右脑记忆论坛

右脑速读记忆方法

《成功销售的八种武器--大客户销售策略》

作者:记忆专家
2011-01-11 17:01
□讲师简介
付遥,实战派销售专家,历任IBM销售专员、戴尔销售经理、培训经理。北京时代光华教育发展有限公司特聘高级培训师,北京倍腾企业顾问有限公司资深顾问师。曾任戴尔计算机公司北方区行业销售经理,北方区销售经理,获得亚太地区Direct To Top 和中国香港区优秀主管奖励。曾任IBM中国公司销售专员,获得IBM中国公司Hundred Percent Club奖励。
□为什么要学习本课程
同样的工作态度,同样的销售技能,为什么取得的业绩不同?是因为策略,赢得客户才是取得定单的前提。了解影响客户采购的要素,并采取相应策略来逐一破解,你就会找到答案。本课程讲述的就是如何做足客户的“文章”,利用以客户为导向的营销策略实现成功销售。同时,曾作为创造了全球销售量第一的销售团队的代表,付遥老师还将传授给学员成功销售的秘密招术--八种武器。
□本课程学习目标
☆ 掌握大客户分析方法
☆ 了解销售类型的分析
☆ 掌握成功销售的八种武器
☆ 掌握面对面销售技巧
☆ 掌握销售呈现技巧
☆ 掌握谈判技巧
□谁需要学习本课程
☆ 各类销售人员
☆ 销售主管
☆ 销售经理
☆ 营销总监
□内容提要
第一讲 以客户为导向的营销策略
第二讲 大客户分析
第三讲 挖掘需求与介绍宣传
第四讲 建立互信与超越期望
第五讲 客户采购的六大步骤
第六讲 针对采购流程的六步销售法
第七讲 销售类型的分析
第八讲 成功销售的八种武器(上)
第九讲 成功销售的八种武器(中)
第十讲 成功销售的八种武器(下)
第十一讲 认清产生业绩的因素
第十二讲 面对面的销售活动
第十三讲 销售呈现技巧
第十四讲 谈判技巧

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