職業(yè)銷售技巧

1.銷售人員的作用和職責(zé)
公司的成敗取決于
您每天在銷售什么
客戶對(duì)您的期望
職業(yè)化與非職業(yè)化銷售人員的比較
您的七大任務(wù)和職業(yè)行為準(zhǔn)則

開發(fā)和管理我們的客戶
SWOT 分析：趨利避險(xiǎn)，尋找機(jī)會(huì)
競(jìng)爭(zhēng)對(duì)手分析
尋找我們理想的目標(biāo)客戶
您如何理解產(chǎn)品
把握客戶的動(dòng)機(jī)、需求和決策過程

2.運(yùn)用您的溝通和談判能力
與客戶溝通的技巧
三個(gè)層次的溝通障礙
有效地傾聽、表達(dá)、提問
理解事實(shí)觀點(diǎn)情感

與客戶進(jìn)行談判的能力
談判目標(biāo)
談判6步法
談判結(jié)果
談判中容易犯的十大錯(cuò)誤

3.銷售是一次旅行：6步法
準(zhǔn)備：拜訪客戶
接觸：4x20原則
了解
說服
決定：識(shí)別客戶的綠燈信號(hào)
鞏固：與客戶的關(guān)系

4.在銷售中前進(jìn)

1. Duties and roles of sales staff
Success or failure of your company depends on
What do you sell everyday
Customer expectations
Comparison between professional and nonprofessional sales person
7 tasks and professional behaviour norms

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 purchasing

2. Exploiting communication and negotiation skills
Skills of communicating with customers
Three obstacles in communication process
Effective listening, expression and questioning
Understanding FOS

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 420 principles
Understanding
Persuasion
Conclusion: recognizing green light signals
Consolidation: relationship with customers

4. Making progress in selling