以需求為導(dǎo)向的成交面談

? 成交面談概述

n 成交面談的重要性

                                                              

                                                              

                                                              

                                                              

n 成交面談的事前準(zhǔn)備

                                                           

                                                              

                                                              

? 成交面談四部曲

n 步驟一

                                                                                                                       

n 步驟二

                                                                                            

n 步驟三

                                                            

n 步驟四

                                                              

? 案例分析

n 分析客戶資料和需求點(diǎn)

                                                             

                                                              

                                                              

n 以需求為導(dǎo)向設(shè)計(jì)建議書(shū)

                                                              

                                                              

                                                              

? 步驟一：強(qiáng)化需求

n 目的

                                                              

n 要點(diǎn)

                                                              

n 核心內(nèi)容

                                                              

                                                              

                                                              

? 步驟二：五講之講產(chǎn)品（講解建議書(shū)）

n 目的

                                                            

                                                            

n 工具

                                                            

                                                            

n 要點(diǎn)

                                                            

                                                            

                                                            

? 步驟三：異議處理

n 核心內(nèi)容

                                                            

                                                            

                                                            

? 步驟四：要求轉(zhuǎn)介紹

n 目的

                                                            

                                                            

                                                            

n 工具

                                                            

                                                            

                                                            

n 要點(diǎn)

                                                            

                                                            

                                                            

? 演練

n 兩兩演練成交面談四步驟，演練完一遍后互換角色

n 時(shí)間：30分鐘

                                                            

? 研討

n 研討主題：利用以上方法歸納和講解其它主銷(xiāo)產(chǎn)品

n 研討時(shí)間：20分鐘

n 注意事項(xiàng)：

講師給每組分配一個(gè)研討產(chǎn)品

每組4-8人

組長(zhǎng)負(fù)責(zé)研討的組織

研討完畢每組選定一名發(fā)表人

                                                            

                                                           

                                                            

                                                            

                                                            

                                                            

                                                            

? 發(fā)表

n 每個(gè)產(chǎn)品由一個(gè)組進(jìn)行主發(fā)表，其他組可以補(bǔ)充

n 補(bǔ)充發(fā)言時(shí)，相同部分無(wú)需闡述

n 每組發(fā)表不超過(guò)5分鐘，補(bǔ)充不超過(guò)3分鐘

                                                            

                                                            

                                                            

                                                            

                                                            

? 課程回顧