课程受益:
如何让客户认识到你带给他的价值?如何用价值竞争而不是价格?增值销售是一种哲学,是一种销售思维方式,让你从容应对销售过程中可能出现的任何问题,摆脱价格战恶性竞争,用价值真正赢得客户。
适合对象:
销售主管、销售经理、客户支持及服务相关人员
课程大纲:
1. 增值销售理念及模型
1) 具有增值观念的组织和销售人员
2) 价值与价格
3) 关键购买路径:了解客户需求和增值销售的模型
4) 增值销售流程
5) 如何向客户传递你增加的价值
2. 增值销售之探究需求
1) 确立目标:选择高价值目标客户
2) 目标渗透: 深入了解目标客户
3) 策略性提问: 深入分析客户需求
3. 增值销售之说服与影响
1) 定位:塑造形象以提高客户预期
2) 差异化:让客户优先选择你
3) 根据需求呈现价值解决方案
4) 积极回应客户异议
4. 增值销售之持续营销
1) 后勤支持:从进攻型销售向保卫型销售转变
2) 建立关系:亲近中保持足够的专业距离
3) 修补:竭尽所能维持现有业务
4) 价值巩固:与客户回顾你为他增加的价值
5) 借力:借助杠杆作用最大化地开发现有客户潜力
Payment:
1. Bank transfer:
RMB Bank Account
A/C Name: 中国欧盟商会
A/C No.: 7110210182500027543
China CITIC Bank 中信银行京城大厦支行
Capital Mansion Sub Branch
No. 6, Xinyuan Nan Road
Chaoyang District, 100004 Beijing
北京市朝阳区新源南路6号京城大厦
S.W.I.F.T. Code: CIBKCNBJ100
2. Pay onsite through cash or Wechat.
Terms & Conditions:
This event has limited seating and requires registration and payment in advance. No walk-ins accepted.
Cancellation Policy:
If you cannot attend this training, please cancel your registration at least 3-working days before. If you fail to notify us of your cancellation in a timely fashion, you will be charged for event costs.
To cancel, please contact Ms. Annie Zhou at azhou@europeanchamber.com.cn.
Disclaimer免责声明:
Participants must maintain proper social distancing norms and abide by the Nanjing Municipal Government ’s Epidemic Prevention and Control Rules. If you do not follow the relevant regulations, the European Union Chamber of Commerce in China accepts no responsibility for any of your physical discomfort caused during and after the event. Thank you for your cooperation.
参与活动时,参会人应与他人保持适当距离(防疫考虑)并遵守南京市政府颁布的疫情预防控制要求(例如佩戴口罩等)。如您违反要求,中国欧盟商会对于您在活动中或者活动后的身体不适,不承担任何责任。 感谢您的理解和配合。