时间

主要内容

9:00-9:40

* Greeting to everybody开场破冰

* Introduction / Course Objection课程介绍

* Time Table时间安排

9：40-10：30

10：40-12：00

13：30-14：30

* Qualifications of Sales Professionals专业销售人员的素质

* What is Selling?什么是销售

*What do we sell?

*HML, TT, DPS, CPI，INSURANCE…

*What is selling?

            *Selling is a process of ……

*The 6-Steps Sales Process (Briefing)银行大客户销售六步曲

* Identifying Opportunities第一步：发现机会

*Who are our customers? / Where are they?

*What are we doing now?

* Approaching Customer (Briefing three points) 第二步：接触客户

           *Confident & Professional Image- Non-verbal

           *Different zones (Briefing)

           *Confident & Professional Image-Verbal

* Establishing the Needs 第三步：了解客户需求

          * Cycle of LRQ （由activity过渡到points）

        * Listening Skills (由Questionnaire过渡到此并briefing Eye Contact/Take Notes/Distracted Action)

* Questioning--- Sales Bible Words (Briefing)

          * Type of questioning

            * Open questions (Briefing)

            * Close questions (Briefing)

            * Benefit questions

         * S.P.I.N

* Preparing Recommendations/Presenting Solutions 第四步：准备建议/第五步：介绍产品

         * Buying signals—Nonverbal (Briefing)

           * Buying signals—Verbal      (Briefing)

           * Closing techniques               (Briefing)

           * F.A.B

14：40- 15：40

* Handling Sales Objections 拒绝处理

         * Why does C. raise objections? (Pass)

           * Reasons  (Pass)

         * LAPAC

           * Example1 (Briefing)

           * Let’s try to responding to (Pass)

           * How to respond to…(Pass)

15：40- 16:00

* Ongoing Customer Service 第六步：后续客户服务

16：10-17:20

* Selling Role-play角色扮演

17:20-17:30

* Course Debriefing 课程回顾与总结