基本销售概念与技能.pptVIP

培训前，让大家环个游戏：ask the trainees write down their name of a piece of paper followed by a phrase of comment describing the mood of himself/herself for that day. Then mix them up and ask trainee one by one to guess who is who from the pieces of paper. Then, explain the importance of First Impression, building rapport, in order to make opportunity to introduce the trainees. Let them introduce themselves. Comes to the show them the content. * First, ask them to list the most difficult customer or person they met in their whole life. Explain why they have such an idea about the person? Then, explain the Marketing and Sales: 以创造物质交换、满足个人或企业的目标，对某些主意、货物或服务给以定义、定价、促销以及分销等一系列活动的策划和实行。“通过销售人员个人的信息沟通游说目标顾客购买货物、服务、主意等商品以满足该顾客需求的一系列活动。” key points: lots of different definitions. You just know them and can identify what they really means? Examples: to sell the sales training and consulting, but you get an inquiry if we can offer a training to the department managers in a manufactures as they want to understand more about their sales teams in order to appreciate the orders they get. That is a Kind of marketing. 营销趋势：产品国际化、营销地域化；麦当劳的做法。 营销战略与销售策划 Ask one of the trainee, what is your dream? What do you plan to have in 2010? 企业通过有效地利用、分配资源以最大的竞争力实现其远期目标的方法论，一般是叙述性的、不具体、不可测量的机遇性工作指导思想；而销售策划是营销战略的一个组成部分；为了达到近期销售计划而制定的短期性工作目标，它是具体的、可测算的，通常是年度计划。 * * * Telling a story: An automobile salesperson explains the functions of the car, let the prospect test drive it, then put a key in his hand say, Mr.Li, here is the key of your new car, go to complete the documents, OK? * If you are not person who is somewhat competitive, if you have not occasionally felt the pleasure of accomplishing a challenging objectives A personal in Sales, like in sports, must have the ability and willingness to learn from failure, move past it and try once more for a successful result How much do I want to win? Unclear goals, low self-esteem and lack of motivation * Successful salespeople generally have a high lev