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800463linux-dev-mtg19:40:1080046319:40:10发疯一样干，看他每天下班是不是笑眯眯回家！
<html>
<head>
<title>销售精英2天一夜疯狂训练</title>
<meta name="GENERATOR" content="Microsoft FrontPage 3.0">
</head>
<body>
<div align="left">
<table border="1" width="732" height="241">
<tr>
<td width="732" height="241"><table>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl72" width="22" style="height:14.25pt;width:17pt"></td>
<td class="xl73" width="563" style="width:422pt"></td>
<td class="xl71" width="27" style="width:20pt"></td>
</tr>
<tr height="25" style="height:18.75pt">
<td height="25" class="xl67" style="height:18.75pt"></td>
<td class="xl56">
销售精英2天一夜疯狂训练</td>
<td class="xl64"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl61" style="height:14.25pt"></td>
<td class="xl58"></td>
<td class="xl60"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl66" style="height:14.25pt"></td>
<td class="xl54"
x:str="【培训时间】2012年6月16-17上海、6月30-7月1佛山、8月18-19广州、7月14-15北京 ">【培训时间】2012年6月16-17上海、6月30-7月1佛山、8月18-19广州、7月14-15北京<span
style="mso-spacerun:yes"> </span></td>
<td class="xl63"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl66" style="height:14.25pt"></td>
<td class="xl54" x:str=" 8月11-12日上海、8月18-19日广州 "><span
style="mso-spacerun:yes">
</span>8月11-12日上海、8月18-19日广州<span style="mso-spacerun:yes"> </span></td>
<td class="xl63"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl66" style="height:14.25pt"></td>
<td class="xl54">【培训对象】总经理、销售总监、区域经理、销售经理、业务代表销售培训专员</td>
<td class="xl63"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl66" style="height:14.25pt"></td>
<td class="xl54">【培训费用】2470元/人（包括资料费、午餐及上下午茶点等）</td>
<td class="xl63"></td>
</tr>
<tr height="20" style="mso-height-source:userset;height:15.0pt">
<td height="20" class="xl79" style="height:15.0pt"></td>
<td class="xl78">主办单位：高森培训网(www.gaosenpx.com)</td>
<td class="xl77"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl79" style="height:14.25pt"></td>
<td class="xl80">【垂询热线】<span style="mso-spacerun:yes"> </span>４００-６８３-９８８５(免长途话费)<span
style="mso-spacerun:yes"> </span>q--q:９７６６８１５８１</td>
<td class="xl77"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl76" style="height:14.25pt"></td>
<td class="xl74">【深圳/市场部】０７５５-６１２８９５５８<span
style="mso-spacerun:yes"> </span>业务信箱：vipppt@sina.com</td>
<td class="xl75"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl66" style="height:14.25pt"></td>
<td class="xl59"></td>
<td class="xl63"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl61" style="height:14.25pt"></td>
<td class="xl58">【课程背景】</td>
<td class="xl60"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" colspan="2" style="mso-ignore:colspan;border-right:1.0pt solid #333399"> <span
style="mso-spacerun:yes"> </span>Judge（评价）一个人,一个公司是不是优秀,不要看他是不是Harvard（哈佛大学）是不是</td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" colspan="2" style="mso-ignore:colspan;border-right:1.0pt solid #333399">Stanford（斯坦福大学）不要judge（评价）里面有多少名牌大学毕业生，而要judge（评价）这帮</td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">人干活是不是发疯一样干，看他每天下班是不是笑眯眯回家！</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">―――――― 阿里巴巴公司马云</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1. 为什么相同的产品，业务人员的业绩相差几十倍？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2.
为什么销售人员经常向公司申请政策支持，但业绩却很不理想？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">3. 为什么不同的客户，销售人员说词千篇一律？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">4. 为什么销售人员轻易给客户亮出自己的“底牌”？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">5.
都知道要多听少说，但为什么遇到客户后连说都不会说呢？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">6. 为什么销售人员总是误解客户要表达的意思？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">7.
为什么销售人员总是以打工者的心态，不愿意更多的投入？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">8.
为什么销售人员报销的费用越来越高，但业绩却越来越不理想？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>是因为你没有参加销售精英2天一夜疯狂训练</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl61" style="height:14.25pt"></td>
<td class="xl58">【课程目标】 </td>
<td class="xl60"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1. 2天1夜内完成36个讨论题，17个案例分析题；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2. 分组讨论，训练为主，互动式教学，真实案例分析</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">3. 既有抢答，又有辩论，还有现场演练；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">4. 将销售管理融入培训现场：</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>不仅关注个人学习表现，而且重视团队合作；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>不仅考核个人得分，而且考核团队得分；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>不仅考核学员的学习成绩，而且考核学员学习的参与度；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl61" style="height:14.25pt"></td>
<td class="xl58">【导师简介】[王越]</td>
<td class="xl60"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"> 中国销售精英疯狂训练创始人；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"> 销售团队管理咨询师、销售培训讲师；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"> 曾任可口可乐（中国）公司业务经理；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"> 阿里巴巴（中国）网络技术有限公司业务经理</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"> 清华大学.中山大学.南京大学EMBA特邀培训讲师；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" colspan="2" style="mso-ignore:colspan;border-right:1.0pt solid #333399"
x:str="' 2000年至今一直从事销售与销售人员激励与训练工作，曾任可口可乐的业务经理，全球知名企"> 2000年至今一直从事销售与销售人员激励与训练工作，曾任可口可乐的业务经理，全球知名企</td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" colspan="2" style="mso-ignore:colspan;border-right:1.0pt solid #333399">业阿里巴巴公司的业务经理，曾每月疯狂上门拜访100家以上的客户,半军事化的销售职业生涯，高</td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" colspan="2" style="mso-ignore:colspan;border-right:1.0pt solid #333399">强度的工作压力,全面系统的受训经历，积累了丰富的客户收集、销售谈判、客户跟进、客户服务、</td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="'自我激励的经验，在公司曾获“悍将杯”榜眼。">自我激励的经验，在公司曾获“悍将杯”榜眼。</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">主讲课程：</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"
x:str="'《销售精英疯狂训练营》 《销售主管巅峰训练》 ">《销售精英疯狂训练营》<span
style="mso-spacerun:yes"> </span>《销售主管巅峰训练》<span
style="mso-spacerun:yes"> </span></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">《电话销售精英提升训练》<span style="mso-spacerun:yes">
</span>《店面销售技巧》</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">《礼仪与职业素养》<span style="mso-spacerun:yes">
</span>《销售中的考核与高压线》</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">《销售心理学》</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl61" style="height:14.25pt"></td>
<td class="xl58">【课程大纲】</td>
<td class="xl60"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">一、销售人员应该具备的10个心态</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1. 做销售要有强烈的企图心<span style="mso-spacerun:yes">
</span>— 成功的欲望</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2. 做销售不要总是为了钱<span style="mso-spacerun:yes">
</span>— 有理想</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="'3. 拜访量是销售工作的生命线 — 勤奋">3.
拜访量是销售工作的生命线<span style="mso-spacerun:yes"> </span>—
勤奋</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">4. 具备“要性”和“血性”<span style="mso-spacerun:yes">
</span>— 激情</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">5. 世界上没有沟通不了的客户<span style="mso-spacerun:yes">
</span>— 自信</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="'6. 先“开枪”后“瞄准” — 高效执行">6. 先“开枪”后“瞄准”<span
style="mso-spacerun:yes"> </span>— 高效执行</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">7. 不当“猎手”当“农夫”<span style="mso-spacerun:yes">
</span>— 勤恳</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">8. 坚持不一定成功，但放弃一定失败<span
style="mso-spacerun:yes"> </span>— 执着</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="'9. 胜则举杯相庆，危则拼死相救 — 团结">9.
胜则举杯相庆，危则拼死相救<span style="mso-spacerun:yes">
</span>— 团结</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">10. 今天的努力，明天的结果<span style="mso-spacerun:yes">
</span>— 有目标</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="'二、与客户打交道的9个基本原则">二、与客户打交道的9个基本原则</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1. 销售谈判中为什么一定要以客户为中心？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：沟通就是与客户确立共同点的过程</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：销售就是把客户的事当自己的事</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2. 不要满足销售人员头脑想像中的客户；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="' 案例：客户提出来的不一定是他非常在意的"><span
style="mso-spacerun:yes"> </span>案例：客户提出来的不一定是他非常在意的</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：客户并不一定是你想的那个态度</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">3. 不要主观臆测，以已推人；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：你遇到的问题，别人不一定会遇到</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57" x:str="'4. 客户有意向，就一定会买吗？">4.
客户有意向，就一定会买吗？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：态度不能完全决定行为，行为可以影响态度</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">5. 客户喜欢专家的知识，不喜欢专家的姿态</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：适当的自我示弱，获得别人的好感</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">6. 销售的线路不一定是走直线</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：客户会在不同人面前表现出不同的态度</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">7. 客户的态度是由销售人员引导的</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：多考虑客户的外在因素</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">8. 不要在客户面前传播任何负面的信息</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：客户不喜欢带来负面信息的销售人员</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">9. 客户不不喜欢被伤害，也不喜欢被自己伤害的人</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>案例：当客户对你撒谎时你会怎么做？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">三、沟通中有哪些因素影响客户是否与我们签单?</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">A、谁说？销售人员自己的因素</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>客户为什么对不同的销售人员有不同的态度？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>使客户产生信赖感要满足哪些因素？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>如何让自己更自信？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">B、说些什么？说词不要千篇一律</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1. 何时要用逻辑性的理性说服？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2. 何时要用激发情绪反应的情感说服？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">3. 何时介绍自己产品的缺点？何时不能？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">4. 何时介绍竞争对手的公司？何时不能？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">5. 客户迟迟不下决定的原因有哪些？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">6. 先发言与后发言，谁更有优势？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">7. 客户告诉你一大堆竞争对手的优势，你会如何处理？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">C、对谁说？客户因素的影响</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">四、如何设计销售不同阶段的提问内容？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第一、为什么要“问”？为什么要学习提问</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>死了都要问，宁可问死，也不憋死!</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>提出的问题一定是提前设计好的</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>客户的回答一定是自己可控制的</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第二、怎么“问”？提问有哪些方法</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>常用的3种提问法</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>提问时需要注意的6个原则</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第三、对谁“问”？不同客户的提问方式</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1、客户文化水平的影响</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2、客户熟知程度的影响</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">3、客户时间与兴趣的影响因素</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">4、销售中不同阶段的影响</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第四、“问”什么？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>与客户初次见面要了解哪9个问题？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>当客户提出异议时应该提出哪5个问题？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>客户有了供应商时要问哪4个问题？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>客户拒绝购买,你需要了解哪3个问题?</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>合同成交后,你要了解哪4个问题?</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">五、如何判断真实的想法—有效倾听四步骤</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>倾听是尊重别人，弄懂别人的意思</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第一步、停止动作，停止7个不良的心态和行为</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第二步、仔细观察，通过4个方式观察客户要表达真实意思</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第三步、充分鼓励客户表达的3方式</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">第四步、安全通过，确定客户真实意思</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">六、如何处理议价问题</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1、如何给客户报价</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>如何处理客户与销售人员初次接触时询价</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>正式报价前需要确认哪4个问题？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>报价时需要注意的6项原则</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>什么时候报实价？什么时候报虚价？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2、如何处理客户的还价</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>当客户还的价格是你完全可以接受时你会如何处理？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>当客户还的价格是你没办法接受时，你会如何处理？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>什么时候可以降价，什么时候不能？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>降价时需遵守的6项基本原则</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>拒绝客户的技巧</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>如何应对客户的连续问价？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"><span style="mso-spacerun:yes"> </span>如何应对客户一味地压价？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">七、不同客户情况如何洽谈</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">1. 当我们是客户接触的第一个供应商时；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">2. 当我们是客户接触的第二个以上供应商时；</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">3. 如何应付“捣乱者”？</td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57"></td>
<td class="xl62"></td>
</tr>
<tr height="19" style="height:14.25pt">
<td height="19" class="xl65" style="height:14.25pt"></td>
<td class="xl57">课程需知:A.请参会学员带好一盒名片,以便晚宴交流学习</td>
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<td class="xl57"><span style="mso-spacerun:yes">
</span>B.建议团队参加并带好自己的产品可以现场模拟销售.并归档出最佳销售方案</td>
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