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,2ndappointment2ndappointmentMaketheclientlikeyou–Establis
2、harelationship！FirstInterviewforSalesPresentationOBJECTIVESNoDeposit,no2nd;No2nd,nocontract！3FirstInterviewforSalesPresentation重要性---WhyEnglish有效性---WhyWSE紧迫性---WhyNowTHECLIENTSHOULDLEAVEWITHBELOW3PROBLEMSSOLVED4PreparationThePresentationProcessWelcomeClientIcebreakingShowCenterPromoti
3、ongiftQ&ABizCardExchangeSolution&Advantage………SelfIntroduction5OBJECTIVEToHavePreparedTobementallyandphysicallyreadytogiveagreatpresentation1.Personalappearance2.Cleanandtidyoffice3.Stationery4.Businesscard5.Registrationform6.Handout7.PCPCONSULTATIONSTEP1:Preparation8.SalesManual-Schola
4、rshipCertificate-Guaranteeletter-Pricelist-New/renewcontract-Methodexplanation-LeveldescriptionATTITUDEConfident&ProfessionalYouneverhaveasecondchancetomakeafirstimpression6Establisharelationship&makeagreatfirstimpressionProfessional,Natural, ConfidentandFriendlyCONSULTATIONSTEP2:Welc
5、omeClient1.Readthoughthequestionnaire2.Walkdirectlytotheprospect3.Introduceyourself/Shakehands4.Welcometheprospect:Welcome,mynameis…,I’myourcourseconsultant…,Isyour1sttimetocome?5.WalkwiththeprospectandshowaroundOBJECTIVEHOWATTITUDE7OBJECTIVEEstablisharelationshipandwin thetrust1.Smile
6、2.Howdidyoucomehere/convenient3.Talkaboutweather,traffic…4.Doyouhaveanyfriendusedtostudyhere?Natural,Confident,PleasedBeafriendCONSULTATIONSTEP3:BreaktheIceHOWATTITUDESmallTalkwiththeclientwhenyoushowthecenter8OBJECTIVELINEOFARGUMENTRESOURCESATTITUDETOOLSVisualizetheLearningProcess/War
7、mup1.Lab2.Classrooms3.SocialClub4.EnglishCornerWhenweshowtheclienttheCenterandtalkabouttheactivitieswegettheminvolved.Weusethesecondperson,introducinghim/hertoateacherandtheSec/Receptionist.Relaxed.Greetotherstudents/staffThewholeCenter,staff,studentsCONSULTATIONSTEP4:ShowCenterOnlyn
