销售倍增技巧

Sales Boosting Skills
销售倍增技巧
多数销售人员的销售方式很单一，常按公司的传统、自己习惯的来做，以至于业绩到一定水平就产生瓶颈。为此，软实力™教练特别研发出这门课程，助你掌握系统专业的管理自己的销售活动，多种手段开拓市场，突破业绩。

上课益处：
 找出重点客户
 有系统的进行专业销售分析
 增加销售效果
 增加开拓市场的手段和思路
 让顾客愿意多次购买
 开发新客户和新机会
 建立长远而双赢的顾客关系

课程大纲：

1．销售并不那么简单
 用脑拿订单的时代
 市场开拓的各种方式
 尝试新的开拓方式
 各种销售活动的分析

2．找出重点客户，分配资源
 是否要一视同仁
 筛选客户的重要性
 我们的时间都花在哪些客户上？
 客户分类的原则
 大客户Vs.重点客户
 行业分析
 地域分析
 对手分析
 公司、产品分析
 自我优势分析
 找出自己少数的Key Account
 不同客户的不同对待方式

3．让客户介绍客户
 为何推荐重要
 要推荐的时机
 要得到哪些关键信息?
 如何与被推荐者建立和谐
 能长久地得到顾客的推荐，进而获得新的客源

4．让客户变成您的销售员
 用客户标尺来衡量客户
 分析影响力，找出“影响力中心”
 培养“热心客户”
 如何从“热心客户”处得益

5．跟进服务出效益
 通过跟进为客户创造附加价值
 何时为服务的机会
 在服务中发现销售机会

6. 发现新的商机，倍增业绩
 渗透现有客户
 向上销售法Up-selling
 交叉销售法Cross-selling
 用“销售机会表”在现有客户中发现新的机会
 开发新的客户

时间：1整天, 09:00-17:00
谁将受益于此课程：销售顾问、销售主任、销售代表、市场拓展主管、客户经理等想要学习和提高销售能力和业绩的人士
每班人数：15-30人

Sales Boosting Skills

In this Program, participants will learn how to:
 Apply multiple approachs to prospect business;
 Analyze and manage customers better;
 Strengthen relationships by providing value-added services
 Generate predictable sales results from referrals
 Increase profit from existing customers

Program Outline:

1. Multiple ways of Business Development
 Work hard Vs. Work Smart
 Ways of profitable prospecting
 Try new things
 Anaylyze your sales activities

2. Make Analysis and Invest in Key Accounts
 “Men were born equal”?
 The importance of customer evaluation
 Which customers cost our time mostly?
 The criteria of customer evaluation
 Key account means the one who give you large order?
 Industrial analysis
 Area analysis
 Competitor analysis
 Company and product analysis
 Self analysis
 Find your own key accounts
 Treat the customers in different ways

3. Gain from Recommendation and Referrals
 Why it’s important?
 When to ask for referrals?
 How to ask for referrals?
 How to build raport with the reccomended person
 Generate new business from referrals
 Create a referral network

4. Make Your Champions
 Use a continuum to evaluate customers
 Build your influence center
 Create champions
 Benefit from champions

5．Sell by Service
 Create added value for clients with effective follow-through
 What service is welcomed?
 Identify business opportunities in service

6. Uncover New Opportunities to Boost Sales
 Penetrate existing accounts
 Up-selling
 Cross-selling
 Use a opportunity chart to find business
 Prospect for results to fill your sales pipeline

Program Specifications:
Length: 1 day，09:00-17:00
Who will benefit from this course: Account Executives, Sales Consultants, Sales Reps, Account Managers, Business Development Personnels and others who want to learn and improve selling skills and get more deals.
Class Size: 15-30 participants
Methods and Features:
1. Every class was conducted in a receptive, respectful and encouraging positive atmosphere;
2. The participants are highly involved in the program and the learning is fun and interesting;
3. By interaction and input, the participants will build their successful experience by applying what they learned.
4. New and better skills and habits were developed through many times’ practice.

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