4.有效应对客户的反对意见 * 客户为什么要提出异议 * 辨识三大类的反对意见 * “客户的反对”不是“反对的客户” * 有效处理客户反对意见的方法和步骤 * 展示你的人际及专业能力，获得客户的认同 1. Presentation skills in sales activity * Why the training is necessary * Four key points of effective presentation * Verbal communication during the presentation * 3 rules of non-verbal communication during the presentation * Preparing to give feedback to your audience at any time * Creating a "climatic" ending * Stimulation
2. Building logic framework of presentation * What are the main concerns of clients * Establishing logic expression focusing on customer value - FABE * Intensifying the power of your expression
3. Analysis of client value * Transforming clients’ demand by establishing creative selling models * Reinforcing communication and reaching consensus with clients * Understanding and guiding conversation
4. Effective response to client’s objections * Why do they raise objections * Identification of 3 major types of objections * "Clients’ objection" does not mean "opposing client" * Methods and steps to handle clients’ objections * Demonstrating your interpersonal and professional skills to obtain clients’ agreement
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课程收益:
本课程旨在强化销售人员向客户展示和推荐解决方案过程中的表达能力和说服能力，从而帮助销售人员提升方案或者产品推介的有效性，增加客户的认同感。
课程大纲
* 为什么需要训练
* 有效陈述的四个关键
* 销售陈述中的语言沟通技巧
* 销售陈述中的非语言沟通的3个准则
* 随时准备对听众的反应做出反馈
* 给你的陈述一个“高潮”的结尾
* 模拟训练
2.建立介绍与陈述内容的逻辑框架
* 客户最在意的是什么
* 建立针对客户价值的表达逻辑——FABE
* 强化表达力度的技巧运用
3.客户价值分析
* 转化客户的需求，建立创造性的销售模式
* 强化沟通，与客户达成需求共识
* 把握了解和引导客户的谈话路径
4.有效应对客户的反对意见
* 客户为什么要提出异议
* 辨识三大类的反对意见
* “客户的反对”不是“反对的客户”
* 有效处理客户反对意见的方法和步骤
* 展示你的人际及专业能力，获得客户的认同
1. Presentation skills in sales activity
* Why the training is necessary
* Four key points of effective presentation
* Verbal communication during the presentation
* 3 rules of non-verbal communication during the presentation
* Preparing to give feedback to your audience at any time
* Creating a "climatic" ending
* Stimulation
2. Building logic framework of presentation
* What are the main concerns of clients
* Establishing logic expression focusing on customer value - FABE
* Intensifying the power of your expression
3. Analysis of client value
* Transforming clients’ demand by establishing creative selling models
* Reinforcing communication and reaching consensus with clients
* Understanding and guiding conversation
4. Effective response to client’s objections
* Why do they raise objections
* Identification of 3 major types of objections
* "Clients’ objection" does not mean "opposing client"
* Methods and steps to handle clients’ objections
* Demonstrating your interpersonal and professional skills to obtain clients’ agreement
本课程名称： 富有影响力的销售方案陈述
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