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                            銷售羅盤© 大客戶策略銷售

                            課程編號:26112
                            上本課程以教練技術和咨詢技術為經緯,將現場互動、游戲體驗、角色扮演等教學手段匹配于課程的核心內容與核心環節上,全面體現出“睿智深刻、輕松活潑、即學即用”的教學特色。課程收益1、掌握大客戶代表核心素質養成方法;2、掌握弧線、發散、聚合、直覺等四大思維模式;3、掌握大客戶銷售的基本策略;4、掌握大客戶銷售六大技巧。課程大綱上篇大客戶代表的角色定位與素質養成
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                            銷售羅盤© 大客戶策略銷售課程內容

                            【業務背景】 
                            當面對一個大項目,銷售困惑: 
                            接下來該找誰、做些什么呢? 
                            該做的都做了,客戶不簽單,怎么辦? 
                            贏單還憑“關系”、靠“運氣”嗎? 
                            怎么做才能贏單? 
                            經理想: 
                            這單情況如何、贏率多少、何時簽單? 
                            申請專家支持,要費用,批還是不批? 
                            重要項目不放心,還是我上吧! 
                            總裁和營銷高管: 
                            這季度業績到底能完成多少? 
                            Review 時誰在講故事、吹泡泡? 
                            除了靠經驗判斷,還有什么辦法? 
                            招的人都不合適,看上的請不來?

                            【課程價值】 
                            提升大客戶銷售“控單力”,幫助銷售團隊評估重要大項目銷售機會、識別潛在風險、找到贏單 機會,進行事前計劃和資源協同,為團隊和個人提供分析報告和建議策略。 
                            對用戶個人來說,銷售羅盤是一款項目分析、風險甄別、贏點捕捉、贏率預測、建議行動、資源 配置的體系和方法。 
                            對營銷組織來說,支持跨部門項目溝通協同,精準銷售預測,優化組織資源調配,系統提升組織 銷售績效。

                            【課程定位】 
                            適用:B2B 銷售,包括項目型、持續型、工業品等 
                            定位: 
                            銷售之廟算,結構化分析銷售形勢,制定清晰有效策略! 
                            謀定而動,根據策略,邏輯化制定具體行動和資源計劃! 
                            建立團隊共識,形成統一語言、應用專業工具! 
                            目標: 
                            建立大項目結構化、流程化的形勢分析與策略制定流程 
                            分析大項目決策角色、決策影響力、決策流程、決策結構 
                            發現項目潛在風險,鍛煉并形成全局意識和策略思維 
                            對象:總經理、銷售總監、大客戶經理、從事銷售三年以上的大客戶經理; 形式:體驗式案例實戰對抗、在線沙盤對抗平臺、親身感受銷售奧妙與精彩! 
                            激活經驗——案例體驗——認知反思——理論點評——行動驗證

                            【用戶感言】 
                            好視通創始人侯剛:對大客戶銷售來說,之前很多東西知其然而不知所以然,很難把一些理論應用到實際當 中去,但通過銷售羅盤,豁然開朗,完全可以幫助到現在企業目前銷售,能很好的落地應用,指導團隊的實 際工作!時代光華首席戰略官蘇日力格:銷售羅盤在業界極具創新性,將以前培訓無法落地的問題、將 IT 工具因為 缺乏統一認識和能力問題一一破解。通過企業銷售管理者做教練,通過企業培訓導入工具,通過工具應用落 地、再進一步深化和優化銷售業務,這種將人、IT 工具、業務系統和組織績效關聯起來的模式,實屬業界創 新! 管理高爾夫總經理趙育:銷售羅盤最獨特的是實現了銷售管理(特別在項目現況評估分析上)的工具化。這 樣的工具,我前所未見。我相信會有數以萬計的銷售人去使用,并從中受益。 以下為認證導師獨立開課(目前近 400 位授權導師,獨立為組織開展培訓超過千場)

                            【訓練過程】 
                            課前 課前 在線學習 自學微課《贏單九問》 提前了解知識點(選學) 
                            D1 課中 導入 了解背景 了解課程背景與目標 定位大項目控單要點,明確訓練目標 
                            明確規則 明確實戰對抗訓練規則 理解基本概念,能夠應用于案例對抗 
                            識局 案例對抗 第一階段案例對抗 通過案例聚焦“如何定位項目”問題 
                            識別目標 明確一個銷售目標 理解客戶為什么購買的原理 理解政策與環境對客戶購買動機的影響 
                            判斷形勢 判斷一個項目的形勢 通過階段、競爭、客戶緊迫程度判斷項目 真實進展情況,以便制定相應策略 
                            識別角色 識別多種關鍵角色 判斷客戶項目中的幾種角色,他們分別的 特點、識別方法,應對方法 
                            拆局 案例對抗 第二階段案例對抗 通過案例聚焦“如何分析項目”問題 
                            判斷態度 判斷客戶積極與消極態度 理解客戶為什么積極、消極,如何判斷分 析客戶在項目中的態度,以便制定不同的 應對策略(方法/技巧/話術) 
                            影響力 分析角色參與度與影響力 通過分析,理解客戶中哪些人、什么時間、 以什么方式參與決策,銷售如何“順勢而 為”找到關鍵人、做對事 
                            分析價值 分析客戶決策動因&動機 項目對客戶的組織/對公意味著什么,對 個人/對己意味著什么,如何分析判斷 

                            D2 課中 
                            布局 案例對抗 第三階段案例對抗 通過案例聚焦“制定應對策略”問題 
                            制定策略 制定不同角色應對策略 對決策人、使用部門、技術人員、內線等 角色的應對技巧與溝通方法 
                            部署資源 協調適當資源支持項目 售前資源在項目不同階段的應用策略與 方法,使資源應用更針對性、更高效 
                            應對競爭 制定應對競爭的策略方法 應對優勢競爭、劣勢競爭、價格差異等不 同形勢,制定有效的攻防策略 
                            應用 案例對抗 第四階段案例對抗 通過案例驗證所學知識,即學即用 
                            結果分析 各組結果與能力綜合分析 總結成績、直面差距、制定針對計劃 
                            總結 要點總結 工具方法及知識要點總結 回顧總體流程 
                            心得分享 學員訓練心得分享 

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