资源描述:
《华尔街课程顾问cc专业培训资料》由会员上传分享,免费在线阅读,更多相关内容在教育资源-天天文库。
1、1Q&AGloriaGe2012-10-6WSESALESTRAINING2Closethecontract,2ndappointmentSignthecontractandleavebigdeposit,2ndappointmentSignthecontractandleavesmalldeposit(500RMBorless),2ndappointmentLeavebigdeposit(10%),2ndappointmentSmalldeposit,2ndappointment2ndappointmentMakethec
2、lientlikeyou–Establisharelationship!FirstInterviewforSalesPresentationOBJECTIVESNoDeposit,no2nd;No2nd,nocontract!3FirstInterviewforSalesPresentation重要性---WhyEnglish有效性---WhyWSE紧迫性---WhyNowTHECLIENTSHOULDLEAVEWITHBELOW3PROBLEMSSOLVED4PreparationThePresentationProces
3、sWelcomeClientIcebreakingShowCenterPromotiongiftQ&ABizCardExchangeSolution&Advantage………SelfIntroduction5OBJECTIVEToHavePreparedTobementallyandphysicallyreadytogiveagreatpresentation1.Personalappearance2.Cleanandtidyoffice3.Stationery4.Businesscard5.Registrationform
4、6.Handout7.PCPCONSULTATIONSTEP1:Preparation8.SalesManual-ScholarshipCertificate-Guaranteeletter-Pricelist-New/renewcontract-Methodexplanation-LeveldescriptionATTITUDEConfident&ProfessionalYouneverhaveasecondchancetomakeafirstimpression6Establisharelationship&makeag
5、reatfirstimpressionProfessional,Natural,ConfidentandFriendlyCONSULTATIONSTEP2:WelcomeClient1.Readthoughthequestionnaire2.Walkdirectlytotheprospect3.Introduceyourself/Shakehands4.Welcometheprospect:Welcome,mynameis…,I’myourcourseconsultant…,Isyour1sttimetocome?5.W
6、alkwiththeprospectandshowaroundOBJECTIVEHOWATTITUDE7OBJECTIVEEstablisharelationshipandwinthetrust1.Smile2.Howdidyoucomehere/convenient3.Talkaboutweather,traffic…4.Doyouhaveanyfriendusedtostudyhere?Natural,Confident,PleasedBeafriendCONSULTATIONSTEP3:BreaktheIceHOWA
7、TTITUDESmallTalkwiththeclientwhenyoushowthecenter8OBJECTIVELINEOFARGUMENTRESOURCESATTITUDETOOLSVisualizetheLearningProcess/Warmup1.Lab2.Classrooms3.SocialClub4.EnglishCornerWhenweshowtheclienttheCenterandtalkabouttheactivitieswegettheminvolved.Weusethesecondperson,
8、introducinghim/hertoateacherandtheSec/Receptionist.Relaxed.Greetotherstudents/staffThewholeCenter,staff,studentsCONSULTATIONSTEP4:ShowCenterOnlyn