课程意义：
        如何让客户关注我？如何与不同的客户建立良好的沟通？如何体现产品的竞争优势？如何说服客户接受我的销售建议？这些问题是加入销售队伍以后，销售人员最为关注的问题。本课程帮助参加者全面提升销售中的沟通能力，系统把握销售的六个关键环节，成功塑造职业化的销售人员形象。

大纲：
1.销售人员的作用和职责
* 公司的成败取决于您
- 您每天在销售什么
- 客户对您的期望
- 职业化与非职业化销售人员的比较
- 您的七大任务和职业行为准则
* 开发和管理我们的客户
- SWTO 分析:趋利避险,寻找机会
- 竞争对手分析
- 寻找我们理想的目标客户
- 您如何理解产品
- 把握客户的动机、需求和决策过程
2.运用您的沟通和谈判能力
* 与客户沟通的技巧
- 三个层次的沟通障碍
- 有效地倾听、表达、提问
- 理解“事实-观点-情感”
* 与客户进行谈判的能力
- 谈判目标
- 谈判6步法
- 谈判结果
- 谈判中容易犯的十大错误
3.销售是一次旅行:6步法
* 准备:拜访客户
* 接触:“4*20”原则
* 了解
* 说服
* 决定:识别客户的绿灯信号
* 巩固:与客户的关系
4.在销售中前进

Outline:
1.Duties and roles of sales staff
* Success or failure of your company depends on you
- What do you sell everyday?
- Customer expectations
- Comparison between a professional and non-professional sales person
- Tasks and ethics of a professional sales person
* Prospecting and managing customers
- SWOT analysis: avoiding risks and seizing opportunities
- Analyzing competitors
- Customer motivations, needs and decision-making process of a purchase
2.Exploiting communication and negotiation skills
* Communicating with customers
- Three obstacles in communication process
- Effective listening expression and questioning
- Understanding F-O-S
* Competence in negotiation
- Objectives of a negotiation
- 6 steps of a negotiation
- Result of a negotiation
- Ten common mistakes you are likely to make in a negotiation
3.Stages of sales
* Preparation: for a visit
* Getting in touch: the 4*20 principles
* Understanding
* Persuasion
* Conclusion: recognizing "green light" signals
* Consolidation: relationship with the customers
4.Making progress in selling

讲师介绍：

姜先生
毕业于上海大学。
姜先生有着丰富的销售工作经历和管理经验。在其近 20 年的职业生涯中，姜先生分别从事过化工、快速消费品、金融保险及工业品制造等各种不同的行业，负责公司的管理及销售工作，业绩出色。陆续担任过营销总监、全国销售经理和总经理等高层管理者职务。
同时，姜先生有着丰富的培训经验，扎实而风趣。作为专业讲师，曾为很多不同类型的公司和学员成功做过策划，进行过内训。尤其是姜先生思路清晰、反应敏捷，在课程讲解过程中，能将其多年的管理与销售方面的实际经验，与理论巧妙结合、融会贯通，行之有效的对学员进行针对性的指导和帮助。

Mr. JIANG
Mr. Jiang has rich experiences in sales and management. He had been working in various industry lines including chemical industry, FMCG, finance & insurance and industrial products manufacturing, having outstanding performance records in marketing & sales. Also, Mr. Jiang successively has experience of taking high-level management functions, such as marketing director, national sales manager and general manager.
Meanwhile, Mr. Jiang has rich training experience. As professional trainer and consultant, he has successfully been engaged in various types of companies' consulting and in-house training projects. Especially, Mr. Jiang has logical thinking and quick reaction. Moreover, he can make a perfect combination of theory with his years of practical management and marketing experience while delivering courses, which will have great positive effects on participants.