FABE模塊課程大綱時(shí)間分教學(xué)方法FABE單元目的：在客戶(hù)挖掘出自己的需求后，銷(xiāo)售人員就開(kāi)始進(jìn)行展示自己的產(chǎn)品/服務(wù)/方案是如何滿(mǎn)足客戶(hù)的需求，展示的時(shí)間不能過(guò)長(zhǎng)，但必須清楚和完整獨(dú)特賣(mài)點(diǎn)：我們的優(yōu)勢(shì)是客戶(hù)需要及競(jìng)爭(zhēng)者所沒(méi)有的展示方案的時(shí)機(jī)：大部分銷(xiāo)售人員反的錯(cuò)誤就是太早于介紹自己的產(chǎn)品。這是一個(gè)致命傷。所以，要有方法地判斷，何時(shí)介紹自己是一個(gè)關(guān)鍵。FABE：特性、優(yōu)勢(shì)、利益、證據(jù)展示方案的步驟：如何有效展示特色及利益，讓客戶(hù)順利接受？活動(dòng)：話(huà)術(shù)的設(shè)計(jì)及角色扮演120分內(nèi)容講解技巧演示話(huà)術(shù)準(zhǔn)備小組討論...

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GROW 教練模型的輔導(dǎo)技巧課程介紹績(jī)效 ＝ 潛能 － 干擾如何才能使人真正改變——激發(fā)自我和團(tuán)隊(duì)潛能？排除自我和團(tuán)隊(duì)限制與干擾？眾所周知，“教練”是當(dāng)今世界領(lǐng)先企業(yè)共同推崇的最佳人才開(kāi)發(fā)方式，調(diào)研數(shù)據(jù)顯示，世界500強(qiáng)企業(yè)80％在推動(dòng)教練式管理，100強(qiáng)企業(yè)高管教練的投資回報(bào)率高達(dá)1,825％。教練技巧的核心是：相信每一個(gè)人內(nèi)在的潛力和創(chuàng)造力，激發(fā)人員建立起責(zé)任感和信心，排除信念和習(xí)慣的干擾，創(chuàng)造最佳績(jī)效。消除干擾的關(guān)鍵在于專(zhuān)注，如何能夠排除干擾以專(zhuān)注在眼前的挑戰(zhàn)，激發(fā)創(chuàng)意來(lái)找出解決方案。做為主管的工作之一，就是為員工排除干擾，創(chuàng)造能夠讓員工專(zhuān)注的環(huán)境。利用 GROW 模型創(chuàng)造專(zhuān)注，來(lái)引導(dǎo)員

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Guided Selling SkillBackgroundThe definition of “SALES” is the process to guide client to make decision and take action. The core of sales is to “CHANGE,” no matter the process of change is guided by client himself or us. There are tons of research regarding to the selling skill, decision making,

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引導(dǎo)式銷(xiāo)售技巧Guided Selling Skill概 述 Background銷(xiāo)售是幫助客戶(hù)做決策與行動(dòng)的過(guò)程，而銷(xiāo)售的本質(zhì)就是改變。不論是客戶(hù)自己要改變，還是我們希望客戶(hù)改變而進(jìn)行銷(xiāo)售。經(jīng)過(guò)許多的研究和發(fā)展，發(fā)現(xiàn)在這些的行為背后都有一個(gè)固定的模式和流程，而本課程就是基于這個(gè)模式和流程所開(kāi)發(fā)的。The definition of “SALES” is the process to guide client to make decision and take action. The core of sales is to “CHANGE,” no matter the process of

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HighPerformance Sales CoachingBackgroundThe reasons why the sales management is getting challenging:The competition is getting fierce as the lesser differentiation. The traditional centralized strategy is hard to meet the local challenges.It is getting harder to recruit high talented salesperson.In

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Accountable Sales ManagementSummaryTo face the VACU world, an organization must increase its agility to improve the customer satisfaction, to gain the competitive advantage. To reach the objective, the organization must enhance the learning capability. This training program provide the essentials o

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