课程意义：

      你算得上是一个销售老手了。你在提问技巧、说明论据、处理异议、促成销售等方面已经做得不错了，但你总觉得这些技巧还不能让你卖出更多的单子！好的销售人员要知道，在面对一个忠诚的客户，或者一个购买意愿还不是很强烈的潜在客户时，要恰当调整自身的销售方式。处在不同的销售情境，面对不同类型的客户，你要灵活地选择销售模式，根据客户或者潜在客户的需求，选择不同的技巧和行为。本课程旨在让具有一定实践经验的销售人员开拓新的思路，提升销售转化率。

内容大纲：

1. 根据客户需求，调整自己的销售方法

* 识别出客户/潜在客户需求的成熟度

* 适应4种销售情境

* 采取灵活的销售方式

2. 通过顾问式销售，和客户一起制定解决方案

* 识别出顾问式销售的情境

* 帮助客户表达自己的需求

* 发现客户的内在需求

* 和客户一起制定最适用的解决方案

* 帮助客户做出决定

3. 通过说服式的销售，创造客户需求

* 识别出说服式销售的情境

* 一开始就通过预告片的方式，向客户展示买与不买的差别

* 让客户意识到会出现的问题

* 向没有行动的客户展示可能会出现的不良后果

* 说服客户想要做出改变

4. 通过创造式销售，加速改变的意愿

* 识别出创造式销售的情境

* 制定合适的解决方案

* 加速改变的意愿：雄辩之术

* 不要让客户做出不理性的沉默和迟疑

5. 通过回应式销售，说明自己的不同寻常

* 识别出回应式销售的情境

* 挖掘客户需求的方方面面，从而更好地理解真正需求

* 以具有竞争力的论证，进行不同寻常的销售

* 经得起客户需求的考验

Program Outline：

1. Adjusting your selling skills in accordance with the needs of your customers

* Identifying the demand maturity of your customer/potential customer

* Adapting to four selling situations

* Adopting flexibly your selling methods

2. Developing solutions with your clients through consultative selling

* Identifying situations where you need consultative selling

* Helping your customer find out and express what he/she needs

* Pinpointing the needs of your customer

* Working out the most appropriate solution with your client

* Helping your client make a decision

3. Creating customer demands through persuasive selling

* Identifying situations where you need persuasive selling

* Showing your customer the differences between ‘buy’ and

‘not to buy’ with a ‘trailer’ from the outset

* Making your customer aware of the problems that may arise

* Showing your customer what adverse consequences would occur if he/she would not buy

* Persuading your customer to make some changes

4. Accelerating the will to change through creative selling

* Identifying situations where you need creative selling

* Formulating an appropriate solution

* Accelerating the will to change: eloquence

* Don’t let your customer sink into irrational silence and hesitation

5. Demonstrating your uniqueness through responsive selling

* Identifying situations where you need responsive selling

* Tapping the demand of your customer in all dimensions, so as to truly understand what he/she needs

* Selling your products in an unusual way, using competitive arguments

* Standing up to customers’ requirements

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