顾问式销售技巧

顾问式销售技巧

Consultative Selling Skills

相信你最近一定有体会“在竞争日益激烈的环境中，销售似乎越来越难了。”为此，软实力™教练特别研发出这门顾问式销售课程，助你掌握系统的销售技巧，建立长久利多的客户关系，有效提升业绩。

上课益处：



 加强自信与自我激励

 更有说服力

 有系统的进行专业销售

 增加成交机率

 引发客户购买的动机

 让客户愿意多次购买

 开发新客户和新机会

 建立长远而双赢的客户关系



课程大纲：



1.不打无准备之仗Prepare for Success

• 了解当今社会销售员所扮演的重要角色

• 了解整个销售流程

• 销售的核心理念

• 售前准备的内容

• 自我评估销售能力，订立突破目标



2.建立和谐的初步关系 Build Rapport

• 建立和谐的重要性

• 5种有效的开场方法

3.有效发掘需求、体现价值 Identify Needs

• 能用有效提问和倾听技巧得到需要的信息

• 帮助客户更清楚地了解自己的需求和价值

• 找到主要购买动机



4.系统、有针对性地提供解决方案 Provide Solutions

• 提出解决方案的步骤

• 分辨事实和益处，找出产品的独特买点

• 生动有说服力地说明产品对客户的益处



5. 处理客户的异议 Handle Objections

• 异议的种类

• 运用独特流程有效地处理异议

• 运用“缓冲句”处理异议

• 有效回应异议的两种方法



6．赢得成交 Effective Closing

• 5种有效的成交方法

• 成交中要注意和避免的事

时间：2整天, 09:30-16:30

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

每班人数：10-25人

培训方式和特色：

1. 在教室中每一堂课都是在接纳、尊重与鼓励的气氛中完成。

2. 课程的内容使每位学员有参与感、并感到轻松又有趣。

3. 通过互动的练习开始(非单纯听讲)，并将所学运用于生活、工作中，让你建立自己的成功经验。

4. 经过不断练习新的技能，使你很快养成新的行为习惯。

Consultative Selling Skills

You know that you can not sell by low price any longer; you must sell value to customers. Soft Strength Coaching™ understands this too. 

That’s why we just fine-tuned program. It emphasizes on value rather than price. It examines the strategic answers to today’s make-or-break selling issues, such as how to win appointments with key players, communicate proactively, resolve objections, gain new referrals and close more sales?

Best of all: you’ll see dramatic results on the bottom line.

In Value Selling Program, participants will:

 Build the self-confidence to overcome the challenges of selling

 Communicate value and sell from a buyer’s point of view

 Master a consultative selling process to accelerate the sales cycle

 Strengthen relationships by building credibility and client loyalty

 Develop a consistently positive attitude to generate predictable sales results

Program Outline:



1. Planning the Pre-Approach

 Understand the role of professional sales in today's economy

 Define the selling process

 Prepare for the sales call

 Evaluate selling skills and establish meaningful objectives for this training

2. Building Rapport

 Understand and apply a proven selling process to create partnerships

 Learn how to make buyers eager to talk with you

 Establish immediate credibility to build alignment with buyers

3. Generating Interest and Identify Needs

 Use “Why meet” and “general benefit” to generate interest

 Uncover and appeal to different buyer interests

 Use power questions to get the information you need

 Widen the buyer expectation gap to create interest

 Find out the primary buying motive

4. Providing Solutions

 Steps to present solutions

 Find out facts and benefits of your product

 Define USPs

 Use evidence and make an evidence book

 Present solutions that are persuasive and convincing

5. Appealing to Motive and Gain Commitment

 Evaluate buyers to move the sale forward

 Use “Language Movie” to engage the prospect’s emotions

 Six ways to ask for the sale with confidence

6. Resolving Objections

 Find points of agreement to lower buyer resistance

 Learn special process to resolve objections

 Ask the right questions to uncover hidden objections

 Two effective techniques to respond to objections

Length: Two days，09:30-16:30

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

Class Size:10-25 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.