谁来参加？                                                           

  *销售经理、销售专员                                                             

  *HR和 培训管理负责人                                                        

课程时长                                                              

  *14小时 （2天）                                                          

有何收获？                                                           

  *从产品型销售转变为顾问式销售                                                         

  *学习并掌握顾问式销售的核心技巧                                                             

  *加强在客户心中的地位，提升业绩                                                             

先决条件？                                                           

  *有一定的销售经验                                                         

  *销售模式为直接面对客户的销售                                                                                                                                                                         

课程大纲                                                              

第一模块：顾问式销售概述                                                              

  *课程目的与收益                                                             

  *销售成长的路经图                                                         

  *体验分享：一次亲身购买的经历                                                         

  *案例视频：一次不成功的拜访                                                             

  *销售的角色定位与挑战                                                         

  *客户的四个缺乏：缺乏信任、缺乏需要、缺乏帮助、缺乏满意                                                             

  *顾问式销售模型                                                             

第二模块：顾问式销售步骤一：建立信任                                                              

  *体验练习：建立信任的挑战                                                         

  *时间关系的压力模型                                                             

  *建立信任的四个关键因素                                                             

  *练习：建立信任四个关键因素在工作中的行为表现                                                  

  *表达会面意图的方法                                                             

  *如何做到设身处地                                                         

  *单元模拟练习和技巧点评：建立信任的销售技巧实战模拟练习和反馈点评               

第三模块：顾问式销售步骤二：发掘需求                                                              

  *录像：发掘需求的挑战                                                         

  *需求差距模型                                                         

  *探寻需求背后的动机                                                             

  *挖掘需求的工具模板                                                             

  *挖掘需求之提问分类以及有效客户提问五步法                                                         

  *挖掘需求之聆听障碍和客户有效聆听的七个好习惯                                                  

  *单元模拟练习和技巧点评：挖掘需求的技巧实战模拟练习和反馈点评                      

 第四模块：顾问式销售步骤三：有效推荐                                                            

第五模块：顾问式销售步骤四：巩固信心                                                              

  *巩固合作客户的信心挑战                                                             

  *巩固信心针对的客户群                                                         

  *巩固客户信心的四种有效措施                                                             

  *练习分享：巩固信心四个措施在销售中具体的行为表现                                           

第六模块：课程回顾与总结                                                              

  *回顾两天课程要点                                                         

  *制定课后行动改善方案                                                         

相关课程                                                              

  *作为销售人员，你可能还会对《大客户拓展策略》、《双赢销售谈判》感兴趣            

  *想要在管理团队能力上更进一步，你可能需要学习《卓越的销售管理》《问题分析与决策制定技巧》                                                           

讲师简介     雒斌 先生                                                           

  *背景经历                                                                                                          

  *曾任知名管理咨询公司销售总监和500强企业专职培训讲师，从事团队管理和企业培训十余年。                                                         

  *DDI "卓越讲师培养"--认证讲师                                                          

  *SPI Solution Selling"解决方案式销售                                                             

  *Solution Selling Management Coaching "解决方案式销售管理教练"--认证讲师 

  *Right Management "高级商务演示技巧"--资格认证                                              

  *安迪曼"课程开发高级班"--资格认证                                                          

  *柯氏四级培训评估--资格认证                                                             

  *锡恩咨询 执行力和4R 管控--认证讲师                                                           

  *擅长领域                                                         

  *顾问式销售、解决方案销售、高效谈判，非权威影响力、时间管理、职业化素养，执行力、演讲技巧                                                         

  *服务客户                                                         

华晨宝马、奥迪、沃尔沃、长安福特、上海大众、通用五菱、曼恩集团、东风本田、江森自控、大陆集团等