銷售倍增技巧

Sales Boosting Skills
銷售倍增技巧
多數(shù)銷售人員的銷售方式很單一，常按公司的傳統(tǒng)、自己習(xí)慣的來做，以至于業(yè)績到一定水平就產(chǎn)生瓶頸。為此，軟實(shí)力™教練特別研發(fā)出這門課程，助你掌握系統(tǒng)專業(yè)的管理自己的銷售活動(dòng)，多種手段開拓市場，突破業(yè)績。

上課益處：
 找出重點(diǎn)客戶
 有系統(tǒng)的進(jìn)行專業(yè)銷售分析
 增加銷售效果
 增加開拓市場的手段和思路
 讓顧客愿意多次購買
 開發(fā)新客戶和新機(jī)會(huì)
 建立長遠(yuǎn)而雙贏的顧客關(guān)系

課程大綱：

1．銷售并不那么簡單
 用腦拿訂單的時(shí)代
 市場開拓的各種方式
 嘗試新的開拓方式
 各種銷售活動(dòng)的分析

2．找出重點(diǎn)客戶，分配資源
 是否要一視同仁
 篩選客戶的重要性
 我們的時(shí)間都花在哪些客戶上？
 客戶分類的原則
 大客戶Vs.重點(diǎn)客戶
 行業(yè)分析
 地域分析
 對手分析
 公司、產(chǎn)品分析
 自我優(yōu)勢分析
 找出自己少數(shù)的Key Account
 不同客戶的不同對待方式

3．讓客戶介紹客戶
 為何推薦重要
 要推薦的時(shí)機(jī)
 要得到哪些關(guān)鍵信息?
 如何與被推薦者建立和諧
 能長久地得到顧客的推薦，進(jìn)而獲得新的客源

4．讓客戶變成您的銷售員
 用客戶標(biāo)尺來衡量客戶
 分析影響力，找出“影響力中心”
 培養(yǎng)“熱心客戶”
 如何從“熱心客戶”處得益

5．跟進(jìn)服務(wù)出效益
 通過跟進(jìn)為客戶創(chuàng)造附加價(jià)值
 何時(shí)為服務(wù)的機(jī)會(huì)
 在服務(wù)中發(fā)現(xiàn)銷售機(jī)會(huì)

6. 發(fā)現(xiàn)新的商機(jī)，倍增業(yè)績
 滲透現(xiàn)有客戶
 向上銷售法Up-selling
 交叉銷售法Cross-selling
 用“銷售機(jī)會(huì)表”在現(xiàn)有客戶中發(fā)現(xiàn)新的機(jī)會(huì)
 開發(fā)新的客戶

時(shí)間：1整天, 09:00-17:00
誰將受益于此課程：銷售顧問、銷售主任、銷售代表、市場拓展主管、客戶經(jīng)理等想要學(xué)習(xí)和提高銷售能力和業(yè)績的人士
每班人數(shù)：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.

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