銷售技能提升課綱（中、英文）

銷售技能提升
一、把握客戶心理 提高銷售業(yè)績（客戶心理篇）
課程重點(diǎn)：六大客戶常見心理及應(yīng)對方式
數(shù)字好奇
什么是數(shù)字好奇
數(shù)字好奇的妙用
成交安全
什么是成交安全
成交安全的三大問題
成交安全的策略
服從大眾原理
服從權(quán)威原理
愛占便宜
客戶都愛占便宜？
愛占便宜的妙用
渴望尊重
客戶渴望被尊重！
渴望尊重的妙用
顧全形象
什么是顧全形象
顧全形象的妙用
個(gè)人偏好
第二講、銷售FAB解析（銷售技巧篇）
一、FAB是什么二、FAB的使用
三、FAB的好處
四、FAB的重要性
五、如何尋找產(chǎn)品的FAB
六、產(chǎn)品FAB匯總
七、FAB前提——需求
八、如何發(fā)掘客戶的需求點(diǎn)？
九、抓住說FAB的時(shí)機(jī)
第三講、攻心銷售（銷售激勵(lì)技巧篇）
前言：攻己之心、攻敵之心，知己之心，知彼之心，百銷而不殆。
七心銷售法，六個(gè)小心，一個(gè)大心。
1、 企圖心
企圖心是想要？要還是一定要，一個(gè)要結(jié)果的人會立即采取行動(dòng)！
怎么表達(dá)你的企圖心，企圖心一定要有，但一定要學(xué)會方法。
2、相信自我能力之心
3、相信客戶相信自己之心
通過語言溝通讓客戶相信自己，只有溝通才能建立信任，說話和溝通的目的讓受者采取行動(dòng)，按照你的意愿去做。
如何與客戶溝通：
問：與客戶溝通的關(guān)鍵
（1）問簡單的問題（客戶都是被自己所說服，找到他的核心價(jià)值觀，用價(jià)值觀撬動(dòng)他。）
（2）問二選一的問題。
（3）問封閉式問題。（讓客戶舒服大于對錯(cuò)。）
聽：傾聽的秘訣
說：說話的技巧
（1）給客戶明確的指令
（2）不說太多廢話 （當(dāng)客戶決定買，你就閉嘴服務(wù)從下一次開始。）
4、相信自己公司的產(chǎn)品之心
銷售的第一個(gè)心態(tài)：交換心理（員工所有問題在于認(rèn)為產(chǎn)品不值。）
相信產(chǎn)品之心的核心：拼命重復(fù)成功案例。
5、相信客戶現(xiàn)在就購買之心
化解客戶障礙
質(zhì)量！——代表客戶想要承諾（保證）。
服務(wù)！——代表客戶想知道能提供什么服務(wù)。你們都有什么服務(wù)？——你要什么特殊服務(wù)？——給他量身定做服務(wù)。
我們永遠(yuǎn)不能回答客戶所有問題，我們永遠(yuǎn)可以反問客戶問題。
6、相信客戶購買、使用產(chǎn)品之后對自己的感謝之心
最后一個(gè)心就是用心
什么是銷售冠軍？銷售冠軍就是1%的專業(yè)知識加上99%的責(zé)任心
Sales skills upgrading
First, the grasp of customer psychology to improve sales performance (Customer Psychology)
Course focus: six major customers common psychological and coping style
Digital curiosity
What is the number of curiosity
We use digital curiosity
Two, transaction security
What is the transaction security
Three - the transaction security problem
The transaction security strategy
We obey the principle of mass
The principle of authority
Three, love to take advantage of
The customers love the advantage?
I love to take advantage of the magical effect
Four, eager to respect
The customer wants to be respected!
The desire to honor the magical
Five, taking the image
What is the image of civility
I had the image of refinement
Six, personal preference
Second speaking, sales FAB analysis (sales skills)
One, FAB is what
Two, the use of FAB
Three, the benefits of FAB
Can let the customer understand the product;
The true feeling to the customer.
The increasing customer's desire to buy, so that customers have in-depth understanding, rapid turnover of products
Four, the importance of FAB
Five, how to find the product of FAB
Six, product FAB summary
Seven, FAB premise - demand
Eight, how to explore the needs of customers?
Nine, to seize the opportunity to say FAB
3, sales (sales incentive skills)
The attack has the heart, beautiful heart, a heart, know the heart of 100 pin without danger.
Seven heart sales law, six care, a big heart.
1, attempt to heart
Ambition is to want? To be sure, a person who wants to result will take action immediately!
How to express your ambition, ambition must have, but must learn how to.
2, believe in the heart of self ability
3, believe that customers believe in their own heart
Communicate by means of language let customers believe in themselves, only communication can build trust, speak and communicate the purpose of let the subject to take action, according to your will to do.
How to communicate with customers:
Q: key to communication with customers
(1) ask simple questions (customers are their persuasion, find his core values, with the value of leveraging him.)
(2) ask two questions.
(3) ask the closed question. (to make the customer feel more comfortable than right or wrong.)
Listen: the secret of listening
Speaking skills.
(1) clear instructions to the customer
(2) do not say too much nonsense (when customers decide to buy, you shut up the service from the next start.)
4, I believe that the heart of the company's products
Sales of the first state of mind: the exchange of Psychology (staff all the problem is that the product is not worth.)
Believe in the heart of the heart of the heart of the product: to repeat the success of the case.
Customers will always buy the results, not to buy the process and ingredients. -- trying to talk about the success of your product.
5, believe that customers are now buying the heart
Resolve customer barriers: it is too expensive - on behalf of the customer suspected of similar products and other places are cheaper.
Quality! - on behalf of the customer wants to promise (guarantee).
Service! - on behalf of the customer wants to know what services can provide. What kind of service do you have? What special service do you want? -- tailor made service to him.
We can never answer all the questions, we can always ask the customer questions.
6, believe that customers buy, use the product after the heart of their own gratitude
The last heart is the heart
What is a sales champion? Sales champion is 1% of the professional knowledge and 99% of the responsibility

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