Sales Fundamental.ppt

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置业顾问销售技能培训fundimental 精品PPT课件

表明了你倾听了顾客的谈话表达了你对客人积极的情感完全了解顾客的意思表示对客户的关心和关注
销售技能- 提供相关信息通过倾听找出客人最关心的信息
提供客户最关心和感兴趣的话题与需求相关，积极启发但客户置业积极性与目标相关，增强客户对于居住品质的意识语言清楚,易懂! 消除客人的顾虑
战胜困难的方法
勇敢积极的面对恐惧，战胜恐惧心理，赢得自信
明确你的目标,给你带来勇气面对所有难题
敏感话题
客户在谈到以下话题是会感觉到不舒服外表职业收入年龄
学习内容
❖ 如何接听咨询电话（ TI ） ❖如何进行电话销售（TO） ❖ 怎样处理难缠的电话
什麼叫做電話銷售
電話是銷售人員最佳的工具!!
使销售人员精通电话销售的唯一途径
不斷的練習
TI處理技巧的八個步驟
•介绍并建立关系 •确认来源分析信息渠道 •资格或目的的认定，掌控谈话 •建立信誉与信心排除竞争 •概述设施服务，强调兴趣所在 •热情邀约 •排定会晤 •请他们写下资料和时间
TO處理技巧的八個步驟
✓ 首先说出潜在客户的姓名，并问候。 ✓ 然后说出自己的姓名和项目名称。 ✓ 礼貌的说出你的请求。 ✓ 再次重複潛在客戶名字。 ✓ 解释你为什么打这个电话或如何取得
TO: – 銷售電話(S call)的目的還是約見 – 服務電話(V call)的目的是獲得推薦名單並增加客戶服務的質量
銷售人員電話培訓的內容
做為一個銷售經理或主管你必須能夠精通電話培訓這是基本的要求之一電話培訓內容
– 電話系統的使用 – TI的處理技巧 – TO的處理技巧 – 客戶抗拒的處理技巧 – 角色扮演(精通熟練的不二法門) – 驗收
在你发表意见之前，请先学会倾听！

销售技巧(英文PPT 152页)精品文档

• Sales Support Personnel
– Missionary Salespeople
• Detailer
– Technical Support Salespeople
• New Business
– Pioneers – Order-getters
• Existing Business
– Order-takers
Customer and Selling Firm
Copyright © 2001 by Harcourt, Inc.
1
Cost/Sales Call
$80-$242/ call
Copyright © 2001 by Harcourt, Inc.
1
Contributions of Personal Selling
Involvement • Add Values and Enhance Mutual
Opportunities
Copyright © 2001 by Harcourt, Inc.
1
Phase One
Recognition of the Problem or
Need: The Needs Gap
(Figure 2.2)
• Ego Strength
– Self-assured and self-accepting
• Interpersonal Communication Skills
– Including listening and questioning
• Enthusiasm
– In general, and for sales as a career
1
Module 2

销售技巧及其解决方案(英文版)(ppt-21页)

BASIC PRINCIPLES
• NO PAIN,no change • Diagnose before you prescribe • Three levels of buyer need • People buy from people • People make emotional decisions for logical
field sales people need more “ face time”with company leadership
Is this causing… missed revenue targets increased travel expenses lower profits Is the VP Finance concerned?
in the development of the need in order for it to be a qualified need.
PAIN SHEET
Pain:
not meeting sales goals
Situation:
VP Sales,F1000 Company
Our product: Satellite Business Television
HOW ORGANIZATIONS BUY
Requirements
A
B
C
HOW PEOPLE BUY
• Latent pain • Pain • Vision of solution • Match vision • Cost justify • Overcome fear of risk • Price justify
Proposal No new information Pre-proposal review Volunteered access to power Schedule & end call Did not volunteer access Go to #7 7.Get prospect to project:”Let’s say you become convinced we can give you the capability you need,now what?”(Prospect should reveal power) 8.Bargain proof(still undefined)for access to power Bargained:end call,write sponsor letter Would not bargain:ask for introduction to another person in firm

销售培训--目标解释销售(英文)

•#3 •Customer’s •Financial Condition
▪ What are their revenue and profit trends? ▪ How do their financials compare to similar companies? ▪ What is their financial outlook? ▪ What are the customer’s key performance metrics?
•A •B •C
•Current: good win rate
•+
▪Z=1
•X •Y •Z
•Potential
•–
▪Z=0 ▪ A – C Compromised ▪ X & Y Lost ▪ Z = -1
•Page 2.9
Four Key Questions - The 4 Principles of Selling
•Level 1
•Considered
•Level 2
•Preferred
•Level 3
•Dominant
•Reactive
•Responsive
•Proactive
•Aware
•Agile
•Astute
•Premature or •Excessive
•Timely & Judicious
•High ROI
Benefits
Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and competitive perspectives

销售技巧(英文版)(PPT152页)精品文档

Copyright © 2001 by Harcourt, Inc.
1
Characteristics of Sales Professionalism
• Customer Orientation • Use of Truthful and Nonmanipulative
Tactics • Focus on Long-Term Satisfaction of
• Insider Sales (non-retail) • Direct-to-Consumer
Sales (retail) • Combination Sales Jobs
Copyright © 2001 by Harcourt, Inc.
1
Characteristics Of Sales Careers
Copyright © 2001 by Harcourt, Inc.
1
Phase Two
Determination of Characteristics of the Item and the Quality Needed
• Sales Support Personnel
– Missionary Salespeople
• Detailer
– Technical Support Salespeople
• New Business
– Pioneers – Order-getters
• Existing Business
– Order-takers
• Select Presentation • Explain Features • Confirm Benefits • Handle Objections • Earn and Gain Commitment

销售技巧培训PPT模板

销售五个步骤
SALES PERSONNEL
请注意
• 适当提问和仔细聆听，以便获得顾客的潜在需求
• 举荐其它产品之前，先满足顾客的需求 • 您所举荐的产品必须根据顾客的需求与爱好 • 试用您所举荐每一件产品
销售五个步骤
SALES PERSONNEL
第四步：连带销售
2、售后连带
• 顾客确定购买后（开票时或付款时）
良好的销售心态
SALES PERSONNEL
设立目标的原则
具体的可度量的（数量、质量）可达到的（不难也不易）与策略相关（目标、产品）有时间限制的
稻-壳-科-技-集-团-培-训
PART 02
售前准备
销售是指实现企业生产成果的活动，是服务于客户的一场活动。包括为促进该行为进行的有关辅助活动，例如广告、促销、展览、服
SALES SKILLS TRAINING PPT
销售技巧培训
销售是指实现企业生产成果的活动，是服务于客户的一场活动。包括为促进该行为进行的有关辅助活动，例如广告、促销、展览、服务等活动。
稻-壳-科-技-集-团-培-训
目录
PART. 01 良好的销售心态 PART. 02 售前准备 PART. 03 销售五个步骤
“皮肤状况”等方面的记录，帮助她分析原因。 • 给予改善建议。
• 保护你与顾客的良好关系！
感谢您的观看指导
May I be strenuous, energetic and persevering ! May I be patient! May I be able to bear and forbear the wrongs of others! May I ever keep a promise given!

Sales-Training销售培训中英文PPT课件

知识方面
A.关于领域中各项知识 B.关于信息领域中各项
知识 C.销售各项知识 D.市场了解程度 E.客户需求 F.双语能力 G.企业管理知识 H.产业知识与经验 I.产品知识与运用
销售环境的改变
更短的产品/服务生命周期
在21世纪,成功的服务与产品,将会很快就被模仿或改进,因此成功的保持优势的公司必须缩短客户由“寻找”到“购买”之间的时间与步骤,如此方能成为市场上最大的赢家.
--------------你代表的是公司的质量,价格与价值-----------------
杰出的你应该具备
技巧方面
A.倾听 B.书面及与语言沟通能力 C.销售能力 D.说服力 E.计算机技能 F.规划,分析,决策能力 G.解决问题能力 H.创意与策略 I.学习与用心 J.简报技巧 K.谈判与议价 L.时间管理 M.技术面能力
SELLING Training
Sales Characteristics
你适合业务工作吗?
Iceberg Model
通常2个小时的面试不适用性高达75%.
人资策略
透过教育训练累积企业资产
外显的部分
内隐的部分
透过系统召募精确找寻人才
知识技能自我概念特质动机
(Spenscer & Spenscer, 1993)
自我概念不服输,有智慧
成为明星喜欢成功感觉人缘好,受尊重自信(我是最好的) 自我激励的
特质响应速度快,有热忱整齐干净,讨人喜欢笑容满面,充满自信细心,诚恳,有毅力不油腔滑调敏感,察言观色不能太强势嘴巴甜,懂赞美圆融,懂尊重他人幽默风趣,反应灵敏外向,乐于助人用心,肯学习,求进步不怕被拒绝,坚持力喜欢挑战诚实,说到做到

销售技巧知识培训PPT

是最难的，不要一味强调自己的想法或夸奖产品，好的销售人员应该了解人性。 3. 对比：与以前她所用过的产品或其它产品进行对比 4. 举出有效的案例。学会使用案例，觉例子是最容易让人信服的。
顾客转介绍
换位思考
每个顾客都有自己的亲朋好友，维护好一个顾客，意味着你有了很大的一个连带顾客群。换位思考：你在某地买了商品，店员给你的产品很好，服务专业，让你感觉很好，你会非常想告诉别人。顾客同样，会自动帮你宣传。所以要维护好每
式。
销售人员的十大心态
老板的心态
我们象老板一样思考，象老板一样行动。你具备了老板的心态，你就会去考虑企业的成长，考虑企业的费用，你会感觉到企业的事情就是自己的事情。你知道什么是自己应该去作的，什么是自己不应该作的。反之，你就会得过且过，不付责任，认为自己永远是打工者，企业的命运与自己无关。
很重要。
成交（根据顾客类型选择应对方法）
1、迟则生变
有些嫌麻烦的顾客，尤其是活动时，利用促销气氛及已购买顾客，迅速达成成交。适时的提醒顾客付款成交，说的太多，时间太久，反而容易出现变故，所以抓住顾客购买欲较强的时候适时的让顾客结款（姐，我给您找点合适的赠品，您去结款吧）
2、欲速则不达
有些犹豫不决型顾客，有心理抵触或戒备的顾客，如果恰好也有时间，就仔细认真介绍。不要怕浪费时间，这种顾客一旦成为了你的顾客，忠诚度会非常高。
THE SIMPLE BUSINESS PPT TEMPLATE
202X
销售技巧知识培训
销售培训/员工培训/销售要点/入职培训
Sales skills knowledge training top ten sales mentalitySales skills knowledge training top ten sales mentalitySales skills knowledge training top ten sales mentality

企业销售培训资料-英文版(ppt 76页)

15
Components of a Sale
13
Examples of Needs
• Level One: Latent Needs
– People standing in line for transactions on their lunch hour at the bank. – Inventory build-up due to obsolete parts. – People manually re-keying data from unlike financial systems. – An entrepreneur with no disability insurance.
• Level Two: Pain
– “We are losing customers because people hate standing in long lines”. – “Our inventory is much too high.” – “The re-keying errors are killing us”. – “I’m worried about what will happen to my business if I get sick.”
• Power Base Selling helps establish a political influence strategy and a competitive sales strategy.
tic
THE TRADITIONAL PROCESS
• Agree on evaluation criteria
5
Sales Process Overview (con’t)
• Determine capabilities needed to meet buyer vision

销售技巧(英文版)(PPT152页)

Needs
(Figure 2.3)
Situational Knowledge
Social
Psychological
Functional
Organizational Needs
Situational
Social
Psychological
Knowledge
Functional
Individual Needs
1
Distinguishing Characteristics of Business Markets
• Buyers are Larger but Fewer in Number • Derived Demand • Higher Levels of Demand Fluctuation • Purchasing Professionals • Multiple Buying Influences • Close Buyer-Seller Relationships
• Job Security • Advancement
Opportunities • Immediate Feedback • Prestige • Job Variety • Independence • Compensation • Boundary-Role Effects
Copyright © 2001 by Harcourt, Inc.
Copyright © 2001 by Harcourt, Inc.
1
Characteristics of Sales Professionalism
• Customer Orientation • Use of Truthful and Nonmanipulative

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– Win At the First Moment of Truth
The 1st moment of Truth - When the shopper chooses
The 2nd moment of Truth - When the consumer uses
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Pricing – Responsibilities
Keep customers informed on the suggested retail prices (SRP).
Jerome Tang
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CustTowmoer MBuosminesnstsDeovfelTorpumthent
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Win At the First Moment of Truth
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
Shelving – Space
Management
Total category brand space should be sufficient to prevent out-of-stock
Space & shelf inventory on each brand should be equal to or higher than the brand’s share of category (market volume share).
Shelving – Space
Management
What is the planogram?
The planogram is a shelf management plan with the following objectives:
1. Maximize sales & profits 2. Minimize OOS 3. Improve shopper shopping convenience 4. Improve shelf appearance
22.0
Safeguard 47.0
Weighted
81.0 94.0
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Shelving – Definition
Sales Fundamentals –
Importance
Win at the First Moment of Truth – Wherever
Drive trial and retrial based on shopper knowledge
Drive in-store sales and share Deliver CBD responsibilities
Pricing – Definition
Retail selling price of a SKU available for shopper.
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
Four Fundamentals (DSPM) - Distribution - Shelving - Pricing - Merchandising
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
Win At the First Moment of Truth
“The best commercial in the world, with
the most effective media plan can only influence intent to purchase, while properly implemented shopper insights in-store will result in a purchase.”
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
Good Shelving
Large Supermarket
By Tier Shelving
40% Shelving
How to Win At the First Moment of Truth
Joint Value Creation
- We work with customers to achieve sales, market share and profitability higher than we could do separately.
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Distribution –
Visible Distribution
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
Brands should be located on a shelf between hip & eye level. The higher share brands should be in the most prominent position.
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
Distribution – Measurement
Weighted distribution
% volume weighted business with the distribution
Numeric distribution
% stores with the distribution
Distribution – Definition
A brand is in distribution if it is regularly stocked & available for purchase by the shopper.
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The space & position the products are putting on the shelf in-store.
RESTRICTED- FOR P&G USE ONLY- 2006 P&G COPYRIGHT Unauthorized reproduction or use is prohibited
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Total Store nd Numeric
Crest
Small Supermarket
Vertical Shelving
Regimen Shelving
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Share Ownership on Brand Building
- We bring in shopper needs and customer requirements inside and contribute to Brand/ Category Strategy
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Customer pricing strategies are set up for the regular & promotion prices in order to deliver the target profit margin for customers.