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    顾问式实战销售策略全分解(5集)

    顾问式实战销售策略全分解(5集)

    讲师名称:包贤宗

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    在线播放:

    = 课件说明 =

    课程简介 :
    卖品牌,品牌不够强;卖产品,产品同质化;卖服务,客户不认可;靠关系,关系靠不??;在做大客户营销时,我们应该如何去克服种种不利因素?本课程分享了顾问式销售的策略与技巧,帮助你全面改变传统销售观念,熟练掌握客户的采购流程与潜在需求,高效提升销售成功概率。
    课程大纲:

      一、深度需求挖掘

      1、深度理解需求+欲望

      2、需求的三个层次

      3、企业需求纬度

      4、不当仆人当医生

      5、将需求调研作为营销手段

      6、独立诊断

      7、营销理念-忘记自我

      二、差异化方案策略

      1、产品差异化

      2、增值服务差异化

      3、解决方案差异化

      4、差异化方案的三个层次

      5、差异化方案竞争价值

      6、差异化方案实施策略

      三、竞争分析技术

      1、建立竞品研究渠道

      2、定期召开《竞品研究分析会》

      3、站在客户角度看自己

      4、真正做到“知己知彼”

      5、竞争策略制定

      6、利器-软肋分析模型

      四、需求引导技术

      1、需求引导策略

      2、需求引导技术

      3、痛苦制造三环节

      4、坚定不移给客户洗脑

      5、壁垒策略

      6、占领高分或特殊分项

      五、技术交流策略

      1、价值传递的种树策略

      2、价值传递的解难策略

      3、客户感知价值最大化

    讲师简介:

      包贤宗

      工业品精益营销创始人,知名实战派营销管理教练,曾任国内最大合资药企——西安杨森省区总经理,曾任世界500强——艾默生电气中华区大区总监,被学员评价为“最接地气”、“最为实战”营销管理教练,实效营销代表人物,引领国内第三代“咨询式培训”。

      拥有11年工业品企业一线市场实战销售与管理工作经验,5年工业品营销研究、培训与行业咨询经验。受训学员超过5万人,先后操刀为30多家企业进行全面营销咨询,效果显著而持续;被国内数十家知名企业聘为常年营销顾问。

      主讲课程有《大客户战略营销》 、《B2B大客户项目管理》、《B2B关键客户关系管理》、《狼性精英销售团队打造》。


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