B2B銷售策略：顧問式銷售

1.組織好顧問式銷售的過程
理解商業(yè)環(huán)境的變化性
理解客戶的觀點
如何引導(dǎo)客戶認(rèn)清他們的現(xiàn)狀
如何引導(dǎo)客戶產(chǎn)生立即解決問題的欲望

2.提高顧問型技能，做出有效的銷售策略
從產(chǎn)品銷售到方案銷售
業(yè)務(wù)需求和價值定位
使用聚焦式問題，引導(dǎo)客戶
銷售顧問的核心能力：處理異議及締結(jié)成交
業(yè)務(wù)分析和漏斗管理
目標(biāo)制定、時間管理和地域管理

3.管理客戶關(guān)系，提高重復(fù)性購買
對解決方案加以包裝，引起客戶進(jìn)行額外采購的興趣
多層面銷售：在客戶公司內(nèi)建立人脈網(wǎng)絡(luò)
如何通過目前你的聯(lián)系人向其他決策人銷售
通過向上及交叉銷售，提升客戶的重復(fù)購買率和忠誠度
客戶管理中的實際操作

4.價值競爭——銷售你的價值表現(xiàn)而非產(chǎn)品表現(xiàn)
附加價值銷售的原則1：價格永遠(yuǎn)不是孤立存在的
附加價值銷售的原則2：價值由客戶的價值感受決定
幫助你關(guān)注價值，并強化談判地位的5個定價技巧巧

1. Structuring the consultative process
The changing business environment
Understanding the customer’s points of view
How to guide your customers to better understand their own situation
How to guide them to look for a prompt solution

2. Developing consultative skills and effective sales strategies
From product selling to solution selling
Business needs and value mapping
Leading the customer with focused questions
The core competence of the sales consultant: objection handling and deal closing
Business analysis and funnel management
Targeting, time and territory management

3. Managing the customer relationship to increase repeated business
Packaging your solutions in a way that invites the customer to do additional business with you
Multi-level selling: to develop personal network in the customer’s company
How to sell to other decision makers through the contact person
Increasing rebuying and customer loyalty through up sell and cross sell
Practice of account management

4. Competing on value - selling value instead of selling product
The No.1 rule of value - added selling and its practical consequences: price must never stand alone
The No.2 rule of value - added selling: it is the customer’s value perception which counts
Five pricing techniques that will help you focus on value, and strengthen your negotiation position