富有影响力的销售方案陈述

1.销售介绍与陈述中的表达技巧
为什么需要训练
有效陈述的四个关键
销售陈述中的语言沟通技巧
销售陈述中的非语言沟通的3个准则
随时准备对听众的反应做出反馈
给你的陈述一个高潮的结尾
模拟训练

2.建立介绍与陈述内容的逻辑框架
客户最在意的是什么
建立针对客户价值的表达逻辑——FABE
强化表达力度的技巧运用

3.客户价值分析
转化客户的需求，建立创造性的销售模式
强化沟通，与客户达成需求共识
把握了解和引导客户的谈话路径

4.有效应对客户的反对意见
客户为什么要提出异议
辨识3大类的反对意见
客户的反对不是反对的客户
有效处理客户反对意见的方法和步骤
展示你的人际及专业能力，获得客户的认同

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