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以需求为导向的成交面谈概述四部曲含学员手册.rar

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以需求为导向的成交面谈

Ø 成交面谈概述

成交面谈的重要性

                                                              

                                                              

                                                              

                                                              

成交面谈的事前准备

                                                           

                                                              

                                                              

Ø 成交面谈四部曲

步骤一

                                                                                                                       

步骤二

                                                                                            

步骤三

                                                            

步骤四

                                                              

Ø 案例分析

分析客户资料和需求点

                                                             

                                                              

                                                              

以需求为导向设计建议书

                                                              

                                                              

                                                              

Ø 步骤一:强化需求

目的

                                                              

要点

                                                              

核心内容

                                                              

                                                              

                                                              

Ø 步骤二:五讲之讲产品(讲解建议书)

目的

                                                            

                                                            

工具

                                                            

                                                            

要点

                                                            

                                                            

                                                            

Ø 步骤三:异议处理

核心内容

                                                            

                                                            

                                                            

Ø 步骤四:要求转介绍

目的

                                                            

                                                            

                                                            

工具

                                                            

                                                            

                                                            

要点

                                                            

                                                            

                                                            

Ø 演练

两两演练成交面谈四步骤,演练完一遍后互换角色

时间:30分钟

                                                            

Ø 研讨

研讨主题:利用以上方法归纳和讲解其它主销产品

研讨时间:20分钟

注意事项:

讲师给每组分配一个研讨产品

每组4-8人

组长负责研讨的组织

研讨完毕每组选定一名发表人

                                                            

                                                           

                                                            

                                                            

                                                            

                                                            

                                                            

Ø 发表

每个产品由一个组进行主发表,其他组可以补充

补充发言时,相同部分无需阐述

每组发表不超过5分钟,补充不超过3分钟

                                                            

                                                            

                                                            

                                                            

                                                            

Ø 课程回顾

                                                            

                                                            

                                                            


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