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大客户拓展策略

 文章来源:石顿企管 时间:2019-08-13 10:46
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大客户拓展策略
以真实案例为基础,研讨大客户销售策略

课程时间:2019年 9月17-18日上海   11月21-22日苏州
课程费用:4980元(含教材,午餐及茶点等)
                                                                                                                                                 
谁来参加?                                                                                                                                  
* 中高级销售经理                                                                                                                         
* 客户经理                                                                                                                                    
* 区域经理                                                                                                                                    
* 储备销售管理人员                                                                                                                        
                                                                                                                                                 
有何收获?                                                                                                                                  
* 知晓如何摸清组织内部错综复杂的关系                                                                                            
* 理解与应用找到与决策关键人的方法                                                                                              
* 知晓如何与陌生客户建立关系与信任                                                                                              
* 理解与应用大客户进行谈判的方法及关系的维护                                                                              
                                                                                                                                                 
课程时长                                                                                                                                     
2天(14小时)                                                                                                                            
                                                                                                                                                 
先决条件?                                                                                                                                  
* 服务客户以大客户居多的一线销售或销售管理人员                                                                             
* 之前参加过B2B销售技能如顾问式销售等培训                                                                                 
                                                                                                                                                 
为何参加?                                                                                                                                  
都知道搞定大客户要找关键决策人,怎么搞?都知道大客户的开发策略有所不同,                                     
到底怎么个不同?本课程以学员实际销售工作的真实案例为基础,使学员在课堂上                                     
就可以总结出一套搞定大客户、赢取大订单的实战技巧,避免销售拜访“即兴表                                       
演”,而是有谋略的赢取定单,帮助企业提升业绩。                                                                             
                                                                                                                                                 
课程大纲                                                                                                                                     
序:变则通,不变则亡                                                                                                                    
* 改变到底有多难                                                                                                                         
* 改变与组织及个人职业发展的必然关联                                                                                            
*“赢”的背后是什么                                                                                                                      
第一模块:基本的概念和定义                                                                                                            
* 完整销售流程的8个步骤                                                                                                             
* 大客户销售的特征与种类                                                                                                             
* 80/20 原则和客户的分级                                                                                                             
* 大客户销售模型及作用                                                                                                                 
* 销售影响因素模型分析                                                                                                                 
第二模块:客户开发前期                                                                                                                 
* 客户关系准确定义                                                                                                                        
* 与客户建立关系的5大步骤                                                                                                          
* 客户关系的4种类型和对策                                                                                                          
第三模块:销售执行阶段                                                                                                                 
* 沟通垫定关系基础                                                                                                                        
* 提问控制销售进程                                                                                                                        
* 倾听了解客户心声                                                                                                                        
* 反馈触动成交机率                                                                                                                        
* 肢体强化自我信心                                                                                                                        
* 销售“雷区”分析,做到有效回避                                                                                                 
* “成交卡片”的制作技巧                                                                                                             
第四模块:销售策略6步法则                                                                                                           
* 了解行业发展趋势                                                                                                                        
* 竞争对手的定位                                                                                                                         
* 客户个性化需求分析                                                                                                                    
* 度身定做解决方案                                                                                                                        
* 对客户承诺的尺度把握                                                                                                                 
* 控制进展,实现客户价值最大化                                                                                                     
第五模块:重点客户的日常管理与维护                                                                                                
* 4种不同阶段分析                                                                                                                       
- 萌芽开发阶段                                                                                                                             
- 初级合作阶段                                                                                                                             
- 稳定合作阶段                                                                                                                             
- 战略合作阶段                                                                                                                             
* 10大销售交心术                                                                                                                         
                                                                                                                                                 
相关课程                                                                                                                                     
* 作为资深销售人员,你可能还会对《销售渠道建设与管理》感兴趣                                                      
* 想要在销售管理能力提升上更进一步,你可能需要学习《卓越的销售管理》                                          
                                                                                                                                                 
讲师简介                                                                                                                                     
俞 先生                                                                                                                                                                                                                                      
* 背景经历                                                                                                                                                                                                                        
* 上海复旦大学工商管理硕士                                                                                                          
* 现任某欧洲制造业公司销售总经理                                                                                                 
* 上海大学硕士生实践导师                                                                                                             
* 无锡江南大学硕士生考核导师                                                                                                        
* 国际IPMA认证培训师                                                                                                                 
* 曾将一支年轻的销售队伍锻炼成行业中的精锐部队,销售额也从十年前的150万                                   
  欧元增长到现在的5000万欧元                                                                                                      
                                                                                                                                                 
*  擅长领域                                                                                                                                   
*《卓越的销售管理》                                                                                                                      
*《大客户关系管理》                                                                                                                      
                                                                                                                                                 
* 服务客户                                                                                                                                    
越海液体包装、大连欧德润滑制品、上海雷迪埃集团、日立、三浦橡胶、常州莱尼、欧                              
文斯科宁、青岛松下、明和产业、法远建商贸、德国科尔伯集团、贝洱汽车零部件、上                              
海名轩楼餐饮、SVP集团、恒隆地产                                                                                                                                                                                                                                                 

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