网格客户经理的销售技巧-培训版教案分析.ppt

蜜月期有孩子后，离婚成本增加 * 蜜月期有孩子后，离婚成本增加 * 特点 突破思路 突破方法 * 物业，需求，重点业务突破 * 管委会要支持 营销活动要系统 代理商合作要紧密 后续服务要做好 * 特点 突破思路 突破方法 * 在销售管理中有六个重要的方面，即找对销售的种子；做好销售人才的培训；给销售人员设立目标，规定任务；给销售人员管理工具箱，教他怎么做；激励，让他自动自发地工作；对销售绩效进行考评。在整个销售管理中最重要的方面，就是寻找优秀的销售人才。优秀的销售人才就像一颗优良的种子，如果种子不合适，即便有充足的阳光、水分、肥沃的土壤也不会长成参天大树，因为它本身就是一颗坏种子，为坏种子所做的一切都是徒劳的。 * 适合总公司的不一定适合分子公司，适合分子公司的不一定适合联营公司，适合联营公司的不一定适合伙伴公司 * * * * 潜在－全部客户－10% 意向－接洽过一次，明确了解需求－25% 方案－接洽过一次，明确了解需求，找到关键人了，需要设计方案－50% 谈判－找到关键人，争取一次搞定－75％ 深度－针对现有客户，推荐新业务－80% 到达谈判现场之前，应该预测谈判的气氛。 其目的是： * * * 乔。吉拉的 客户买车，特别生气，走了；他不理解，给客户打了电话；客户电话里说，我儿子考上了一个著名的大学，你却无动于衷，跟你的同事在谈论球赛 案例：女销售，赞美女电信客户的双眼皮，后来同事问，她说长的像猪八戒，后来被竞争对手传到客户那里了，结果………… 热水：好，人热情 * 共同点－拜访客户，发现球票 案例：销售人员，武警专业，发现客户照片，也是武警 热水：为什么喝热水，胃痛………… * 你是怎么做到的？ 你一定经历过很多吧？ * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that will empower your business end users to create their own richly formatted reports while at the same time leveraging your investment in SAS Software. What we would like to do for the next few minutes is to provide a brief overview of the software followed by a demonstration. * SLIDE 1 – Spash Screen Today we will be talking about Enterprise Reporter Software, which is a tool that w