有效销售战略
中国上海
2011年1月3-4日
马汀令可公司将于2011年1月3日至4日在上海举办有效销售战略的培训活动。
这是一个为期两天的培训，旨在帮助销售人员培养关键技能和实际方法来进行战略性的销售。助销售人员培养关键技能和实际方法
培训简介:
在市场形势在不断变化，销售形势变得越来越难。旧的销售方法已经不够好，需要新的方法以达成销售目标。
为了和竞争者区分，销售人员必须成为他们的客户的“可信任的顾问”。他们需要适应他们的顾客，理解他们的问题和思考方法，说他们的语言和作为问题解决者、战略制订者和解决方案提供者和客户一起工作。
此外，他们需要把销售作为一个多层次的过程。客户必须要在他们的组织里实现这些交易，作为销售人员就必须帮助他们。通过确定在决策过程里所有的关键人员，并对每一个人确认他们的商业价值与个人价值，销售人员会获得最大的机会来建立一个持久的关系。
这次培训将在以下方面给您帮助:
*通过彻底了解客户的商业需求和个人需求为客户产生额外的价值
*用提问和倾听的技巧来确立真正的需求
*参与到客户的决策过程中成为一个可信赖的顾问
*确认在决策过程中的所有的关键人物并找出每个人的关键需求和挑战
*与客户建立一个持久互利的合作关系
*把产品的特点和益处翻译成适合客户具体情况的财务术语
*通过交叉销售，捆绑销售，预销和推荐来寻找最大化的销售机会
*平稳地处理反对意见，达成一个交易让它自己成功
Effective Sales Strategies
3th & 4th January 2011
Shanghai, China
MARTIN LINKING is convening the Effective Sales Strategies on 3rd & 4th January 2011 in Shanghai.
It's a two-day workshop, designed to assist sales staff develop key skills and practical approaches to sell strategically.
Course Description:
The market is constantly changing and selling conditions have become tougher. Old selling methods are no longer good enough and new approaches are necessary to maintain sales targets.
To differentiate themselves from their competitors, salespeople have to become the 'trusted advisor' for their customer. They need to put themselves in their customer’s shoes, understand their problems and thinking, speak their language and work alongside them as a problem solver, strategy developer and solution provider.
Furthermore, they need to approach selling as a multi-level process. The customer has to sell the deal into their organisation and the salesperson needs to help them with this. By identifying all the key players in the decision-making process and, for each, identifying both the business value and the personal value, the salesperson is going to maximise their chances of building a lasting relationship.
What the Seminar Will Help You Achieve:
• Generate extra value for their customer by thoroughly understanding their business and personal needs
• Using questioning and listening techniques to establish real needs
• Become a trusted advisor to the customer involving them in their decision-making processes
• Identify all the key people in the decision-making process and identify key needs and challenges of each
• Build a lasting mutually beneficial relationship with the customer
• Translate features and benefits of their product into financial terms for the customer’s specific situation
• Look for maximising a given sales opportunity through cross-selling, up-selling, future sales and referrals
• Handle objections smoothly and set the deal up so that it closes itself
For more information please contact:
