:ideograph-other;line-height:24px"><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 13pxfont-family:微软雅黑">第一部分:成为值得信赖的客户顾问</span></strong></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">视频:我们面临的挑战</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">讨论:一名成功销售人员的特质是什么?</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">分享:值得信赖的顾问公式</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">自我评估:客户眼里的我</span></p><p style="margin-right:0;text-autospace:ideograph-other;line-height:24px"><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 13pxfont-family:微软雅黑">第二部分:了解你的客户</span></strong></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">客户为什么会购买</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">哈斯维特公司的发现:客户购买的不是价格,而是价值</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">价值公式</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">客户购买流程</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">活动:分享希望开拓的一个大客户</span></p><p style="margin-right:0;text-autospace:ideograph-other;line-height:24px"><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 13pxfont-family:微软雅黑">第三部分:在客户购买流程中创造价值</span></strong></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">需求了解</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">销售机会分析与识别</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">销售机会分析工具</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">客户需求分析表</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">自我能力分析表</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">机会匹配</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">实战练习</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">接待中心</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">接待中心:验证机会,约见不满中心</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">接待中心不愿意见面的原因分析</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">不同场景下,接待中心与销售见面概率表</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">讨论:与接待中心碰面应该做什么,不应该做什么?</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">不满中心</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">不满中心:唤起痛感,激发行动</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">不满中心的四个层次需求分析(个人需求与组织需求)</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">讨论:与不满中心碰面应该做什么,不应该做什么?</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12px"><span style="font-family:微软雅黑">工具:不满中心沟通技巧</span>SPIN</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">背景问题</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">机会问题</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">后果问题</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">回报问题</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">视频:《非诚勿扰》片段</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12px"><span style="font-family:微软雅黑">案例演练:如何把价格</span>3<span style="font-family:微软雅黑">倍的产品卖给客户</span></span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">决策中心</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">决策中心:证明价值,决定购买</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">工具方案</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">价值提案制作练习</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">方案评估</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">客户评估标准</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">工具:价值四分图</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">练习:</span></p><p style="margin-right:0;margin-left:84px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">ü&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">制作价值地图</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">价值优胜点</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">价值杀手</span></p><p style="margin-right:0;margin-left:112px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">l&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">价值沉睡点</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">实战练习</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">风险控制</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">四个层次的风险解读</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">讨论:风险的预防与管控</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">工具:风险预防与控制表</span></p><p style="margin-right:0;margin-left:15px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px"><img width="12" height="12" src="" word_img="file:///C:\DOCUME~1\CHANCE~\LOCALS~1\Temp\ksohtml\" style="background:url() no-repeat center center;border:1px solid #ddd"/>&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">结果达成</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">结果达成的四个阶段</span></p><p style="margin-right:0;margin-left:56px;text-autospace:ideograph-other;line-height:24px"><span style="font-family: Wingdings;font-size: 12px">&#216;&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 12pxfont-family:微软雅黑">工具:行动规划表</span></p><p style="margin-right:0;text-autospace:ideograph-other;line-height:24px"><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 13pxfont-family:微软雅黑">第四部分:回顾与总结</span></strong></p><p style="margin-right:0;text-autospace:ideograph-numeric;line-height:24px"><strong><em><span style="text-decoration:underline;"><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">讲师介绍</span></span></em></strong><strong><em><span style="font-family: &#39;Times New Roman&#39;;font-size: 16px">&nbsp;</span></em></strong><strong><em><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">:</span></em></strong><strong><em><span style="font-family: &#39;Times New Roman&#39;;font-size: 16pxfont-family:微软雅黑">高老师</span></em></strong></p><p style="margin-right: 0;margin-left: 0;text-indent: 0;line-height: 24px"><span style="font-family:Wingdings;font-weight:bold;font-size:14px">&#216;&nbsp;</span><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">学历</span></strong></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">著名大学教育学专业毕业</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14px">IPTS<span style="font-family:微软雅黑">认证讲师,新华人寿授权讲师</span></span></p><p style="margin-right: 0;margin-left: 0;text-indent: 0;line-height: 24px"><span style="font-family:Wingdings;font-weight:bold;font-size:14px">&#216;&nbsp;</span><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">曾任:</span></strong></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14px"><span style="font-family:微软雅黑">新华人寿授权讲师,组训、区经理,在三个月内实现销售业绩和人力规模的</span>4<span style="font-family:微软雅黑">倍增长;</span></span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14px"><span style="font-family:微软雅黑">江枫酒业副总经理,操盘</span>“<span style="font-family:微软雅黑">洋河蓝色经典</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">在苏州的上市推广工作,实现一年内销售</span><span style="font-family:Times New Roman">4</span><span style="font-family:微软雅黑">倍增长的佳绩;</span></span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">新可安(天津)服务有限公司培训师、高级客户经理、商务经理,多次在培训后能立即实现销售业绩翻倍增长;</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">万得城(中国)培训经理,主要负责销售、客户服务等方面的培训,滚动开课几百次,大大提高了员工的销售技巧、销售管理、客户服务等综合能力;</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family: Wingdings;font-size: 14px">2&nbsp;</span><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">强思企管顾问。</span></p><p style="margin-right: 0;margin-left: 0;text-indent: 0;line-height: 24px"><span style="font-family:Wingdings;font-weight:bold;font-size:14px">&#216;&nbsp;</span><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">培训特点:</span></strong></p><p style="margin-right:0;margin-left:24px;text-indent:28px;text-autospace:ideograph-numeric;text-align:justify;text-justify:inter-ideograph;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px"><span style="font-family:微软雅黑">高老师拥有深厚的教育学、心理学背景,善于从客户心理学的角度去分析客户、分析销售,从思维导向方面去拉进客户关系、促进销售,使销售从低效的</span>“<span style="font-family:微软雅黑">体力活</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">变成了高效的</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">脑力技术活</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">。同时,高老师在销售、管理一线有着丰富的实战经验,积累了大量的成功经验和失败教训,这些</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">真材实料</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">不仅蕴含了销售的基本原理,也揭示了销售的具体工具、方法和措施,学员可以即学即用,多次实践证明,经过高老师培训,效果往往是立竿见影的,销售培训往往能带来至少</span><span style="font-family:Times New Roman">50%</span><span style="font-family:微软雅黑">的销售业绩增长。幽默风趣的语言风格、深入浅出的案例分析、别具一格的培训形式形成了独特的</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">高氏培训</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">。高老师的授课富有激情、具有带动性和感染力,寓教于乐,用丰富的案例展示和分组讨论,让学员在潜移默化中得到收益。</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">听起来不累</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">原来,销售可以这么做</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">总是觉得培训时间过得太快</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">“</span><span style="font-family:微软雅黑">听了一遍,还想再听一遍</span><span style="font-family:Times New Roman">”</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">……</span><span style="font-family:微软雅黑">这些都是过往学员的培训后反馈。这也不难理解为什么培训后的反馈问卷综合满意度超过</span><span style="font-family:Times New Roman">95%</span><span style="font-family:微软雅黑">了。</span></span></p><p style="margin-right: 0;margin-left: 0;text-indent: 0;line-height: 24px"><span style="font-family:Wingdings;font-weight:bold;font-size:14px">&#216;&nbsp;</span><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">专长项目:</span></strong></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family:Wingdings;font-size:14px">2&nbsp;</span><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px"><span style="font-family:微软雅黑">培训师培训(</span>TTT<span style="font-family:微软雅黑">)</span></span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family:Wingdings;font-size:14px">2&nbsp;</span><span style=";font-family:&#39;Times New Roman&#39;;font-size:14pxfont-family:微软雅黑">专业销售技巧</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family:Wingdings;font-size:14px">2&nbsp;</span><span style=";font-family:&#39;Times New Roman&#39;;font-size:14pxfont-family:微软雅黑">大客户销售技巧</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family:Wingdings;font-size:14px">2&nbsp;</span><span style=";font-family:&#39;Times New Roman&#39;;font-size:14pxfont-family:微软雅黑">销售管理</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family:Wingdings;font-size:14px">2&nbsp;</span><span style=";font-family:&#39;Times New Roman&#39;;font-size:14pxfont-family:微软雅黑">优质客户服务</span></p><p style="margin-right:0;margin-left:48px;text-autospace:ideograph-numeric;line-height:24px"><span style="font-family:Wingdings;font-size:14px">2&nbsp;</span><span style=";font-family:&#39;Times New Roman&#39;;font-size:14pxfont-family:微软雅黑">专业谈判技巧</span></p><p style="margin-right: 0;margin-left: 0;text-indent: 0;line-height: 24px"><span style="font-family:Wingdings;font-weight:bold;font-size:14px">&#216;&nbsp;</span><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">代表客户:</span></strong></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">HP<span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">Samsung</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">Intel</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">AMD</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">B&amp;Q</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">Mediamarkt</span><span style="font-family:微软雅黑">、</span><span style="font-family:Times New Roman">Wal-mart</span><span style="font-family:微软雅黑">、好又多、国美、永乐、迅捷连锁、顺电、洋河酒厂、康佳集团、中国电信、紫觉贸易、美芝压缩机(</span><span style="font-family:Times New Roman">GMCC</span><span style="font-family:微软雅黑">)、广州川上整合营销、香雪海酒店集团、新华人寿、大中电器、步步高连锁、武汉工贸电器、卜蜂莲花、上海外服、海尔日日顺、</span><span style="font-family:Times New Roman">TCL</span><span style="font-family:微软雅黑">彩电、创维彩电</span></span></p><p style="margin-right: 0;margin-left: 0;text-indent: 0;line-height: 24px"><span style="font-family:Wingdings;font-weight:bold;font-size:14px">&#216;&nbsp;</span><strong><span style="font-family: &#39;Times New Roman&#39;;font-size: 14pxfont-family:微软雅黑">学员反馈:</span></strong></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">“<span style="font-family:微软雅黑">通过本次销售培训,我学到了很多之前没有用到过的销售工具,很有收获,以后希望再有机会学习高老师的课程。</span><span style="font-family:Times New Roman">”</span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;text-align:right;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">—— <span style="font-family:微软雅黑">康佳集团《专业销售技巧》 </span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">“<span style="font-family:微软雅黑">高老师丰富的实践经验、寓教于乐的授课方式及良好的服务精神使我们对销售管理的认识上升到一个新台阶!</span><span style="font-family:Times New Roman">”</span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;text-align:right;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">—— <span style="font-family:微软雅黑">紫觉贸易《销售管理》</span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">“<span style="font-family:微软雅黑">高老师的授课技巧和表达能力非常出色,语言生动幽默,充分调动了学员的积极性,让大家自然而然的就融入到课堂气氛中来,畅所欲言。</span><span style="font-family:Times New Roman">”</span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;text-align:right;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">—— <span style="font-family:微软雅黑">海尔日日顺《培训师培训》</span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">“<span style="font-family:微软雅黑">客服人员应该具备的基本素质,客户投诉应对的步骤、原则,对我促动很深,以后要把学到的知识很好的运用到实际工作中去。</span><span style="font-family:Times New Roman">”</span></span></p><p style="margin-right:0;margin-left:24px;text-autospace:ideograph-numeric;text-align:right;line-height:24px"><span style=";font-family:&#39;Times New Roman&#39;;font-size:14px">—— <span style="font-family:微软雅黑">万得城《金牌客户服务》</span></span></p><p style="margin-right:0;text-autospace:ideograph-numeric;line-height:24px"><br/></p><p><br/></p>
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