Training time 21st December & 4th January 13:30-17:00
小班授课。利用反思、练习、即兴表演和个人“实战”情况分析对每位学员进行观察与反馈。为学员创造一个高度个性化的学习环境和接近教练方法的培训课堂。
课程收益：
· 掌握与客户远程建立联系与信任的技能
· 理解基本的销售态度和技巧
· 排除客户的疑虑和异议
· 有效影响客户做决策
· 在实践中学习，获得最大的投资回报率
目标学员：
具有0-4年经验的销售人员，客户经理，希望改变其风格和方法的销售人员/客户经理，技术支持、市场营销,内部销售及任何需要通过远程影响客户决策的专业人士。
课程大纲：
重新思考销售的定义，做积极准备
· 为销售成功奠定基础 - 你对“销售”的定义决定了你的销售方式。你对“销售”如何定义？
· 积极推荐人 – 敢于在适当的时机要求适当的推荐。将满意的客户转化为推荐大使，以扩大我们的人脉和关系网。
· 远程会议的实践 – 透过远程会议与客户建立联系及互动
· 为成功的销售会议做准备 – 与学习伙伴共创一份准备清单，量身定做你的销售“公文包”。
· 激励客户购买的5种关键态度和行为 - 通过角色扮演和练习，体验和学习5种基本的销售技巧。
· 处理客户异议 - 每一个客户异议都是未被满足的需求。用建设性的方法应对抵触及异议，引导对方做关注解决方案。
· 学习收获 – 个人学习和行动计划。
Insights:
Restricted group sizes, multiple interventions for each participant using formal exercises, improvisations and personal ‘in situ’ situation analysis ‐ this program creates a highly personalised environment and an individual dimension close to a coaching approach.
Who's it for:
Salespeople with 0-4 years of experience, account managers, salespeople or account managers who want to change their style and approach, indirect salespeople in technical support, marketing, business support, or anyone who needs to influence customers remotely…etc.
Benefits:
· Mastery of customer winning attitudes and behaviours through remote interaction
· Comprehend essential selling skills
· Confidence and ability deal with resistance and objection
· Influence customers to decide effectively
· Learning by doing for maximum ROI
Program Outline:
· Selling definition – Your definition of “selling” determines the way you sell. What is your version of “selling” definition?
· Active reference – Dare to ask for the right introductions at the right moment. Transform satisfied clients into ambassadors in order to extend our network.
· The power of influence - Be aware of our influence on others open possibilities to generate different responses. As a salesperson to consciously choose our own behaviour and to increase our impact
· Remote meeting in action – build rapport and create interaction through remote meeting
· Preparation for a productive meeting – Co-develop a list of preparation with peers and tailor-made your “briefcase”.
· The 5 key attitudes and behaviours of conviction – Experience and learn the 5 essentials selling skills through a role play and exercise.
· Dealing with objections – Each client objection is an unmet need. Apply constructive attitude to deal with resistance and objection and influence customers to focus on possible solutions.
· The harvest of the day – My personal learning and action plan.
Terms & Conditions
Events have limited seating so to ensure your attendance we encourage advance online registration and payment for all events. We cannot guarantee entry to anyone not registered in advance.
All our events are held in English and follow the Chatham House Rule unless otherwise stated.
Cancellation Policy
If you cannot attend an event for which you have registered, please cancel your registration no later than one business day prior to the event. If you fail to notify us of your cancellation in a timely fashion, you will be charged for event costs.
To cancel you can: 1) email yangzhao@europeanchamber.com.cn, or 2) cancel online if you registered for the event through the website
