课程目标
　　如何让客户关注我？如何与不同的客户建立良好的沟通？如何体现产品的竞争优势？如何说服客户接受我的销售建议？这些问题是加入销售队伍以后，销售人员最为关注的问题。
　　本课程帮助参加者全面提升销售中的沟通能力，系统把握销售的六个关键环节，成功塑造职业化的销售人员形象。

课程大纲：　　
1.销售人员的作用和职责
公司的成败取决于
您每天在销售什么
客户对您的期望
职业化与非职业化销售人员的比较
您的七大任务和职业行为准则
开发和管理我们的客户
SWOT 分析：趋利避险，寻找机会
竞争对手分析
寻找我们理想的目标客户
您如何理解产品
把握客户的动机、需求和决策过程

2.运用您的沟通和谈判能力
与客户沟通的技巧
三个层次的沟通障碍
有效地倾听、表达、提问
理解“事实-观点-情感”
与客户进行谈判的能力
谈判目标
谈判6步法
谈判结果
谈判中容易犯的十大错误

3.销售是一次旅行：6步法
准备：拜访客户
接触：“4*20”原则
了解
说服
决定：识别客户的绿灯信号
巩固：与客户的关系

4.在销售中前进

1. Duties and roles of sales staff
Success or failure of your company depends on you
What do you sell everyday
Customer expectations
Comparison between professional and non-professional sales person
7 tasks and code of good practice of a professional sales person
Developing and managing customers
SWOT analysis: avoiding risks and seizing opportunities
Analyzing competitors
Looking for ideal target clients
Understanding your products
Customer motivations, needs and decision-making process during purchase

2. Exploiting communication and negotiation skills
Skills of communicating with customers
Three obstacles in communication process
Effective listening, expression and questioning
Understanding F-O-S
Competence in negotiation
Objectives of negotiation
6 steps of negotiation
Result of negotiation
Ten easy-made mistakes in a negotiation

3. Stages of sales
Preparation: for a visit
Getting in touch: the 4*20 principles
Understanding
Persuasion
Conclusion: recognizing green light signals
Consolidation: relationship with customers

4. Making progress in selling

讲师介绍:专家