销售倍增技巧

Sales Boosting Skills

销售倍增技巧

多数销售人员的销售方式很单一，常按公司的传统、自己习惯的来做，以至于业绩到一定水平就产生瓶颈。为此，软实力™教练特别研发出这门课程，助你掌握系统专业的管理自己的销售活动，多种手段开拓市场，突破业绩。

上课益处：

 找出重点客户

 有系统的进行专业销售分析

 增加销售效果

 增加开拓市场的手段和思路

 让顾客愿意多次购买

 开发新客户和新机会

 建立长远而双赢的顾客关系

课程大纲：

1．销售并不那么简单

 用脑拿订单的时代

 市场开拓的各种方式

 尝试新的开拓方式

 各种销售活动的分析

2．找出重点客户，分配资源

 是否要一视同仁

 筛选客户的重要性

 我们的时间都花在哪些客户上？

 客户分类的原则

 大客户Vs.重点客户

 行业分析

 地域分析

 对手分析

 公司、产品分析

 自我优势分析

 找出自己少数的Key Account

 不同客户的不同对待方式

3．让客户介绍客户

 为何推荐重要

 要推荐的时机

 要得到哪些关键信息?

 如何与被推荐者建立和谐

 能长久地得到顾客的推荐，进而获得新的客源

4．让客户变成您的销售员

 用客户标尺来衡量客户

 分析影响力，找出“影响力中心”

 培养“热心客户”

 如何从“热心客户”处得益

5．跟进服务出效益

 通过跟进为客户创造附加价值

 何时为服务的机会

 在服务中发现销售机会

6. 发现新的商机，倍增业绩

 渗透现有客户

 向上销售法Up-selling

 交叉销售法Cross-selling

 用“销售机会表”在现有客户中发现新的机会

 开发新的客户

时间：1整天, 09:00-17:00

谁将受益于此课程：销售顾问、销售主任、销售代表、市场拓展主管、客户经理等想要学习和提高销售能力和业绩的人士

每班人数：15-30人

Sales Boosting Skills

In this Program, participants will learn how to:

 Apply multiple approachs to prospect business;

 Analyze and manage customers better;

 Strengthen relationships by providing value-added services

 Generate predictable sales results from referrals

 Increase profit from existing customers

Program Outline:

1. Multiple ways of Business Development

 Work hard Vs. Work Smart

 Ways of profitable prospecting

 Try new things

 Anaylyze your sales activities

2. Make Analysis and Invest in Key Accounts

 “Men were born equal”?

 The importance of customer evaluation

 Which customers cost our time mostly?

 The criteria of customer evaluation

 Key account means the one who give you large order?

 Industrial analysis

 Area analysis

 Competitor analysis

 Company and product analysis

 Self analysis

 Find your own key accounts

 Treat the customers in different ways

3. Gain from Recommendation and Referrals

 Why it’s important?

 When to ask for referrals?

 How to ask for referrals?

 How to build raport with the reccomended person

 Generate new business from referrals

 Create a referral network

4. Make Your Champions

 Use a continuum to evaluate customers

 Build your influence center

 Create champions

 Benefit from champions

5．Sell by Service

 Create added value for clients with effective follow-through

 What service is welcomed?

 Identify business opportunities in service

6. Uncover New Opportunities to Boost Sales

 Penetrate existing accounts

 Up-selling

 Cross-selling

 Use a opportunity chart to find business

 Prospect for results to fill your sales pipeline

Program Specifications:

Length: 1 day，09:00-17:00

Who will benefit from this course: Account Executives, Sales Consultants, Sales Reps, Account Managers, Business Development Personnels and others who want to learn and improve selling skills and get more deals.

Class Size: 15-30 participants

Methods and Features:

1. Every class was conducted in a receptive, respectful and encouraging positive atmosphere;

2. The participants are highly involved in the program and the learning is fun and interesting;

3. By interaction and input, the participants will build their successful experience by applying what they learned.

4. New and better skills and habits were developed through many times’ practice.