工业品销售培训

工业品销售培训工业品销售培训讲师：谭小琥IndustrialProfessional&ExcellentSellingWorkshop工业品专业销售精英训练营分组选队长定队名（如雄鹰队，猛虎队…)定口号（如“只当第一，不做第二”）团队展示：我们是**队，我们的口号是******计分规则积极提问及回答问题+3—5分违反课堂纪律-3—5分团队游戏+10—40分Whyweneedtraining？为什么需要培训？Getknowledge&experience获取全面的知识与经验，省去摸索的时间和少走弯路Systematicthinkingability系统性的思考能力，避免遗漏重要事项Teamusesamelanguage,bettercommunication团队使用同样的语言，更好的沟通Competitorisdoingit你可以不学习，但你的竞争对手不会AttitudetoTraining对待培训的态度EmptyCup空杯心态Believeit相信（少林拳谱）Practicemakeperfect熟能生巧（平时多流汗，战时少流血）Objectives目标Totrainsalesprofessionalwiththeemphasisonbasicpracticalskillofindustrialproductsselling通过强调工业品销售的基本实战技巧来培训出专业的工业品销售人员WhatMakesForASuccessfulIndustrialSalesProfessional……是什么造就了一个成功的工业品专业销售人员Training培训Practice练习Preparation准备TheIndustrialSalesProfessional关于工业品专业销售Howistheobjectiveachieved?目标是怎么达成的？Whatistheknowledgerequired?需要哪些知识？Whataretheskillrequired?需要哪些技巧？AIndustrialSalesprofessionalDefined……对工业品专业销售的要求Fourelementsoforientation四大要素要求Product&Applicationknowledge产品和应用知识Customer&marketknowledge客户和市场知识Dynamicsellingskill强有力的销售技巧Personalcharacteristic个人特质SelfDevelopmentResponsibilities……自我培养的责任……A)Knowledge知识Knowyourposition了解你的职责Knowyourcompany了解你的公司Knowyourindustry了解你的行业Knowyourmarket了解你的市场Knowthebenefits了解你的优势Knowyourproductsandapplication了解产品和应用Knowthesellingprocess了解销售过程Knowyourgoalsandtarget了解你的目标SelfdevelopmentResponsibilities……自我培养责任……B)Attitude态度Desiretolearn学习的欲望Confidencetoeducate对教育的信心Dedication投入地工作Powertomotivate自我激励能力Abilitytopersuadeothers说服别人的能力Drivetoachieveyourgoals努力达成目的SelfdevelopmentResponsibilities……自我培养的责任……C)Skill技巧Toprospect了解潜在客户Todeveloppersonalrelationship建立个人关系Toanalyzeinformation信息分析Togivesalespresentation销售演示Toentertaineffectively有效应酬Topreparetimelyreports及时写报告Tofollowprocedures跟进流程Toorganize组织销售过程Toanticipatesituations预见状况Tothinkcreatively创造性思维SelfdevelopmentResponsibilities……自我培养的责任……D)Habit习惯Procedureandorganization程序和组织Study学习Research研究Physicalcare&appearance外表和健康的维护PersonalImpact---Factors个人影响因素A.Personal个人的Initiation启动力Abilitytolearn学习能力Energy-actionoriented行动力Tolerancetostress承受压力Tenacity永不放弃Adaptability适应力Rangeofinterests兴趣广泛Appearanceimpact外表Honesty诚实Careerambition职业雄心Credibility可信UrgetoWin想赢PersonalImpact个人影响因素B.Communication沟通Oralcommunication口头沟通Oralpresentation口头演示Writtencommunication书面沟通Non-verbalcommunication非语言沟通Goodlistener好的听众C.Motivation动机Sensitivitytoother’sview对别人看法的敏感性Willingnesstolead领导的意愿Teamplayer团队选手Behaviorflexibility行为灵活Negotiation“patience”谈判耐心PersonalImpact---Factors个人影响因素D.Judgment决断Decisiveness果断Problemsolving解决问题Risktaking承担风险Independence独立自主Insight洞察力Innovativeness创造力Analyticalability分析能力Professionalknowledge专业销售知识Technicalknowledge技术知识AttributesofaSalesProfessional专业销售的特性Selfstarter自发Selfdiscipline自律Selfmotivated自我激励Selforganized自我组织Selfevaluate自我评估Selfdevelop自我发展SalesProfessionalAttributes&Behavior专业销售的特质和行为特征Credibility可信Unforgettable不健忘Maturity成熟Confidence自信Enthusiasm热情Sociability社会性Ambition野心Observations观察力Respect尊重Organized有组织的SelfMotivation自我激励Resultsoriented结果导向Energy精力充沛Hardworking勤奋Creative创造力Businessknowledge业务知识Empathy同感心Flexible灵活WhatDoCustomerWantFromYou?客户对你的要求？Consistency一致性Honesty诚实Flexibility灵活性Knowledge专业知识Someonetheycancounton可以被指望（依赖）Conclusion-agoodsales…总结-好的销售是…Neverevergiveup永不放弃Knowledge&Skill知识与技巧Teamplayer团队精神Goodhabit良好的习惯Domore做的多一点MainElements主要要素（一）The8stepsbasicsellingprocess销售的八个步骤Essentialelementofintelligence情报信息的要素Salesplanningprocess销售计划过程Questioning&Listening发问和聆听技巧FundamentalSellingSkill销售技巧基础MainElements主要要素（二）Features&Benefits特点和益处SellingValues&ValueCreation价值销售和价值发掘Pricing&Negotiation定价及谈判ProcessofHandlingObjection异议处理Closing&Getorder结束并获取订单TerritoryManagement区域管理TheSellingProcess销售过程步骤Pre-reconnaissance前期勘察Approach接触Reconnaissance深入了解Gainingconfidence(Credence)获取信任技巧Planning计划InterpersonalSkills&instantimpact人际能力&第一印象Questioning&listening发问与聆听Personalintegrity,Companystrengthandcommunication人品，公司力量，沟通TheSellingProcess销售过程步骤Presentation销售演示Commitment承诺Demonstrate证明Maintain维护技巧Preparation.准备Determination,closing决定Followup跟进Becomingindispensable变得不可缺少（客户依赖）MainElements主要要素（一）The8stepsbasicsellingprocess销售的八个步骤Essentialelementofintelligence情报信息的要素Salesplanningprocess销售计划过程Questioning&Listening发问和聆听技巧FundamentalSellingSkill销售技巧基础CustomerEconomicIntelligence……客户情报Whoismycustomer?谁是我的客户？Whatishisorganizationstructure?他的组织架构？Whatarehisproductandserviceneeds?他需要的产品及服务？Whatishisfinancialposition?他的财务状况？Whatkindofbusinessheistryingtorun?他的生意性质？Whatfactorsaffectorcontrolhisfreedomofoperation?影响他的业务的因素？ProductelementsofIntelligence……产品基本情报HowcanIhelpthecustomer?我如何能帮到他？Canmyproductbeintegratedintothecustomer’ssystem?我的产品能否整合到客户的系统中？Iscostofoperationgoingtobeafactor?成本的敏感性Price?价格Serviceability?操作性Safetyconsiderations?安全方面的考虑Deliverytime?交货时间Doesitmeetindustryorgovernmentspecifications/standards?是否符合行业或国家的相关法律