课程时间：2019年7月16-17日上海
课程费用：4980元/人（含教材午餐及茶点等）
　                                                                                                                                                                                      　
谁来参加？                                                                                                                                                                        　
* 售前顾问、销售经理、销售总监等                                                                                                                                  　
　                                                                                                                                                                                      　
课程时长                                                                                                                                                                           　
* 14小时（2天）                                                                                                                                                              　　                                                                                                                                                                                                                                                                                                                                                                                  　
有何收获？                                                                                                                                                                        　
* 掌握客户决策思维逻辑                                                                                                                                                   　
* 应用双赢拜访沟通技巧                                                                                                                                                   　
* 快速赢得客户深层信任                                                                                                                                                   　
* 制定高效拜访沟通计划                                                                                                                                                   　
* 建构自己的销售技能体系                                                                                                                                                　                                                                                                                                                                                         　
先决条件？                                                                                                                                                                        　
* 有一定的销售经验                                                                                                                                                          　　                                                                                                                                                                                         　
为何参加？                                                                                                                                                                        　
和客户的沟通不在同一个频道上，产品价值不能有效传递给客户，无法与客户建立信任，一次次的拜访总是无功而返；   　
《信任五环》，基于世界级专业营销理论、结合国内具体实际而开发的、面向销售人员专业技能的精品课程，重点帮助销售人员建立基于客户业务需求及个人态度认知的沟通、与客户共同制定方案、获得客户自发的行动承诺的专业能力；该课程不仅在深厚的心理学和意识思维逻辑学基础上可以参透销售本质，更是一门简洁实用、当天就能轻松上手、付诸行动就能立即见效的实用课程。                                                                                                                                                   　
　                                                                                                                                                                                      　
课程大纲                                                                                                                                                                           　
第一模块：客户决策思维逻辑                                                                                                                                            　
* 认知销售                                                                                                                                                                        　
* 客户行动原理                                                                                                                                                                 　
第二模块：拜访的准备                                                                                                                                                      　
* 客户的概念                                                                                                                                                                     　
* 制定最佳与最小行动承诺                                                                                                                                                　
* 有效商业理由                                                                                                                                                                 　
* 用PPP制定约见理由                                                                                                                                                     　
第三模块：提问技术                                                                                                                                                          　
* 认识提问内容与形式的重要性                                                                                                                                         　
* 制定未知信息清单                                                                                                                                                          　
* 应用四类提问句式编写四类问句                                                                                                                                     　
第四模块：倾听技术                                                                                                                                                          　
* 提问内容与形式的重要性                                                                                                                                                　
* 制定未知信息清单                                                                                                                                                          　
* 应用倾听技巧及黄金静默技巧                                                                                                                                         　
第五模块：呈现差异优势                                                                                                                                                   　
* 差异优势在销售中的重要性                                                                                                                                            　
* 差异优势的定义和标准                                                                                                                                                   　
* 基于客户概念制定差异优势清                                                                                                                                         　
第六模块：合作经营                                                                                                                                                          　
* 传统销售与合作经营的不同处                                                                                                                                         　
* 应用SPAR句式呈现客户应用场景                                                                                                                                  　
* 基于客户概念和合作经营流程的沟通                                                                                                                              　
第七模块：获得承诺                                                                                                                                                          　
* 获得客户行动承诺的承诺类问题                                                                                                                                     　
* 识别客户有顾虑的表现                                                                                                                                                   　
* 应用顾虑类问题和太极推手处理客户顾虑                                                                                                                       　
第八模块：拜访评估                                                                                                                                                          　
* 通过问题清单评估拜访效果                                                                                                                                            　
* 客户信任与不信任的表现                                                                                                                                                　
* 赢得客户信任的主要途径和方法                                                                                                                                     　
　                                                                                                                                                                                      　
相关课程                                                                                                                                                                           　
作为销售人员，你可能还会对《大客户关系管理》、《双赢销售谈判》感兴趣                                                                  　
想要在销售管理能力提升上更进一步，你可能需要学习《卓越的销售管理》、《问题分析与决策制定技巧》                     　
　                                                                                                                                                                                      　
师资简介                                                                                                                                                                           　
曾 先生                                                                                                                                                                             　　                                                                                                                                                                                         　
* 背景经历                                                                                                                                                                        　                                                                                                                                                                                         　
实战派营销专家、训战合一销售教练                                                                                                                                 　
销售罗盘® /信任五环®/营销战略规划®èµ„深导师                                                                                                             　
上海交通大学/复旦大学特聘营销培训师                                                                                                                            　
多家高速成长型公司常年营销顾问                                                                                                                                     　
曾担任多家全球 500 强营销高管                                                                                                                                      　
22 年营销及管理经验，6 年营销培训、咨询及教练经验                                                                                                   　
　                                                                                                                                                                                      　
* 擅长领域                                                                                                                                                                        　
专注B2B大客户销售研究和训练、组织销售绩效提升，综合运用行动学习、培训、                                                          　
团队辅导、教练技术、复盘、销售经验萃取等多种技术和工具，基于自身丰富的实战                                                        　
经验和扎实的理论功底，高效帮助客户提升销售团队的销售能力和组织绩效。                                                                  　
　                                                                                                                                                                                      　
* 服务客户                                                                                                                                                                        　
曾服务的外资企业：VMware、飞利浦、西门子、思科、通用电气、、阿斯利康、拜耳制药、诺华制药、花旗银行、艾默生。                                                                                                                                                                                  　
曾服务的国内客户：华为、平安集团、中国电信集团、科大讯飞、海能达通讯、恒生电子、龙旗科技、华勤科技、GrowingIO、汽车之家、飞企互联、甜橙金融、联动优势、品茗科技、中企通讯、建研科技、容知日新、华立集团、京东方、顺丰控股中远海运等 。