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                            大客戶銷售—需求挖掘和方案贏銷

                            課程編號:26536
                            ,尤其是銷售項目所涉及到的客戶部門和人數明顯增多,所以,銷售的復雜性成倍增加,銷售的不可控因素明顯增多。因此,如何去適應銷售難度的變化?如何掌控更加復雜的銷售流程?就對銷售者提出了更高的要求。挑戰二:從“標準產品”到“需求定制”的轉變從客戶需求變化的角度來說,由于過往客戶的需求比較單一,所以就導致銷售者停留在標準產品的銷售上。然而,隨著客戶需求的不斷變化,今天的客戶已不僅僅滿足于這些
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                            大客戶銷售—需求挖掘和方案贏銷課程內容

                            課程背景:
                            在產品同質化現象日益嚴重的今天,為了贏得客戶占領市場,幾乎每一家企業的銷售人員都在告訴自己的客戶:“我們賣的不是產品,而是提供全面的解決方案”
                            然而,解決方案銷售絕不僅僅只是原有銷售方式的延伸,它對于銷售者的能力提出了全新的要求和挑戰:
                            挑戰一:從“簡單銷售”到“復雜銷售”的轉變
                            從銷售難度變化的角度來說,相對于產品銷售,解決方案銷售的銷售金額明顯變大,銷售周期明顯變長,尤其是銷售項目所涉及到的客戶部門和人數明顯增多,所以,銷售的復雜性成倍增加,銷售的不可控因素明顯增多。
                            因此,如何去適應銷售難度的變化?如何掌控更加復雜的銷售流程?就對銷售者提出了更高的要求。
                            挑戰二:從“標準產品”到“需求定制”的轉變
                            從客戶需求變化的角度來說,由于過往客戶的需求比較單一,所以就導致銷售者停留在標準產品的銷售上。
                            然而,隨著客戶需求的不斷變化,今天的客戶已不僅僅滿足于這些標準產品,他們真正需要的是基于自身業務流程下的需求定制。所以,我們會發現今天的客戶需求越來越復雜,也越來越難以捉摸。
                            因此,如何從駕輕就熟的標準產品銷售轉變為掌控更加復雜的需求定制?如何為客戶提供定制化的解決方案?就是銷售者必須面對的又一個挑戰。
                            挑戰三:從“關系決定”到“價值決定”的轉變
                            中國各家企業的產品面臨一個突出困難:產品高度同質化。所以導致銷售者與客戶關系的好壞往往決定了銷售的成敗。
                            然而,今天的客戶由于自身業務的復雜性和挑戰性,他們需要銷售者作為專家給他們提供專業的建議。
                            所以,對于銷售者來說,與客戶關系的重要性退居其次,而能否為客戶創造價值就成為決定銷售成敗的關鍵因素。
                            因此,如何幫助企業的銷售者應對以上問題的挑戰?如何建立為客戶提供解決方案的銷售思維?如何讓他們真正掌握開展定制式銷售的方法與技巧?,就成為企業銷售管理者所關注的焦點與難點問題。
                            《DDPA解決方案式銷售》™課程正是針對目前中國企業的銷售環境變化,全面、系統地幫助銷售轉變銷售理念、提升全新銷售技能和專業技巧的培訓課程。

                            課程大綱:
                            認知篇:
                            全面認知解決方案銷售
                            1.理解哪些因素決定銷售者無法實現卓越業績
                            1)銷售面臨的三大挑戰?視頻案例分析:錯失良機的客戶經理
                            ?小組研討+成果展示
                            ?講師點評約90分鐘
                            2.理解原有的銷售方式為什么在今天已經變得無效
                            2)什么是解決方案銷售
                            3.理解為什么客戶需要定制化的解決方案3)解決方案銷售的目標、原則和方法
                            原理篇:
                            建立“為客戶著想”的銷售思維
                            4.理解什么是為客戶著想4) “為客戶著想”的含義?視頻案例分析:專業的競爭對手
                            ?小組研討+成果展示
                            ?講師點評約90分鐘
                            5.掌握我們應該為客戶想什么
                            5)客戶需求的兩種類別
                            6.掌握為客戶著想的方法
                            6)為客戶著想的關鍵方法
                            方法篇1:
                            發現問題
                            7.理解什么是客戶的“問題”
                            7) “好問題”的四個標準?案例分析與小組討論:《客戶問題分析》
                            ?個人工作坊(結合學員實踐進行轉化)
                            ?銷售工具練習約120分鐘
                            8.掌握如何發現客戶的“問題”
                            8)發現客戶“問題”的2種關鍵方法
                            9.熟練運用銷售工具:【客戶問題列表】
                            9)銷售工具:【客戶問題列表】
                            方法篇2:
                            診斷問題
                            10.理解“診斷”需求中存在的錯誤
                            10)診斷客戶需求的四個常見錯誤?情景案例研討:《方啟明的銷售困境》
                            ?銷售工具練習
                            ?個人案例工作坊約120分鐘
                            11.掌握“診斷”的方法
                            11)診斷“問題”的4種關鍵方法
                            12.熟練運用銷售工具:【診斷工具表】
                            12)銷售工具:【診斷工具表】的運用
                            方法篇3:
                            提出建議
                            13.掌握如何提出滿足客戶需求的建議
                            13)提出建議的兩個常見錯誤?視頻案例分析:驕傲自大的銷售總裁
                            ?小組研討+成果展示+講師點評
                            ?銷售工具練習與個人工作坊約90分鐘
                            14.熟練運用銷售工具:【與眾不同實力表】
                            14)提出建議的2種關鍵方法
                            15.熟練運用銷售工具:【提議工具表】
                            15)銷售工具:【提議工具表】的運用
                            方法篇4:
                            收獲承諾
                            16.掌握設定銷售進程的“里程碑”
                            16)九種銷售“里程碑”?視頻案例分析:經驗豐富的銷售總裁
                            ?小組研討+成果展示+講師點評
                            ?銷售工具練習約90分鐘
                            17.掌握如何獲得可測量的銷售成果
                            17)獲得銷售成果的2種關鍵方法
                            18.熟練運用銷售工具:【收獲工具表】
                            18)銷售工具:【收獲工具表】的運用
                            實戰篇:
                            情景案例工作坊
                            19.通過情景案例強化課程知識點與技能
                            19)情景案例研討和小組討論?情景案例研討/小組討論
                            ?角色扮演/小組PK
                            ?銷售工具練習約90分鐘
                            20.熟練運用銷售工具:【銷售拜訪指南】和【拜訪效果評估表】
                            20)銷售工具:《銷售拜訪指南》和《拜訪效果評估表》
                            轉化篇:培訓效果轉化21.固化教學內容,形成長期記憶
                            21)《課程 “腦圖”與課程記憶金字塔》?課程知識點回顧
                            ?個人工作坊約30分鐘
                            22.制定行動計劃,幫助知識轉化
                            22)《行動學習計劃表》

                            講師介紹:張建偉——華為大學資深特聘講師
                            華為大學、深圳高新技術協會特聘講師
                            清華大學、北京大學、西安交大、上海財大銷售總監班特聘講師
                            美國企業管理研究中心認證講師
                            版權課程《DDPA解決方案式銷售》™著作權人和首席講師
                            版權課程《IDNC銷售地圖》™著作權人和首席講師
                            《DDPA解決方案式銷售情景教學片》™編劇及版權著作權人
                            授課風格:富有激情,語言節奏明快,不拖沓;控場能力強,善于調動學習氛圍
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