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Professional Selling Skill

主講老師: 王群 王群

主講師資:王群

課時安排: 1天/6小時
學(xué)習(xí)費用: 面議
課程預(yù)約: 隋老師 (微信同號)
課程簡介: 有一個建議適用所有的銷售情景:在進(jìn)入銷售循環(huán)的任意一個環(huán)節(jié)之前,必須設(shè)身處地從他人的視角來考察一下所要進(jìn)行的銷售。我們必須跳出自己的局限,通過買主或潛在雇主的眼睛來觀察事物的全局。
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更新時間: 2024-01-12 12:28

Course title

Professional Selling Skill

Target group

Sales team

Training purpose

This two days training course will focus on professional selling techniques, such as how to make opening, how to ask the right question, how to promote the products and how to seal a deal. Professional means it wont deal with rely on the Chinese relationship, instead, it will use logical and psychological method to talk with customers to find their needs and provide right products to meet the needs and offer benefits to the customers. This is called consultative selling skill and aimed to build up longer, deeper and closer relationship with their customers.  

On the second day of the training, itll also give a brief introduction of what is selling negotiation skill and what is key account management skill, so that the participants will be able to lay down a solid foundation, to obtain the systematic necessary skill set, and get ready for next step of training (negotiation skill training and key account management training).  

     Duration

Two days (9 am ~ 5 pm)

Syllabus

Morning of day one:

· How to understand the relationship among Price, Demand & Supply

Understand the S-D-P curve

Understand the difference between Marketing and Sales, get the right information

· To be a smart sales: identify human needs and business needs

White-board exercisehuman needs and business needs

How to deal and satisfy the 2 kinds of needs?

· 4 selling skills (opening, questioning, promoting product, seal a deal):

Opening skill (3 steps)

§ How to make a professional & effective opening?

§ Participants opening exercise

Questioning skill:

§ 3 styles of questioning (open, close, follow up)

§ 3 steps of questioning

§ How to ask the right question?

§ What is called SPIN skill?

§ Participants exercise

12.00  13.00 Lunch break

Afternoon of day one:

How to successfully promote your product?

Promoting skill (the timing and the skill)

link your product with the customer needs and benefits

Develop and find out the needs behind the needs

Use SPIN when customer not really keen on your product

How to deal when customer misunderstands your product

How to deal when customer does not satisfy with your product

Participants exercise

 

Morning of day two:

· Review the first day training content and Q&A

· The skill of 3 steps to lead to agreement with customer

Highlight the benefits agreed by the customer

Make a next step suggestion

Verify the customer’s /confirm/iation

Participants exercise

· Consultative selling versus transactional selling

What does consultative selling focus on:

§ How to develop loyalty customer?

§ The benefits of loyalty customer

· Deal with different customer styles - the DISC skill

DISC skill exercise

 

Afternoon of day two:

· Successful selling needs a unique story

Example of the story

Exercise: how do we make our own product story?

· The selling systematic skill-set:

What’s the target of selling and negotiation?

How to deal with negotiation?

Why we can’t get into price negotiation too early?

What’s the right timing to start negotiation?

KAM – what’s called key account management?

How to build up key account database?

· Summary of the training and Q&A session

 


  End up training


 
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