销售核心技能与渠道管理.pptx

营销系列课程之销售核心技能与渠道管理主讲：Luis日期：2020V万事万物-- 唯心所变 | 唯识所现Learning Organization 学习型组织If you sow an idea, you reap an actionIf you sow an action, you reap a habitIf you sow a habit, you reap a characterIf you sow a character, you reap destiny思想-行动-习惯-性格-命运Training & Coaching培训与训练Training： make sure some people cando something。Coaching：make sure somebody be good at something。Amateurs & Professionals How to be a successful sales成功销售人员的三个境界8 Sales Core Competency 八大核心基本销售技能8 What Count Factors八大核心成功要素Subconscious and Psychological integration 潜意识与精神层面的融会贯通Sales Core Competency 销售核心技能Sales Core Competency:1 Basic Visiting Procedures（基本拜访步骤）2 Persuasive Selling Format（劝说性销售）3 Communication Skill（沟通技巧）4 Account Penetration（客户渗透)Sales Core Competency 销售核心技能5 Handle Objection（处理放对意见）6 Time Management（时间管理）7 Negotiation Skill（谈判技巧） Making business plan(制订生意计划）8 Conceptual Selling（概念性销售）Sales Core Competency 销售核心技能Sales Core CompetencyRecord and Report（记录与报告）Four Fundamentals（销售四项基本原则）Common Sense（销售常识）I. Basic Visiting Procedures(基本拜访步骤） 1 preview plan（预习）2 checking distribution（检查分销）3 persuasive selling （劝说销售）4 collection（收款）5 merchandizing （助销）6 record and reports(记录与报告）7 review and planing(回顾与计划）II:Persuasive Selling Format劝说性销售 Sole selling general rules（销售铁律）customer only buy what they need and want消费者只买他们需要的东西A: Selling principle I（销售原则一）What’s customer real need and want by Communication skill and Account PenetrationPersuasive Selling Format劝说性销售B: Selling principle II（销售原则二） Prove your proposal can satisfy customer needs and wants ( key part of selling) by Persuasive Selling Format, Conceptual Selling, Handling objection and Negotiation Skill Persuasive Selling Format劝说性销售1 Summarize the situation (背景介绍）1) Good understand customer needs, wants（明确客户需求）A: Just meetB: Almost meet but not specificC: Must find customer needs and wantsPersuasive Selling Format劝说性销售2) Introduce one real benefit（介绍一真正利益）A: General B: SpecificFishing examplePersuasive Selling Format劝说性销售2 Stat