华尔街课程顾问CC专业培训资料

1Q&AGloriaGe2012-10-6WSESALESTRAINING21.Closethecontract,2ndappointment2.Signthecontractandleavebigdeposit,2ndappointment3.Signthecontractandleavesmalldeposit(500RMBorless),2ndappointment4.Leavebigdeposit(10%),2ndappointment5.Smalldeposit,2ndappointment6.2ndappointment7.Maketheclientlikeyou–Establisharelationship！FirstInterviewforSalesPresentationOBJECTIVESNoDeposit,no2nd;No2nd,nocontract！3FirstInterviewforSalesPresentation•重要性---WhyEnglish•有效性---WhyWSE•紧迫性---WhyNowTHECLIENTSHOULDLEAVEWITHBELOW3PROBLEMSSOLVED4PreparationThePresentationProcessWelcomeClientIcebreakingShowCenterPromotiongiftQ&ABizCardExchangeSolution&Advantage………SelfIntroduction5OBJECTIVEToHavePreparedTobementallyandphysicallyreadytogiveagreatpresentation1.Personalappearance2.Cleanandtidyoffice3.Stationery4.Businesscard5.Registrationform6.Handout7.PCPCONSULTATIONSTEP1:Preparation8.SalesManual-ScholarshipCertificate-Guaranteeletter-Pricelist-New/renewcontract-Methodexplanation-LeveldescriptionATTITUDEConfident&ProfessionalYouneverhaveasecondchancetomakeafirstimpression6Establisharelationship&makeagreatfirstimpressionProfessional,Natural,ConfidentandFriendlyCONSULTATIONSTEP2:WelcomeClient1.Readthoughthequestionnaire2.Walkdirectlytotheprospect3.Introduceyourself/Shakehands4.Welcometheprospect:Welcome,mynameis…,I’myourcourseconsultant…,Isyour1sttimetocome?5.WalkwiththeprospectandshowaroundOBJECTIVEHOWATTITUDE7OBJECTIVEEstablisharelationshipandwinthetrust1.Smile2.Howdidyoucomehere/convenient3.Talkaboutweather,traffic…4.Doyouhaveanyfriendusedtostudyhere?Natural,Confident,PleasedBeafriendCONSULTATIONSTEP3:BreaktheIceHOWATTITUDESmallTalkwiththeclientwhenyoushowthecenter8OBJECTIVELINEOFARGUMENTRESOURCESATTITUDETOOLSVisualizetheLearningProcess/Warmup1.Lab2.Classrooms3.SocialClub4.EnglishCornerWhenweshowtheclienttheCenterandtalkabouttheactivitieswegettheminvolved.Weusethesecondperson,introducinghim/hertoateacherandtheSec/Receptionist.Relaxed.Greetotherstudents/staffThewholeCenter,staff,studentsCONSULTATIONSTEP4:ShowCenterOnlyneedsimplyintroducethedifferentfacility9Cheerful,Happy,Excited&ProfessionalCONSULTATIONSTEP5:PromotionGiftHandlingOBJECTIVEHOWATTITUDE1.Handthegifttotheclient2.Explanationofthepromotiongift3.CongratulatethemGivefreegifttotheclientCongratulations10Cheerful,Happy,ProfessionalCONSULTATIONSTEP6:CC’sRoleIntroductionOBJECTIVEHOWATTITUDE1.Introduceyourselftotheclient2.Yournameagain,andChinesename3.Telltheclientwhatyouaregoingtodonexttoday4.Telltheclientwhat’syourresponsibilityinthefutureCCself-introductiontotheclient11Nice,ProfessionalCONSULTATIONSTEP7:BizcardexchangeOBJECTIVEHOWATTITUDE1.ThisismyBizcard…2.Let’schangethecard…3.Thanks/It’sOk,Thenbringmenexttime…Getclient’sBizcard/prepareforthenextstep:Q&A12KeyConceptsofSellingProcessOpportunityNeedFeatureCloseProbeBenefitPersuadeKEYCONCEPTOFTHESELLINGPROCESS13OBJECTIVEHOWATTITUDE1.Guildtheclienttalk2.Listen3.TakenotesCare,Interested,Focus,Friendly,Encourage,GuildCONSULTATIONSTEP8:Q&ADesire&Decisionmaker14KeyConceptsofSellingProcessKEYQUSETIONSTOASKCLIENTS过去1现在2未来3英语学习AA1A2A3工作生活BB1B2B3B3=DesireBenefitInvestment15KeyConceptsofSellingProcessKEYQUSETIONSTOASKCLIENTSStartfromBizcardYes:describetheBizcardNo:AsktheinformationoftheBizcardBizCardinformationincludes:Companyname:industry/company(development)Jobtitle:Howlongwiththecompany/positionPositioninthecompany(development)PositiondetailedjobresponsibilityAddress:Time/Traffic16A2:HowisyourEnglishlevel?DoyouneedtospeakEnglishwhenyouwork?Isthereanyforeignerinyourcompany?B2:What’syourcompanylike?Whatdoyoudo?WhodoyouspeakEnglishto:yourboss/client/colleagues?InwhatkindofsituationdoyouuseEnglish:Meeting/report/call/email/presentation?HowoftendoyouspeakEnglish?Howlonghaveyouworkedinthiscompany?Isyour1stjob?B1:What’syourlastjob?Whydoyouchangetothecurrentjob?Whereareyoufrom?WhydoyoucometoSH?KEYQUSETIONSTOASKCLIENTS17KEYQUSETIONSTOASKCLIENTSB3:CanyoutellmewhydoyouwanttoimproveyourEnglish?HowbenefitwillbeifyouimproveyourEnglish?WhatareyougoingtodowithyourimprovedEnglish?A3:HowgooddoyouwantyourEnglishtobe?Why?Howlongdoyouplantomakeit?Why？A1:What’syourpastlearningexperience?A2：Listallproblems九大困难：勾引+诊断大班授课中教老师，老师质量缺乏语言环境发音不准不敢开口紧张害羞尴尬不敢开口死记硬背，前背后忘中文思维经常出差加班时间不固定惰性，无法坚持18OBJECTIVECONSULTATIONSTEP9:Solution&AdvantagesLINEOFDISCUSSION1.Reviewwhat’stheclientcurrentEnglishsituation,problems,objectives2.Findoutclient’sKeyproblemsthatcanbeonlysolvedbyWSE3.Offersolution:Ithinkwhatyouneedis…4.ThenLetmeintroducehowWSEcouldhelpyoutosolvesuchproblemsandreachyourlearningobjectives…ATTITUDEProfessionalBridgefortheQ&AtoMethodBriefideaforbothClientandCCFeatureandBenefit19FABTalkFeatureBenefitAdvantageProduct’scharacteristicsThedetailedadvantagesProduct’svaluetoclients…has…features…thatistosay……soyoucan…20OBJECTIVECONSULTATIONSTEP10:MethodLINEOFDISCUSSIONHOW1.Explainwhatmethodworks2.UsethemethodformMaketheclientfeel:ItwillworkformeATTITUDEHonest,ProfessionalandcheerfulGiveashortexplanationonhowthemethodworks.Youshouldalwaysincludetheclient’sneedandofferclearsolutionsandadva