职业销售技巧

1.销售人员的作用和职责
公司的成败取决于
您每天在销售什么
客户对您的期望
职业化与非职业化销售人员的比较
您的七大任务和职业行为准则

开发和管理我们的客户
SWOT 分析：趋利避险，寻找机会
竞争对手分析
寻找我们理想的目标客户
您如何理解产品
把握客户的动机、需求和决策过程

2.运用您的沟通和谈判能力
与客户沟通的技巧
三个层次的沟通障碍
有效地倾听、表达、提问
理解事实观点情感

与客户进行谈判的能力
谈判目标
谈判6步法
谈判结果
谈判中容易犯的十大错误

3.销售是一次旅行：6步法
准备：拜访客户
接触：4x20原则
了解
说服
决定：识别客户的绿灯信号
巩固：与客户的关系

4.在销售中前进

1. Duties and roles of sales staff
Success or failure of your company depends on
What do you sell everyday
Customer expectations
Comparison between professional and nonprofessional sales person
7 tasks and professional behaviour norms

Developing and managing customers
SWOT analysis: avoiding risks and seizing opportunities
Analyzing competitors
Looking for ideal target clients
Understanding your products
Customer motivations, needs and decision making process during purchasing

2. Exploiting communication and negotiation skills
Skills of communicating with customers
Three obstacles in communication process
Effective listening, expression and questioning
Understanding FOS

Competence in negotiation
Objectives of negotiation
6 steps of negotiation
Result of negotiation
Ten easy made mistakes in a negotiation

3. Stages of sales
Preparation: for a visit
Getting in touch: the 420 principles
Understanding
Persuasion
Conclusion: recognizing green light signals
Consolidation: relationship with customers

4. Making progress in selling