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1、1Q&AGloriaGe2012-10-6WSESALESTRAINING2Closethecontract,2ndappointmentSignthecontractandleavebigdeposit,2ndappointmentSignthecontractandleavesmalldeposit(500RMBorless),2ndappointmentLeavebigdeposit(10%),2ndappointmentSmalldeposit,2ndappointment2ndappointmentMaketheclientlikeyou–Establisharelation
2、ship!FirstInterviewforSalesPresentationOBJECTIVESNoDeposit,no2nd;No2nd,nocontract!3FirstInterviewforSalesPresentation重要性---WhyEnglish有效性---WhyWSE紧迫性---WhyNowTHECLIENTSHOULDLEAVEWITHBELOW3PROBLEMSSOLVED4PreparationThePresentationProcessWelcomeClientIcebreakingShowCenterPromotiongiftQ&ABizCardExch
3、angeSolution&Advantage………SelfIntroduction5OBJECTIVEToHavePreparedTobementallyandphysicallyreadytogiveagreatpresentation1.Personalappearance2.Cleanandtidyoffice3.Stationery4.Businesscard5.Registrationform6.Handout7.PCPCONSULTATIONSTEP1:Preparation8.SalesManual-ScholarshipCertificate-Guaranteelett
4、er-Pricelist-New/renewcontract-Methodexplanation-LeveldescriptionATTITUDEConfident&ProfessionalYouneverhaveasecondchancetomakeafirstimpression6Establisharelationship&makeagreatfirstimpressionProfessional,Natural,ConfidentandFriendlyCONSULTATIONSTEP2:WelcomeClient1.Readthoughthequestionnaire2.W
5、alkdirectlytotheprospect3.Introduceyourself/Shakehands4.Welcometheprospect:Welcome,mynameis…,I’myourcourseconsultant…,Isyour1sttimetocome?5.WalkwiththeprospectandshowaroundOBJECTIVEHOWATTITUDE7OBJECTIVEEstablisharelationshipandwinthetrust1.Smile2.Howdidyoucomehere/convenient3.Talkaboutweather,t
6、raffic…4.Doyouhaveanyfriendusedtostudyhere?Natural,Confident,PleasedBeafriendCONSULTATIONSTEP3:BreaktheIceHOWATTITUDESmallTalkwiththeclientwhenyoushowthecenter8OBJECTIVELINEOFARGUMENTRESOURCESATTITUDETOOLSVisualizetheLearningProcess/Warmup1.Lab2.Classrooms3.SocialClub4.EnglishCornerWhenweshowthe
7、clienttheCenterandtalkabouttheactivitieswegettheminvolved.Weusethesecondperson,introducinghim/hertoateacherandtheSec/Receptionist.Relaxed.Greetotherstudents/staffThewholeCenter,staff,studentsCONSULTATIONSTEP4:ShowCenterOnlyn