课程详情
培训对象
银行客户经理
培训收益
掌握银行大客户销售六步曲
课程内容
主要内容
* Greeting to everybody开场破冰
* Introduction / Course Objection课程介绍
* Time Table时间安排
* 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
*
* 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)
*
* 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)
* Ongoing Customer Service 第六步：后续客户服务
* Selling Role-play角色扮演
* Course Debriefing 课程回顾与总结
* Greeting to everybody开场破冰
* Introduction / Course Objection课程介绍
* Time Table时间安排
* 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
*
* 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)
*
* 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)
* Ongoing Customer Service 第六步：后续客户服务
* Selling Role-play角色扮演
* Course Debriefing 课程回顾与总结
课程安排
主要内容
* Greeting to everybody开场破冰
* Introduction / Course Objection课程介绍
* Time Table时间安排
* 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
* 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)
* Ongoing Customer Service 第六步：后续客户服务
* Selling Role-play角色扮演
* Course Debriefing 课程回顾与总结
* Greeting to everybody开场破冰
* Introduction / Course Objection课程介绍
* Time Table时间安排
* 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
* 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)
* Ongoing Customer Service 第六步：后续客户服务
* Selling Role-play角色扮演
* Course Debriefing 课程回顾与总结
师资介绍
刘先生拥有经济学硕士学位，在国内著名金融机构和跨国银行从事了十年的营销管理和培训工作，其中包括五年的营销管理经验和五年的培训经验。刘先生在金融领域拥有多项专业证照，包括经济师职称，国际理财规划师（CFP）认证，拥有银行、证券、保险从业资格。他丰富的经历包括：经理，现任职于某外资银行中国区培训部；培训经理，荷兰银行中国区 ；销售经理，招商银行信用卡中心；项目经理，平安保险总公司渠道发展部。刘先生所擅长的培训课程包括：个人理财规划，银行销售与服务，商务谈判，销售管理，团队长辅导技巧，顾问式营销，渠道管理等等。刘先生的授课风格以高度而紧凑的互动模式著称，透过演示和角色扮演的方法，将课程的主要观念灌输在学员的实践当中，有效地将观念转化为行动，进而累积为习惯。
刘先生除为自己所在的公司提供内部培训以外，还为很多著名企业和机构提供了培训和咨询服务，这些企业包括：上海复旦大学硕研咨询公司，中国人民大学研究生部上海分部，上海金融管理学院，上海交通大学道明诚咨询公司，湘财证券上海营业部，渣打银行上海分行，重庆农村商业银行，等等。
刘先生除为自己所在的公司提供内部培训以外，还为很多著名企业和机构提供了培训和咨询服务，这些企业包括：上海复旦大学硕研咨询公司，中国人民大学研究生部上海分部，上海金融管理学院，上海交通大学道明诚咨询公司，湘财证券上海营业部，渣打银行上海分行，重庆农村商业银行，等等。
其他信息
建议不超过20人
