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                            新客戶開發與銷售業績提升

                            課程編號:13043
                            培訓心得:
                            課程目標掌握新客戶開發的精髓和技巧學會運用新客戶開發提升產品的銷售業績課程大綱需要明白的一件事課前調查與模擬拜訪新客戶開發的全流程1、劃定潛在客戶范圍劃定依據挖掘客戶的一般方法2、收集資料建立客戶數據庫數據庫的一般內容數據庫的珍貴內容資料收集途徑客戶評估與分類管理3、聯絡客戶完善數據庫改善與客戶的溝通效果團隊溝通的要領
                            相關專題:
                            相關公開課:
                            關鍵字組:
                            培訓總結:
                              培訓目標: 學習客戶關系管理的工具方法 學習并掌握電話開發客戶的技巧 學習并掌握拜訪客戶建立關系的方法 學習客戶關系維護的技巧方法 課程大綱: 第一章 客戶開發體系 第一節 大數據思維 第二節 銷售漏斗 第三節 點面的結合 第四節 行業客戶產出分析 第五節 個人客戶產出分析 第六節 業務產品產出分析 第二章
                            相關近期企業培訓:

                            課程目標
                            掌握新客戶開發的精髓和技巧
                            學會運用新客戶開發提升產品的銷售業績

                            課程大綱
                            需要明白的一件事
                            課前調查與模擬拜訪
                            新客戶開發的全流程
                            1、劃定潛在客戶范圍
                            劃定依據
                            挖掘客戶的一般方法
                            2、收集資料建立客戶數據庫
                            數據庫的一般內容
                            數據庫的珍貴內容
                            資料收集途徑
                            客戶評估與分類管理
                            3、聯絡客戶 完善數據庫
                            改善與客戶的溝通效果
                            團隊溝通的要領
                            一句話打動客戶
                            顛覆傳統的時間分配模式
                            4、感動客戶 變上帝為朋友
                            5、滿足需求 變潛在客戶為忠誠客戶
                            銷售效果不佳的原因
                            客戶理性需求分析
                            客戶情感需求分析
                            客戶的恐懼
                            優點只有一個
                            銷售賣什么
                            6、如何博得新顧客的好感
                            7、如何贏得顧客的信任
                            8、如何應對客戶的異議與拒絕
                            異議與拒絕的本質
                            要知道客戶為什么說“不”
                            應對說“不”的一般策略
                            異議的歸類與針對性策略
                            價格異議的內涵與應對策略
                            9、提升銷售業績還需要三張表
                            10、銷售拜訪評價與總結

                            授課講師 嚴家明
                            管理學博士,畢業于復旦大學
                            企業慣性管理學派創始人
                            營銷專業領域首席培訓師、員工素質提升領域首席講師,管理咨詢師
                            在二十幾年的工作實踐中,曾先后任職于紡織服裝集團市場部總監、大型機械加工企業總經理助理、總經理 
                            國內幾十家培訓機構的特聘講師
                            主持或參與過眾多管理咨詢項目:內容涉及企業發展戰略、營銷管理與策劃、激勵體系設計、流程再造、私企股份化改造、管理規范與運營體系的構建、企業文化建設等。 
                            咨詢服務過的企業包括寶鋼集團、伊藤忠丸紅、滬東重機、龍頭股份、上海煙草等近二十家企業。
                            主要培訓課程: 《成功從敬業開始》、《贏在忠誠》、《銷售人員的素質與銷售技巧》、《顧問式銷售技巧訓練》、《如何建設、管理、激勵銷售隊伍》、《做高效管理者的六大技巧》、《企業制度建設與規范化管理》、《管理層股權激勵的原理與私企股權激勵操作》等。
                            培訓的主要特色: 豐富的理論知識、不同階層和不同崗位親身管理體驗、廣泛的咨詢、培訓閱歷,使得課程既有實實在在的以一定理念和宏觀分析為背景的內容,又有眾多切合企業實際的、能使得課程氣氛活躍的操作演練,讓受訓者掌握運用工具的同時,學會制造供工具。
                            課程基本特征為:結構型知識介紹 + 典型案例分析 + 切合企業的流程對照 + 感悟游戲與互動型技巧訓練
                            嚴老師培訓服務過的部分知名企業包括:
                            百度公司、聯邦快遞、愛立信、飛利浦、亨斯邁化工、中國電信、寶鋼集團、華潤集團、攜程網、環迅電子、上海大祥集團、滬東重機、龍頭股份等眾多知名企業。
                            出版專著圖書:結合多年的培訓經驗和管理實踐出版過《崗位在哪里責任就在那里》《你的工資從哪里來》《你在為誰工作》《贏在精細化》《工作重在責任心》《人品比能力更重要》《執行力決定競爭力》等十幾本關于員工職業素質和執行力的專著和培訓書籍

                            新客戶開發與銷售業績提升報名/咨詢
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