Course Background:
What is the effect of improving sales ability, relying on the natural accumulation of experience and help? Employees say: The cycle is too long!! It takes 5-8 years to achieve stable performance; The boss said: The cost is too high!! The average annual battle loss rate of front-line salesmen is 40%, and many front-line salespeople are facing many problems
There has been no improvement in sales skills for many years, and I am still a new salesman after 5 years, but I have used the experience of the first year for 5 years;
I know all the knowledge, I still get stuck when I meet customers, and I can't catch the order;
As long as you encounter competitors grabbing orders, you will immediately put the best in the end;
Follow up with customers for a month, why can't sales even invite return visits;
The customer has always said that it is good, but the payment is delayed, how to force the order down at one time.
This course will run practical cases through the whole process, and help students directly simulate work scenarios, directly apply skills, and solve problems at work and students' "behavior change". After long-term practical accumulation, the course will focus on practical combat and practicality, collect sales problems, optimize solutions, form a variety of ways to get customers, solve customers' difficulties, let customers pay willingly, and sales staff can collect money with peace of mind, so that customers can not jump out of the palm of your hand.
Course Benefits:
Master the methods of opening the deadlock and the skills of efficient invitation when dealing with customers;
Learn to gain the trust of customers and stimulate customers' enthusiasm for purchasing;
Transform the habitual pull of customers to "buy products" into consultant-type "product selection" for customers;
Through customer psychological analysis, master the method of introducing products by SPIN rule;
Improve high-quality service, master the professional sales process, and learn to "promote orders and transactions".
Course Duration:2 days, 6 hours a day.
Course Audience:Sales front-line personnel.
Course Method:Case study + group discussion + role play + simulation exercise.
February** Dynamic Incentive Program
Course outline
Lecture 1: Engage with customers – effectively target and capture customers
First, start from the first pass - let the customer pick up your ** can't let go
Customer** communication prevents "second hanging".
The customer will only reject you and not the benefit.
The opening method allows customers to truly feel the benefits
1) State the ultimate value (let the interests open the way).
2) Ask challenging questions that shake the other person.
3) With the help of related personnel or companies.
2. Dating "Be careful" - natural and efficient invitation techniques
Import:Breaking the ice starts with changing the title.
Three steps to a business offer
1) Social proof.
2) Inducement of benefits.
3) Assume success.
Tips to make sure customers don't miss their appointments
1) Choose the right time for the customer.
2) Determine the "date" time again.
3) Remind customers before "appointments".
3. Four secrets to winning the favor of customers
1.Create a positive store atmosphere and environment.
2.Make it "love at first sight" for your customers
3.Find common ground with your customers.
4.Appropriately "show weakness" to win the favor of customers.
Fourth, four types of people who have gained the trust of customers
1.Trust in friends.
2.Trust is created in the people who are helping.
3.Trust in the experts will be generated.
4.Trust is created in people of the same kind.
Lecture 2: Mining DemandFind out what your customers really have to think about
Introduction:What we sell to customers is not a product, but a set of solutions to customer problems!
1. Questioning skills
1.The form of the question.
The hierarchy and logic of the question
1) Usage questions and perception questions.
2) Establish an inquiry path to communicate with customers.
Ask a little more to uncover the secret
1) Explicit needs.
2) Demand.
Second, the way and skills to make customers open their hearts
1.Careers are the most successful areas for our clients.
2.Hobbies are the areas that customers are most familiar with.
3.Family is the area that customers are most concerned about.
Breakout Sessions:What topics are suitable for ice melting?
3. Capture sensitive points in a sensual atmosphere
1.Sensationalism – the need for sensuality is the sensitive point.
2.Empathy – bind yourself to the situation of the client and the client.
Role-playing:Find the sensitive points of the customer and follow the role script back-to-back walkthrough.
Fourth, use SPIN to ignite the spark in the customer's heart and touch the customer's reason for purchase
1.s—Situation: Create a scene.
2.p—Problem: Set the problem.
3.i—implication: to develop associations.
4.n—needs-payoff: perceive needs.
Lecture 3: Product Introduction - Give the product a soul
First, customers do not value products but interests
1.s—situation: The selling point will shine in a specific scene.
2.p—problem: It is useful to solve the problem.
3.i—Implication: 1+1>2 interest point association can generate greater benefits.
4.n—needs-payoff: The multiplied benefit leads to a definite demand.
Second, the product introduction link is not a one-man show
1.The selling point that impresses customers must be less but better (the 2:8 rule).
2.It's better to tell him than to show him.
3.It's better to show him than to use it yourself.
Third, it is better to sell products than to sell standards
Walkthrough:The charm and application of standard winning.
1.Standard winning product: Standard spider diagram.
Standards need to be empowered by four major influences
1) Authoritative law.
2) Social proof law.
3) Contrasting method.
4) Digital method.
Breakout Sessions:What kind of standards are the most convincing?
Lecture 4: 100 Questions and 100 Answers - Cracking Customer Objections
1. See the reasons behind the customer's pickiness
1.Doubts about the product.
2.Doubts about the seller.
3.Doubts about the salesperson.
4.Doubts about one's own judgment.
Second, look at the essence through objections - the suspect is the buyer
1.Judgment of truth or falsity of objection (emotional question or actual issue).
Classify the types of objections and how to deal with them
1) Doubts arising from misunderstandings.
2) Doubts arising from product weaknesses.
Four aspects of dissent
1) Foreshadowing – Sufficient trust must be established at the beginning of the relationship.
2) Prevention – Avoid unrealistic expectations from customers.
3) Guidance - empathy to preset customers' concerns and response methods in advance.
4) Transfer - Emphasize the benefits that the product brings to the customer.
3. Use four sets of methods to successfully pass the "picky war".
1.Proactive approach – gain trust with sincerity.
2.* Cause Method – Find the reason behind the problem.
3.Conform to the law of understanding - do not dwell on non-fundamental issues.
4.Interest substitution method – a list statement analyzes the pros and cons.
Lecture 5: Grabbing orders and signing orders - standing to close the deal (a transaction that allows both parties to have face is a good deal).
1. Be keenly aware of the opportunity to make a deal
1.Observe the customer's signals in terms of body language.
2.The concretization of the customer's focus is the signal of the deal.
3.The blurring of customer focus will also send a signal of a deal.
Second, the skills of offering
1.Summarize the interests of customers and assist in making trade-offs.
2.Stick to the principle of sticking to – skillfully reject a customer's first offer.
3.The benefits of the combined service should be considered for the sake of the customer.
3. Negotiation in the game - * Seven-step screening method in negotiation
1.Expressing the same position (emotional identity method).
2.Transfer customer** balances.
3.Make reasonable use of the ** authority in your hand.
4.Ask for the cooperation of the leader.
5.Highlight the ** bottom limit.
6.Push customers out of the house appropriately.
7.Paving the way for customers to come back.
Fourth, end the negotiation with a gesture of concession
1.Customer satisfaction will maximize benefits.
2.Request non-** flexible permissions within the company.
3.Grasp the timing and scale of making final concessions.
Fifth, the establishment of word-of-mouth starts from the time of the transaction
1.Satisfied customers are the source of living water.
2.Long-lasting relationships require a sense of ritual.
Tools:The customer maintains the card to keep our original intention.
Role-playing:The process from product introduction to order signing.