富有影響力的銷售方案陳述

1.銷售介紹與陳述中的表達(dá)技巧
為什么需要訓(xùn)練
有效陳述的四個(gè)關(guān)鍵
銷售陳述中的語(yǔ)言溝通技巧
銷售陳述中的非語(yǔ)言溝通的3個(gè)準(zhǔn)則
隨時(shí)準(zhǔn)備對(duì)聽眾的反應(yīng)做出反饋
給你的陳述一個(gè)高潮的結(jié)尾
模擬訓(xùn)練

2.建立介紹與陳述內(nèi)容的邏輯框架
客戶最在意的是什么
建立針對(duì)客戶價(jià)值的表達(dá)邏輯——FABE
強(qiáng)化表達(dá)力度的技巧運(yùn)用

3.客戶價(jià)值分析
轉(zhuǎn)化客戶的需求，建立創(chuàng)造性的銷售模式
強(qiáng)化溝通，與客戶達(dá)成需求共識(shí)
把握了解和引導(dǎo)客戶的談話路徑

4.有效應(yīng)對(duì)客戶的反對(duì)意見
客戶為什么要提出異議
辨識(shí)3大類的反對(duì)意見
客戶的反對(duì)不是反對(duì)的客戶
有效處理客戶反對(duì)意見的方法和步驟
展示你的人際及專業(yè)能力，獲得客戶的認(rèn)同

1. Presentation skills in sales activity
Why the training is necessary
Four key points of effective presentation
Verbal communication during the presentation
3 rules of non - verbal communication during the presentation
Preparing to give feedback to your audience at any time
Creating a climatic ending
Stimulation

2. Building logic framework of presentation
What are the main concerns of clients
Establishing logic expression focusing on customer value - FABE
Intensifying the power of your expression

3. Analysis of client value
Transforming clients’ demand by establishing creative selling models
Reinforcing communication and reaching consensus with clients
Understanding and guiding conversation

4. Effective response to client’s objections
Why do they raise objections
Identification of 3 major types of objections
Clients’ objection does not mean opposing client
Methods and steps to handle clients’ objections
Demonstrating your interpersonal and professional skills to obtain clients’ agreement