以客戶需求為導(dǎo)向的銷售理念，業(yè)已為廣大銷售員所理解和接受。但是，以需求為導(dǎo)向，并不意味著被動(dòng)地去滿足客戶。事實(shí)上，以需求為導(dǎo)向的銷售，首先是、也必須是：管理客戶的需求。
本課程圍繞著這一理念，向參加者展開一系列的銷售技巧運(yùn)用訓(xùn)練，幫助參加者提升自我的銷售能力和交流的能力。1.組織好
* 理解商業(yè)環(huán)境的變化性
* 理解客戶的觀點(diǎn)
* 如何引導(dǎo)客戶認(rèn)清他們的現(xiàn)狀
* 如何引導(dǎo)客戶產(chǎn)生立即解決問題的欲望
2.提高顧問型技能，做出有效的
* 從產(chǎn)品銷售到方案銷售
* 業(yè)務(wù)需求和價(jià)值定位
* 使用聚焦式問題，引導(dǎo)客戶
* 銷售顧問的核心能力：處理異議及締結(jié)成交
* 業(yè)務(wù)分析和漏斗管理
* 目標(biāo)制定、
3.管理
* 對(duì)解決方案加以包裝，引起客戶進(jìn)行額外采購的興趣
* 多層面銷售：在客戶公司內(nèi)建立人脈網(wǎng)絡(luò)
* 如何通過目前你的聯(lián)系人向其他決策人銷售
* 通過向上及交叉銷售，提升客戶的重復(fù)購買率和忠誠度
* 客戶管理中的實(shí)際操作
4.價(jià)值競爭——銷售你的價(jià)值表現(xiàn)而非產(chǎn)品表現(xiàn)
* 附加價(jià)值銷售的原則1：價(jià)格永遠(yuǎn)不是孤立存在的
* 附加價(jià)值銷售的原則2：價(jià)值由客戶的價(jià)值感受決定
* 幫助你關(guān)注價(jià)值，并強(qiáng)化談判地位的5個(gè)定價(jià)技巧巧
1. Structuring the consultative process
* The changing business environment
* Understanding the customer’s points of view
* How to guide your customers to better understand their own situation
* How to guide them to look for a prompt solution
2. Developing consultative skills and effective sales strategies
* From product selling to solution selling
* Business needs and value mapping
* Leading the customer with focused questions
* The core competence of the sales consultant: objection handling and deal closing
* Business analysis and funnel management
* Targeting, time and territory management
3. Managing the customer relationship to increase repeated business
* Packaging your solutions in a way that invites the customer to do additional business with you
* Multi-level selling: to develop personal network in the customer’s company
* How to sell to other decision makers through the contact person
* Increasing rebuying and customer loyalty through up sell and cross sell
* Practice of account management
4. Competing on value - selling value instead of selling product
* The No.1 rule of value - added selling and its practical consequences: price must never stand alone
* The No.2 rule of value - added selling: it is the customer’s value perception which counts
* Five pricing techniques that will help you focus on value, and strengthen your negotiation position
* 企業(yè)一線銷售代表、銷售工程師、項(xiàng)目銷售人員、銷售主管及銷售經(jīng)理