Sales Training销售培训中英文.ppt21

Skills in handling cross cultural conflicts
Sales personnel should be required with skills to handle potential cross cultural conflicts or misunderstandings in a professional and prospective manager
Fluency in speaking
Sales personnel should be able to speak fluently and naturally in English, without releasing on translation or significance
Accuracy in grammar and promotion
Case studies
Test the salesperson's knowledge of English vocabulary, grammar, and presence structure
Quizzes
Assessment method
Language proficiency
Assess the salesperson's ability to speak English fluently and correctly
03
Training methods
Provide a basic understanding of English language concepts and vocabulary related to small sales
Classroom interpretation

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

•#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

Define their needs with our product bias. Qualify buying process.
Seller
Proof
Demonstrate how product meets defined needs.
Close the Sale
Why us? Why now?
Level One:
Latent Pain
Lever Two:
Pain
Lever Three:
Vision of a Solution
Potential needs for a product or service in the mind of the tent need are usually either ignorance or ration-alizations.A potential solution exists or has previously attempted to find a solution and was unsuccessful.It is was “too expensive”or “too risky”or “too complicated”,ect.
SMART BUYERS
• Never sole source. • Assign sponsors to each alternative. • Never let you know you are losing. • Never let you know you are winning. • Price negotiate in reverse preference order. • May lie. • Are aware of your deadlines.

Active Listening Training-The secret of great communicators! Course Outline
Foreword: Effective listening is actively absorbing the information given to you by a speaker, showing that you are listening and interested and providing feedback to the speaker so that he or she knows the message was received. This fun and interactive Active Listening Skills Training Program will provide practical skills and knowledge that you will transform your personal and professional interactions and lead to more rewarding and meaningful communication.
"Sales are contingent upon the attitude of the salesman - not the attitude of the prospect."
Sales Training Courses
Professional Development Training has a specialised division of Sales Training experts that will tailor the delivery of any of the courses to be specific to your situation and learning needs

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!

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

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

17
Alignment of Buying & Selling Phases
Phase I
Phase II
Phase III
BUYER:
Need Definition Evaluate Alternatives
• How much does it cost? • Do I need to change? • What do I need?
7
Superior Seller
Situation Capability Knowledge Knowledge
People Skills
Selling Skills
Situational Fluency-Align with your buyer
8
Basic Principles
No PAIN, no Change Diagnose before you prescribe Three levels of Buyer PAIN People buy from people Power buys from power “Product” = Buyer VISUALIZATION You can’t sell to someone who can’t buy
An integrated buyer-qualification model which targets access to power, committee decisions, and the negotiation of the sales cycle.
A prototype for developing sales tools, specific to your products and markets, which enablesmediately while they gain the expertise they will need long term.