销售人员整体销售技巧培训方案完整版106页精选文档.docx

销售人员整体销售技巧培训方案完整版106页精选文档.docx

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销售人员整体销售技巧培训方案完整版106页精选文档

销售人员专业技能训练整体解决方案

家庭是幼儿语言活动的重要环境，为了与家长配合做好幼儿阅读训练工作，孩子一入园就召开家长会，给家长提出早期抓好幼儿阅读的要求。

我把幼儿在园里的阅读活动及阅读情况及时传递给家长，要求孩子回家向家长朗诵儿歌，表演故事。

我和家长共同配合，一道训练，幼儿的阅读能力提高很快。

目录

“教书先生”恐怕是市井百姓最为熟悉的一种称呼，从最初的门馆、私塾到晚清的学堂，“教书先生”那一行当怎么说也算是让国人景仰甚或敬畏的一种社会职业。

只是更早的“先生”概念并非源于教书，最初出现的“先生”一词也并非有传授知识那般的含义。

《孟子》中的“先生何为出此言也？

”；《论语》中的“有酒食，先生馔”；《国策》中的“先生坐，何至于此？

”等等，均指“先生”为父兄或有学问、有德行的长辈。

其实《国策》中本身就有“先生长者，有德之称”的说法。

可见“先生”之原意非真正的“教师”之意，倒是与当今“先生”的称呼更接近。

看来，“先生”之本源含义在于礼貌和尊称，并非具学问者的专称。

称“老师”为“先生”的记载，首见于《礼记?

曲礼》，有“从于先生，不越礼而与人言”，其中之“先生”意为“年长、资深之传授知识者”，与教师、老师之意基本一致。

前言··················································································································································5

要练说，得练看。

看与说是统一的，看不准就难以说得好。

练看，就是训练幼儿的观察能力，扩大幼儿的认知范围，让幼儿在观察事物、观察生活、观察自然的活动中，积累词汇、理解词义、发展语言。

在运用观察法组织活动时，我着眼观察于观察对象的选择，着力于观察过程的指导，着重于幼儿观察能力和语言表达能力的提高。

★讲师简介································································································································5

★课程对象································································································································5

★课程目标································································································································6

★课程意义································································································································6

第一部分销售基础篇····················································································································7

第1讲销售的基本概念·········································································································7

1.1社会演进对销售的影响····································································································7

1.2销售人员必须知道的三件事····························································································8

1.3销售的含义························································································································9

1.4销售工作的特性················································································································9

1.5销售的五要素····················································································································9

1.6销售人员的工作职责和观念··························································································10

第2讲销售的基本认知·······································································································10

2.1建立新的销售模式··········································································································11

2.2销售的80／20法则········································································································13

2.3提升销售素质··················································································································13

第3讲销售人员个人发展

（1）·························································································15

3.1全方位销售职能测试······································································································15

3.2积极的心理态度··············································································································16

3.3追求成长的自我概念······································································································17

3.4影响销售业绩进展的障碍······························································································17

3.5培养个人的魅力

（1）····································································································18

第4讲销售人员个人发展

（2）·························································································19

4.1培养个人的魅力

（2）····································································································19

4.2了解销售的心理定律······································································································20

4.3锻炼心理健康素质··········································································································21

4.4持续地发展个人力量······································································································22

第二部分销售实战篇——销售的十大步骤···············································································23

第5讲销售前的前奏曲——准备·······················································································23

5.1销售的长期准备··············································································································23

5.2销售的短期准备··············································································································23

5.3开发准客户的方法与途径······························································································24

5.4寻找未来的黄金客户······································································································26

5.5销售前的心理准备··········································································································26

第6讲寻找客户的方法与途径···························································································27

6.1客户的开发策略··············································································································27

6.2研究客户购买的原因······································································································27

6.3如何开发客户··················································································································28

第7讲接近客户

（1）········································································································29

7.1什么是接近·······················································································································29

7.2接近前的准备···················································································································32

7.3辩证分析顾客购买的前提······························································································32

第8讲接近客户

（2）········································································································33

8.1接近的方法······················································································································33

8.2接近的方式·······················································································································35

第9讲系统介绍产品与展示

（1）·····················································································36

9.1什么是产品说明···············································································································36

9.2产品说明的技巧··············································································································36

9.3产品说明的步骤··············································································································37

9.4三段论法··························································································································37

9.5图片讲解法······················································································································38

第10讲系统介绍产品与展示

（2）···················································································39

10.1展示的技巧····················································································································39

10.2展示的类型·····················································································································40

10.3展示说明的要点·············································································································40

第11讲系统介绍产品与展示（3）···················································································41

11.1如何系统地介绍产品与服务························································································41

11.2对不同类型客户的应付方法························································································43

11.3系统介绍产品与服务的12个步骤··············································································44

第12讲处理客户的异议

（1）···························································································45

12.1客户异议的含义·············································································································45

12.2处理异议的原则············································································································47

第13讲处理客户的异议

（2）···························································································50

13.1客户拒绝的因素探讨····································································································50

13.2如何处理客户的价格异议····························································································51

第14讲建议客户购买的时机·····························································································53

14.1建议客户购买的时机····································································································53

14.2建立亲和感····················································································································53

14.3成功销售的心理层次····································································································54

第15讲建议客户购买的时机

（2）···················································································55

15.1迎合购买者的心理策略································································································55

15.2提供建议的方法·············································································································56

第16讲促成交易与缔结的技巧

（1）···············································································57

16.1促成交易的方式············································································································58

16.2达成协议要把握的信号与准则····················································································58

第17讲促成交易与缔结的技巧

（2）···············································································61

17.1缔结的方法与艺术·······