B2B销售策略：顾问式销售

1.组织好顾问式销售的过程
理解商业环境的变化性
理解客户的观点
如何引导客户认清他们的现状
如何引导客户产生立即解决问题的欲望

2.提高顾问型技能，做出有效的销售策略
从产品销售到方案销售
业务需求和价值定位
使用聚焦式问题，引导客户
销售顾问的核心能力：处理异议及缔结成交
业务分析和漏斗管理
目标制定、时间管理和地域管理

3.管理客户关系，提高重复性购买
对解决方案加以包装，引起客户进行额外采购的兴趣
多层面销售：在客户公司内建立人脉网络
如何通过目前你的联系人向其他决策人销售
通过向上及交叉销售，提升客户的重复购买率和忠诚度
客户管理中的实际操作

4.价值竞争——销售你的价值表现而非产品表现
附加价值销售的原则1：价格永远不是孤立存在的
附加价值销售的原则2：价值由客户的价值感受决定
帮助你关注价值，并强化谈判地位的5个定价技巧巧

1. Structuring the consultative process
The changing business environment
Understanding the customer’s points of view
How to guide your customers to better understand their own situation
How to guide them to look for a prompt solution

2. Developing consultative skills and effective sales strategies
From product selling to solution selling
Business needs and value mapping
Leading the customer with focused questions
The core competence of the sales consultant: objection handling and deal closing
Business analysis and funnel management
Targeting, time and territory management

3. Managing the customer relationship to increase repeated business
Packaging your solutions in a way that invites the customer to do additional business with you
Multi-level selling: to develop personal network in the customer’s company
How to sell to other decision makers through the contact person
Increasing rebuying and customer loyalty through up sell and cross sell
Practice of account management

4. Competing on value - selling value instead of selling product
The No.1 rule of value - added selling and its practical consequences: price must never stand alone
The No.2 rule of value - added selling: it is the customer’s value perception which counts
Five pricing techniques that will help you focus on value, and strengthen your negotiation position