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情境销售首页
作者:smalleyes 日期:2007-10-15
情境销售®创新地将销售心理学和应用行为学结合在一起，让这个课程超越了简单的讲授销售流程基本步骤。
基于情境领导®这个全球一千多万经理首选的绩效影响模型，情境销售®将这个久经检验和正确的行为科学原理运用在成功和有效销售的过程中。
该课程主要是为了加强销售专业人员影响顾客购买行为的能力，帮助销售专业人员如何去引导客户的购买反映，毕竟在这个时代，人们喜欢购买而不仅仅是被推销。
在课程中，学员可以学习导致高销售业绩的具体销售行为以及必要的销售胜任能力，并运用动态的情境销售®模型去评估客户购买准备度，然后根据情况采用合适的销售行为以创造最大的成交可能性。
情境销售® 运用新的工具来武装学员，让其能通过获得更高销售业绩获得销售的成功，并且也能通过客户的信任和忠诚度，满意的客户关系以及更多的客户推荐来加强他们的销售有效性。
这是一个可以根据客户需求定制的课程。完整的销售训练为5天。也可以选择为期2天的核心课程，让学员集中学习相关行为和核心模型。
情境销售课程大纲(核心2天)
导论
销售职业化
销售开发模型
从X思维模式转向Y思维模式
销售风格自我评估
拜访前计划
鉴别客户购买线索
鉴别客户购买资质
拜访前准备
信息分析工具
问题过滤工具
情境销售®
购买准备度
销售行为与风格
情境销售® 模型l
探求，成交和服务
销售胜任能力
个人销售风格反馈
情境销售® 模拟
认知风格胜任能力
提供基本信息
说明拜访目的
过渡性提问
说服风格胜任能力
提问 – SALE 模型
鼓励并引导客户回答－LEARN 模型
倡导
开发销售战略信息
承诺风格胜任能力
加强客户需求与产品利益的匹配
要求订单
回应异议
满意风格胜任能力
跟踪
拓展业务
回应抱怨
满意风格分析工具
客户互动胜任能力
情境销售®案例
结构性技能开发
运用和联系
学员资料
学员将拥有:
– 学员手册
– 销售风格自我测评表
– 销售风格反馈指南
– 情境销售® 彩色卡片
– 情境销售® 彩色模型钱包卡
– 情境销售® 客户互动提示卡
– 运用与联系书签
– 培训证书
另注: 可根据客户需求按此模型定制适合行业特点的课程. 如与菲利普公司的零售现场情境销售系列,与可口可乐公司合作的经销商情境销售系列以及与中国网通合作的大客户和商务客户情境销售系列等.
DESCRIPTION
Situational Selling® is an innovative merging of two related fields – the psychology of sales and the applied behavioral sciences. It is this powerful combination that takes it beyond the basic steps of the sales process.
Based on Situational Leadership®, the performance tool of choice for over ten million professionals worldwide, Situational Selling® applies the tried and true principles of behavioral science to the process of successful and effective selling.
It is designed to strengthen the ability of salespeople to influence the buying behavior of prospects and customers. This helps salespeople to increase the probability of triggering positive buying responses in a world that wants to buy and not be sold.
During the workshop participants learn the specific behaviors and the selling competencies necessary for high sales performance. They learn to use the dynamic Situational Selling® model to assess the buying readiness of prospects and customers – and appropriately adapt their selling behaviors to maximize sales potential.
Situational Selling® will equip participants with the new tools needed to grow more successful through increased sales. It will also enhance their effectiveness with increased customer trust and loyalty; satisfied customers, sustained relationships and more referrals. TWO-DAY WORKSHOP OUTLINE
• Introduction
Professionalization Of Selling
Sales Development
Model Mind Set X To Mind Set Y
• Selling Style Self Assessment
• Situational Selling®
Buying Readiness
Selling Behaviors
The Situational Selling® Model
Prospecting, Closing And Servicing • Feedback On Selling Styles
• Situational Selling® Simulation
• Establishing Competency
Providing Information
Stating Purpose
Asking Transition Question
• Persuading Competency
Questioning – The SALE Model
Encouraging And Guiding Responses – The LEARN Model
Advocating
Developing Your Strategic Sales Information
• Committing Competency
Enhancing Needs And Benefits
Asking For The order • Fulfilling Competency
Following Up
Expanding Business
Responding To Complaints
Fulfilling Analyzer
• Client Interaction Competencies
• Situational Selling® In Action
• Structured Skills Development
• Applications & Connections
PARTICIPANT MATERIALS
Each participate will receive:
– Participant Guide
– SALES Influence Inventory – Perception Of Self
– SALES Influence Inventory – Matrix
– Situational Selling® Color Model
8.5” x 11” Card
– Situational Selling® Color Model
- Laminated Wallet Card
– Situational Selling® Client Interaction
Competencies 8.5” x 11” Card
– Certificate of Accomplishment
Selling Competencies
Responding To Objections
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