4.针对大客户的销售谈判及顾问式销售法 * 创造你的产品、服务及解决方案的差异性，有效地吸引大客户的采购关注、认可、行动 * 对大客户的销售谈判实力进行分析 * 销售谈判的五个黄金原则，抗压和避开陷阱 * 了解大客户的需求动机及潜在个性化需求，进行个性化定位分析，找出大客户的量体裁衣式的整体销售方案 * 大客户销售的实例分析 1. Recognition and positioning of the key account * Understanding your market, segmentation and key accounts * Tasks of sales team facing to key accounts * Differences between key accounts and others * Analyzing sales organization and resource of the key account
2. Strategic management of the key account * Strategic analysis of the key account * Key account demand analysis * Positioning analysis to DMU of key accounts * Collecting important information effectively * Setting up your relevant and proper action plan * Setting your tailor-made sales proposal
3. How to analyze the key account * Understanding client’s culture, situation, product and market * What’s your product’s value and added-value * Client’s expectation to the sales people * Purchasing procedure and strategic function of the client * Selling and purchasing style analysis * Reinforcing the consultative selling skills–6 steps * Key account strategic questioning * Using FAB and Q-FAB-Q presentation skill * How to handle clients’ objections and misunderstanding
4. Sales negotiation and consultative sales style facing key accounts * Differentiating your solutions to gain awareness, acceptance and consideration * Negotiation power analysis * Five golden principles of the sales negotiation * Understanding clients need and personalized needs analysis * Practical case analysis
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培训受众:
* 跟踪
课程收益:
本课程将围绕这三个问题，引导参加者系统地关注大客户的问题，从而帮助他们在竞争的市场中赢得更多的大客户。
课程大纲
* 了解您的大客户、市场、市场细分
* 面对大客户时销售队伍的任务
* 大客户与一般客户的区别
* 大客户销售组织和资源分析
2.大客户的战略管理
* 大客户的战略分析
* 大客户需求的分析
* 大客户决策小组成员的定位分析
* 如何有效地掌握大客户的重要信息
* 如何制定针对大客户的行动计划
* 如何定制大客户的销售方案
3.对大客户进行分析
* 了解企业、产品及环境、市场的SWOT分析
* 理解本公司产品及服务的价值和附加值
* 客户对销售人员的期望是什么
* 明确大客户的采购流程及战略作用
* 测试：销售风格和采购风格分析
* 强化顾问式销售技巧—销售六步法
* 强化针对大客户的战略提问技能
* FAB及Q-FAB-Q表达技巧
* 处理大客户常见的异议和疑虑
4.针对大客户的销售谈判及顾问式销售法
* 创造你的产品、服务及解决方案的差异性，有效地吸引大客户的采购关注、认可、行动
* 对大客户的销售谈判实力进行分析
* 销售谈判的五个黄金原则，抗压和避开陷阱
* 了解大客户的需求动机及潜在个性化需求，进行个性化定位分析，找出大客户的量体裁衣式的整体销售方案
* 大客户销售的实例分析
1. Recognition and positioning of the key account
* Understanding your market, segmentation and key accounts
* Tasks of sales team facing to key accounts
* Differences between key accounts and others
* Analyzing sales organization and resource of the key account
2. Strategic management of the key account
* Strategic analysis of the key account
* Key account demand analysis
* Positioning analysis to DMU of key accounts
* Collecting important information effectively
* Setting up your relevant and proper action plan
* Setting your tailor-made sales proposal
3. How to analyze the key account
* Understanding client’s culture, situation, product and market
* What’s your product’s value and added-value
* Client’s expectation to the sales people
* Purchasing procedure and strategic function of the client
* Selling and purchasing style analysis
* Reinforcing the consultative selling skills–6 steps
* Key account strategic questioning
* Using FAB and Q-FAB-Q presentation skill
* How to handle clients’ objections and misunderstanding
4. Sales negotiation and consultative sales style facing key accounts
* Differentiating your solutions to gain awareness, acceptance and consideration
* Negotiation power analysis
* Five golden principles of the sales negotiation
* Understanding clients need and personalized needs analysis
* Practical case analysis
本课程名称： 大客户开发与管理
查看更多：销售管理公开课