精品公開課
當前位置: 主頁 > 核心服務 > 精品公開課 >

大客戶拓展策略

 文章來源:久久影院企管 時間:2019-08-13 10:46
分享到:

大客戶拓展策略
以真實案例為基礎,研討大客戶銷售策略

課程時間:2019年 9月17-18日上海   11月21-22日蘇州
課程費用:4980元(含教材,午餐及茶點等)
                                                                                                                                                 
誰來參加?                                                                                                                                  
* 中高級銷售經理                                                                                                                         
* 客戶經理                                                                                                                                    
* 區域經理                                                                                                                                    
* 儲備銷售管理人員                                                                                                                        
                                                                                                                                                 
有何收獲?                                                                                                                                  
* 知曉如何摸清組織內部錯綜複雜的關係                                                                                            
* 理解與應用找到與決策關鍵人的方法                                                                                              
* 知曉如何與陌生客戶建立關係與信任                                                                                              
* 理解與應用大客戶進行談判的方法及關係的維護                                                                              
                                                                                                                                                 
課程時長                                                                                                                                     
2天(14小時)                                                                                                                            
                                                                                                                                                 
先決條件?                                                                                                                                  
* 服務客戶以大客戶居多的一線銷售或銷售管理人員                                                                             
* 之前參加過B2B銷售技能如顧問式銷售等培訓                                                                                 
                                                                                                                                                 
為何參加?                                                                                                                                  
都知道搞定大客戶要找關鍵決策人,怎麽搞?都知道大客戶的開發策略有所不同,                                     
到底怎麽個不同?本課程以學員實際銷售工作的真實案例為基礎,使學員在課堂上                                     
就可以總結出一套搞定大客戶、贏取大訂單的實戰技巧,避免銷售拜訪“即興表                                       
演”,而是有謀略的贏取定單,幫助企業提升業績。                                                                             
                                                                                                                                                 
課程大綱                                                                                                                                     
序:變則通,不變則亡                                                                                                                    
* 改變到底有多難                                                                                                                         
* 改變與組織及個人職業發展的必然關聯                                                                                            
*“贏”的背後是什麽                                                                                                                      
第一模塊:基本的概念和定義                                                                                                            
* 完整銷售流程的8個步驟                                                                                                             
* 大客戶銷售的特征與種類                                                                                                             
* 80/20 原則和客戶的分級                                                                                                             
* 大客戶銷售模型及作用                                                                                                                 
* 銷售影響因素模型分析                                                                                                                 
第二模塊:客戶開發前期                                                                                                                 
* 客戶關係準確定義                                                                                                                        
* 與客戶建立關係的5大步驟                                                                                                          
* 客戶關係的4種類型和對策                                                                                                          
第三模塊:銷售執行階段                                                                                                                 
* 溝通墊定關係基礎                                                                                                                        
* 提問控製銷售進程                                                                                                                        
* 傾聽了解客戶心聲                                                                                                                        
* 反饋觸動成交機率                                                                                                                        
* 肢體強化自我信心                                                                                                                        
* 銷售“雷區”分析,做到有效回避                                                                                                 
* “成交卡片”的製作技巧                                                                                                             
第四模塊:銷售策略6步法則                                                                                                           
* 了解行業發展趨勢                                                                                                                        
* 競爭對手的定位                                                                                                                         
* 客戶個性化需求分析                                                                                                                    
* 度身定做解決方案                                                                                                                        
* 對客戶承諾的尺度把握                                                                                                                 
* 控製進展,實現客戶價值最大化                                                                                                     
第五模塊:重點客戶的日常管理與維護                                                                                                
* 4種不同階段分析                                                                                                                       
- 萌芽開發階段                                                                                                                             
- 初級合作階段                                                                                                                             
- 穩定合作階段                                                                                                                             
- 戰略合作階段                                                                                                                             
* 10大銷售交心術                                                                                                                         
                                                                                                                                                 
相關課程                                                                                                                                     
* 作為資深銷售人員,你可能還會對《銷售渠道建設與管理》感興趣                                                      
* 想要在銷售管理能力提升上更進一步,你可能需要學習《卓越的銷售管理》                                          
                                                                                                                                                 
講師簡介                                                                                                                                     
俞 先生                                                                                                                                                                                                                                      
* 背景經曆                                                                                                                                                                                                                        
* 上海複旦大學工商管理碩士                                                                                                          
* 現任某歐洲製造業公司銷售總經理                                                                                                 
* 上海大學碩士生實踐導師                                                                                                             
* 無錫江南大學碩士生考核導師                                                                                                        
* 國際IPMA認證培訓師                                                                                                                 
* 曾將一支年輕的銷售隊伍鍛煉成行業中的精銳部隊,銷售額也從十年前的150萬                                   
  歐元增長到現在的5000萬歐元                                                                                                      
                                                                                                                                                 
*  擅長領域                                                                                                                                   
*《卓越的銷售管理》                                                                                                                      
*《大客戶關係管理》                                                                                                                      
                                                                                                                                                 
* 服務客戶                                                                                                                                    
越海液體包裝、大連歐德潤滑製品、上海雷迪埃集團、日立、三浦橡膠、常州萊尼、歐                              
文斯科寧、青島鬆下、明和產業、法遠建商貿、德國科爾伯集團、貝洱汽車零部件、上                              
海名軒樓餐飲、SVP集團、恒隆地產                                                                                                                                                                                                                                                 

分享到:

百強企業名師

實戰落地課程

谘詢式診斷模式

持續跟蹤輔導

大量谘詢案例

走進久久影院

核心服務

核心講師

客戶案例

久久影院動態

研究觀點

久久影院企業培訓公眾號