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    《项目销售与大客户开发》

    开课地点: 北京
    授课时间: 1天
    授课顾问: 韩金刚
    开课时间: 2017-12-08
    市场报价: 1980
    购买价格: 1980
    课程排期
    开课城市 开课日期 授课周期
      北京 2017-12-08 1天
    审核时间: 我要报名2017-10-30 17:40:33
    注:参加该培训课程,可联系在线客服。
    了解课程
      
    培训对象

    销售总监、销售经理、销售代表等

    培训目标
    ? 能够对大客户的销售过程有一个非常清晰的脉络;
    ? 懂得自己现有在客户心目中的位置和所处的环境; 
    ? 通过对不同信息的分析,掌握客户的动态需求和走向。
    ? 了解客户的深层次需求和心理动向
    ? 介绍销售漏斗原理,引导客户的需求。
    ? 把握客户的心理状态,摸清他们的心理需求
    ? 运用有效的询问和分析工具,制订未来的行动方案
    ? 通过分析工具和思维训练、掌握处理人脉关系的方法。
    ? 将销售策略运用于工作,提高个人的影响力,保证项目的成功。
    课程内容
    一、大客户销售的核心概念
    1. 销售可以帮助解决客户什么问题
    2. 大客户销售的特点
    3. 大客户销售的过程是怎样的
    4. 客户是如何看待传统的销售人员的
    5. 销售人员应该具备的素养和技能
    6. 销售人员的自画像
    二、客户决策层的分析
    1. 分析和弄清客户的组织结构 
    2. 客户的决策链条是如何组成的
    3. 对方决策人出现的顺序
    4. 每位参与者的角色和作用
    5. 不同部门和职位的关心与要求
    三、如何就客户的需求进行深度探测
    1. 掌握帮助客户发现需求的方法
    2. 销售人员经常犯的错误
    3. 避免主观判断、错判客户的形势
    4. 学会如何使客户产生购买兴趣
    5. 学会挖掘客户需求和愿望的技巧
    6. 怎样引导客户的需求,变成现实的交易
    7. 掌握获得客户资料和情报的指导方针
    四、如何捋清决策流程和搞好与决策者的关系
    1. 找到项目的线人和突破口
    2. 怎样做线人的具体工作
    3. 了解客户购买的动机,客户要解决什么问题
    4. 分析客户购买的六大动机
    5. 客户的“公心”和“私心”是什么
    6. 分析客户把门者的需求和心理,如何使你入围
    7. 搞懂客户把关者的需求和心理,强调哪些因素
    8. 弄清使用者的需求和心理,如何引导沟通
    五、怎样在招投标中始终让自己处于有力的销售位置
    1. 在错综复杂的形势中如何客观地分析项目现状
    2. 有很多竞争对手卷入的情况下,怎样展现你的优势
    3. 了解影响销售的主要因素
    4. 分析影响销售的重要要素
    5. 提供分析现状的工具和策略
    6. 如何进行正面和负面的分析和评估
    7. 怎样扬长避短、因势利导
    8. 建立达到销售目的的总体策略和手段
    六、怎样处理与客户内部搅局者的关系
    1. 决策层与人脉关系的把控
    2. 把握决策者与影响者
    3. 高度参与低度参与的解析
    4. 可能出现的四种情况
    5. 决策过程中的客户角色的转换
    6. 客户当初与现在的角色
    7. 应对的行动策略和方案
    七、归纳和总结销售的进程,采取正确的行动
    1. 确定主题拜访的脉络
    2. 了解每一阶段的发展和变化,制定下一步行动方案
    3. 将大目标化解为小目标,建立销售的里程碑
    4. 销售目标和过程及进度工具表
    5. 对销售人员的最终有效建议
    八、总结与收尾 结合课程,制订个人目前销售行动计划,将理念化为动作
     讲师介绍
    韩金刚 
    高级培训师
    一、讲师经历
    工商管理硕士,曾任深圳华南集团进出口贸易部经理、美国AMF保龄球机构区域销售经理、香港保得工程有限公司北方区域经理、Mercuri International(麦古力国际)商业顾问(欧洲最大的培训机构)、Achieve Global(美国智越)专职培训师(北美最大的培训机构)哈佛商学院认证讲师,2004年中国十大培训师。
    曾任大型著名国际及国内知名公司的部门经理及高级管理人员,其专长集中在市场营销、企业管理等:韩老师具有10年多的培训经验,16年的市场、销售和8年的管理经验。作为企业高级咨询顾问和培训师,为各类企业和公司做过大约500多场的培训。受训人数多达几万人。受训客户集中在IT、通信、医药、制造业和其他类别的客户上。韩老师擅长营销和管理课程,教学和实战经验丰富,功底深厚。实战性强和培训科班出身的他多以案例教学为主,注重与学员的高度互动。寓教于乐,风趣幽默。其倡导的以结果为导向的“快乐培训”深受广大学员的好评。
    三、授课风格
    其深厚的市场和管理功底和经验、100%的倾情投入,体现出充分的激情,有着强烈的感染力,加上诙谐、幽默的表现形式和手法。
    四、擅长的课程有
    《赢在大客户之十大工具》、《解决方案的销售技巧》、《大客户渗透策略》、《专业谈判技巧》、《推销中的异议处理》、《店面销售技巧》、《目标销售与业务管理》、《管理与领导艺术》、《团队与合作》、《执行力》、《有效解决问题》等。
    五、曾经服务过的主要客户有
    西门子、黑龙江移动、河南移动、北京市通信公司、康柏、东芝三广、北京大发正大、巨龙集团、国能集团、可口可乐、浪潮集团、李宁、北大方正、中国吉通、美国北鹰、中国铁通、阿克苏化工、太诺化工、河南耐火材料研究院、泰康人寿、中国图书进出口集团、中远房地产、正大集团、华夏媒体、神州数码、三星、中关村数据、东方集成、腾图集团、中化集团、首钢环星、用友软件、中国工商银行、苏泊尔、美的空调、山东三联电子、杭州大北农、艾默生电气、中国电子器材总公司、中国航天科工集团、艾科泰、东软集团、奥的斯、博威讯通、瑞生药业、兆君集团、中国建筑材料总公司、信天通信、南方都市报、浙江天圣控股集团、合纵科技、联动优势、格林集团、好丽友、京都房地产、交大铭泰、上海贝尔、合能集团、东风集团、清江电机、中国福彩中心、三维药业、利尔耐火材料,BD,kingston等。
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