通信企业销售技巧与销售渠道选择.ppt

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1、SalescorecompetencyandChannelmanagement销售核心技能与渠道管理LearningOrganization学习型组织Ifyousowanidea,youreapanactionIfyousowanaction,youreapahabitIfyousowahabit,youreapacharacterIfyousowacharacter,youreapdestiny思想-行动-习惯-性格-命运Training&Coaching培训与训练Training：makesuresomepeoplecandosomething。Coaching：mak

2、esuresomebodybegoodatsomething。Amateurs&ProfessionalsHowtobeasuccessfulsales成功销售人员的三个境界8SalesCoreCompetency八大核心基本销售技能8WhatCountFactors八大核心成功要素SubconsciousandPsychologicalintegration潜意识与精神层面的融会贯通SalesCoreCompetency销售核心技能SalesCoreCompetency:1BasicVisitingProcedures（基本拜访步骤）2PersuasiveSellingF

3、ormat（劝说性销售）3CommunicationSkill（沟通技巧）4AccountPenetration（客户渗透)SalesCoreCompetency销售核心技能5HandleObjection（处理放对意见）6TimeManagement（时间管理）7NegotiationSkill（谈判技巧）Makingbusinessplan(制订生意计划）8ConceptualSelling（概念性销售）SalesCoreCompetency销售核心技能SalesCoreCompetencyRecordandReport（记录与报告）FourFundamentals（销售四

4、项基本原则）CommonSense（销售常识）I.BasicVisitingProcedures(基本拜访步骤）1previewplan（预习）2checkingdistribution（检查分销）3persuasiveselling（劝说销售）4collection（收款）5merchandizing（助销）6recordandreports(记录与报告）7reviewandplaning(回顾与计划）II:PersuasiveSellingFormat劝说性销售Solesellinggeneralrules（销售铁律）customeronlybuywhattheyneed

5、andwant消费者只买他们需要的东西A:SellingprincipleI（销售原则一）What’scustomerrealneedandwantbyCommunicationskillandAccountPenetrationPersuasiveSellingFormat劝说性销售B:SellingprincipleII（销售原则二）Proveyourproposalcansatisfycustomerneedsandwants(keypartofselling)byPersuasiveSellingFormat,ConceptualSelling,Handlingobj

6、ectionandNegotiationSkillPersuasiveSellingFormat劝说性销售1Summarizethesituation(背景介绍）1)Goodunderstandcustomerneeds,wants（明确客户需求）A:JustmeetB:AlmostmeetbutnotspecificC:MustfindcustomerneedsandwantsPersuasiveSellingFormat劝说性销售2)Introduceonerealbenefit（介绍一真正利益）A:GeneralB:SpecificFishingex

7、amplePersuasiveSellingFormat劝说性销售2StateyourIdea（陈述主意）3ExplainHowyourideaworks（解释主意）1)Numbers数字化2)Logic逻辑化PersuasiveSellingFormat劝说性销售4Stressthekeybenefit:（强调关键利益）1)Helpcustomermakedecision（帮助客户决策）2)Testyouridea（重新测试你的主意）Persu