销售技能培训资料.ppt

championpcb 诚志电路 salesskills 1 销售技能 2019 12 21 kary 目录 2019 12 21 thetopfivesalesmistakes 1 没有针对受众量身设计销售说辞 nottailoringyoursalespitchtoyouraudience 向正确的客户传达错误信息 或者将正确的信息传达给错误的客户 2 向非决策者推销 sellingtosomeonewhoisn tadecisionmaker 一般而言 最好的做法是与决策层的某个人预约一次销售会议 对方的职位越高越好 2019 12 21 thetopfivesalesmistakes 3 说得太多 听得太少 talkingmorethanlistening 销售人员对潜在客户说出的每一个词 都应该经过精心设计 要以增强关系和实现销售为目标4 忘记自己的目标 完成一笔销售 forgettingyourmission tomakeasale 销售业务不是交朋友 目的只是让他成为购买者 了解客户的业务 预期以及需求 2019 12 21 thetopfivesalesmistakes 5 穿着不得体 notdressingthepart 销售人员最好穿着得体 否则你可能一点机会都没有 在进行面对面的业务拜访时 销售人员的穿着应该与客户的穿着相呼应 2019 12 21 knowyourclients 1 knowyourclients 了解你的客户 1 lookingatyourexistingclients 看看你现有客户 2 howwelldoyouknowyourclients 你了解你的客户吗 2019 12 21 knowyourclients howdidyougetyourexistingclients 你是如何得到现有客户的 howmuchdoyoureallyknowaboutthem 你对他们真正了解多少 2019 12 21 knowyourclients let slookingmorecloselyatyourexistingclients forexample let sgoonestepaheadandlet slookattheirclients 更仔细的了解现有客户 可以先一步了解客户的客户 bylookingatyourclients clients youwilllearnmoreaboutyourownclients 了解客户的客户 你将更多的了解到关于你客户本身 2019 12 21 knowyourclients knowinformation 3ccountry 国家 culture 文化 company 公司 clientswillliketocommunicatewithaknowledgemanaccordingtotheirculturalpatterns knowmoretheircompanyinformationwillpromoteyourrelationship 2019 12 21 knowyourclients howwelldoyouknowyourclients itisimportanttohavestrongrelationshipswithyourclients howwilldoyouknowyourclients itisessentialtohavegoodbusinessrelationshipswithyourclients persontopersonrelationshiparealsoessential nottoomuch nottoolittle 2019 12 21 knowyourclients example1youareinthesupermarketthatsellsequipment tryandthinkofdifferentproductsthatcouldsellinasupermarketenvironment diversifyyourproducts keepyourclientsinterestalwaystryandthinkofwaystopromotemoresalesnextknowwhoyourclientissupplyingandwhattheyareselling researchisimportantmakeenquiries 2019 12 21 knowyourclients researchyourclient sbusinesswhataretheyproducingwhatothersuitableproductscanyousupply presentyourideasclearlyproposeyourideastoyourclients neverpresumethattheyarefamiliarwitheveryproducts newideaskeepbusinessesflowingandgrowing 2019 12 21 knowyourclients 2019 12 21 knowyourproducts strongerknowledgeaboutyourproductsthewholeworlddependsonthedevelopmentofnewideas newideas newtechnology newequipment etc youhavetoshowaninterestinyourclients products notjustingettingorder knowyourproductandunderstandwhatyouareselling veryfamiliarwithyoursellingproducts 2019 12 21 knowyourproducts whenyouareconfidentintheknowledgeofyourproduct yourclientwillbeconfidentenoughtobuyyourproduct ifyoushowthatyoudonotknowyourproductverywell yourclientwillloseconfidenceinyouandwillnotwanttodobusinesswithyou likesomebasicinformationaboutyourproducts equipmentinyourfactory basictechnologythatyoushouldknown professionalactionetc 2019 12 21 knowyourproducts forexample material materialcomefrom leadtime procedures ineedtocheckitforyou idon tknow iwillreplyyouimmediatelyetc youwilllossyourclientsforyourthoseanswers confidentinyourproducts confidenttointroduceyourproducts learnsomenewthingsofyourproductseveryday talkwithyourclientsconfidentinyourproducts 2019 12 21 knowyourproducts 2019 12 21 goodrelationship 1 businessclientrelationship2 clientsquestions3 sellingadvantages4 valuableinformation 2019 12 21 goodrelationship 1 businessclientrelationshipitisimportanttohavestrongrelationshipswithyourclients howwelldoyouknowyourclient itisessentialtohaveagoodbusinesstobusinessrelationship butyoushouldalsotryanddevelopalittlepersontopersonrelationshipskeepyourpersonalrelationshipwithyourclientniceandsimple uncomfortableconversation personalquestion family yourkidsetc 2019 12 21 goodrelationship clientsquestionforexamplewhatareyousminimumquantityorders supplier well itdependsonyourrequirementsandproductbutiamsurewecanaccommodateyou that sgreattohear iamhappyandwillingtoseeifyoucanmetmydemandssupplier so whichparticularitemareyouinterestedin iwillseewhattheminimumquantitiesareforthatitemthatisexcellent iwille mailyouallthedetailsandrequirements 2019 12 21 goodrelationship clientsquestionsupplier great ilookforwardtoreceivingyoue mail wewilldoourbesttofacilitateyourneedsineverywaywecan thereisnothingnegativeabouttheconversation ishowedconfidenceandiputmyclientatcaseandkeptherinterested thisisveryimportant ihaveagoodstartalreadyandiamcertainthatthisclientwillfollow upwithanemail 2019 12 21 goodrelationship sellingadvantagesherearesomemoretipshelpyoukeepyourclientsawayfromcompetitors tryandgiveyourclientsapictureoftheproductstheyarelookingfor evensomethingthatrelatestothoseproducts 2019 12 21 goodrelationship valueinformation1 beveryknowledgeablewhenyouaretalkingabouttheproducts youmustknowthemverywellandbeabletotalkconfidentlyaboutthem 2 knowallofthoseproductsinformationthatyouareselling 2019 12 21 goodrelationship valueinformation3 don tbeafraidtoquestionyourclientsabouttheirproducts evenifyoudonotmanufacturethoseproducts thisisgoodbusinessandhelpstokeepyourclientinterestedinyouasasupplier 4 asihavestatedontheminimumquantityconversation beverycarefulwhenyouareaskedthisquestion firstfindoutexactlywhatyourclientswantbeforeyougivethemananswer arethenralookingforthousands or5000or10000 beverycarefultoknowexactlywhattheywantfirstbeforeyougivethemananswer 2019 12 21 goodrelationship valueinformation5 behonestandspecificwithyoutimingforproducts sampleandproduction berealistic allow1to2dayontowhatyourproductionmanagertotellyou incaseofdelayforexample 6 ifthereisnodelayandtherearenoproblems youcanshipyoursamplesandproductionproductsearly itisbettertotellyourclientsthattheproductsareshippingearlierratherthanlaterandyouneedmoretime youmustalwaysallowsometimeforflexibility 2019 12 21 goodrelationship valueinformation7 ifthereisproblemandthereisadelayevenwiththeflexibilitytime behonestwithyourclients don tmakeexcuses don tblameeveryone thesupplier driveretc behonestandsay wejustneedanextracoupleofdaystofinishthesample don tblamecertainpeople thisshowthatyouarestrongandyoucantaketheresponsibility 2019 12 21 goodrelationship valueinformation8 becool becalm beconfident 2019 12 21 goodrelationship valueinformation9 showlowmoq