舒国华《看清楚，讲精彩，做到位—卓越大客户营销谈判27个路径与技巧》

舒国华老师介绍

老师介绍 : 中国实战营销策划创导者，品牌传播策划专家

主讲课程 : 招商谈判27个路径与技巧；-打造销售冠军，客户营销技巧与策略； -创新营销六大环节； -互联网思维下低成本产品研发／营销与传播；-品牌5S战略管理；—实战渠道拓展及管理六种武器。

助理联系电话：13911448898 谷老师

舒国华《看清楚，讲精彩，做到位—卓越大客户营销谈判27个路径与技巧》

看清楚，讲精彩，做到位—卓越大客户营销谈判27个路径与技巧
主讲：舒国华

课程时间： 2天，分为老师演讲导入（6小时），分组研讨3小时，分组呈现：3小时。老师点评及关闭0.5小时

目的：带着问题来，带着解决方案走

课程背景：

为什么有些产品几乎与它们对手没有什么区别，却能营销大获成功？为什么有些企业万事俱备，经销商却越来越挑剔？为什么有些企业轰轰隆隆砸广告，营销收效甚微？营销的本质到底是什么？我们该如何进行有效营销？

课程收益：

1．为企业解决实际销售问题，提升您的团队销售业绩！

2．课程将深刻诠释销售行为的核心本质，掌握简单易行并行之有效的销售实战技巧，从根本上把握与推进客户购买进程，提升成交率！

3．课程将将彻底打破前期的思考方式的刻板化,提升营销人员的行动能力,思考能力,沟通表达能力

课程特色: 语言幽默,复杂东西简单化、形象化，实战化

课程对象：

总经理、营销副总、销售总监、区域经理、销售经理、营销部门经理及各层营销管理人员、一线销售人员、想提高自身销售能力的业务人员，尤其适合销售总监、经理带领其销售团队集体参加，如课会后能在销售总监、经理的主导下召开研讨会议，针对现状进行分析、对策，对于提升销售水平，大幅提高销售业绩，提高销售团队凝聚力等将会收到良好的效果。

授课形式：

讲授、话术练习、实战训练、小组讨论、情景体验

（其中时间分配：实战讲授占60%，实战训练占20%，互动占20%）

课前准备：

实战教材印刷,保证人手一册

需与学员代表（领导）共同确定课程重点

白板外，投影机、音响、

教室：足够课堂空间、保证充足光线、16—18度温度,通风

课程大纲:

第一步部分：讲精彩---把相同产品卖出不同27个路径

营销人4个境界

说清楚说明白说到位说精彩

认识客户，提炼产品优势

1营销销售品牌的核心基础问题

2中国市场是一个怎样的市场？？机遇是什么？

3公司选择客户的标准

客户营销的五大特征

分析我们的客户

重点客户分类

重点客户特点

4如何把我们的产品说清楚说明白说到位说精彩 27种途径

作业: 我们的竞争优势

我们的市场目标客户及特征

第二部分如何找对人，说对话，做对事？—关键客户的寻找跟进与分析

如何找到客户中关键人物？

1建立客户人际关系的5项原则

2客户在哪里？

客户开发与接触需要进行行业研究、企业研究、沟通术语

客户的信息收集与有效开发

公共媒体的信息

政府信息、工商和税务信息

经济组织信息

城市的各种会议、活动信息

竞争对手信息

合作伙伴信息

3如何主动的市场出击获得的客户销售机会信息

4客户关系发展的四种类型

5客户跟进与追踪

销售机会的积累和补充

销售周期判断

销售规划与任务分解

6有效项目判断

7客户分析方法

建立客户内部的组织架构图

尝试找到关键决策人

分析客户内部一般的采购流程

优势劣势评估

进度把控

客户价值链分析

客户信息搜集模板

8如何对客户进行收集情报安插内线

完整准确的客户背景资料

分析客户内部的角色与分工

明确客户关系的比重

制定差异化的客户关系发展表

建立基本的客户档案

分析情报,掌握客户的进展

9如何处理被客户拒绝的心态

客户拒绝的原因

面对拒绝的信念

第三部分看清楚—营销冠军如何察言观色（自知者明，知人者胜）

如何从接触过程中外貌体形言谈举止中去判断客户性格类型，客户思维类型，客户内心变化，发现和满足客户需求。

1理解客户的性格特征

A远看体形粗略判断准确率30%

判断类型

B近看五官谨慎判断准确率60%

判断格局，思考类型

眼部特征

眉毛特征

嘴部特征

脸部正面特征

脸部侧面特征

C细看变化仔细判断准确率70%

判断内心

演练：

第四部分作到位---营销谈判的落地实施

1营销计划的本质是什么

2招什么样的商？？重点重视的5种客户类型

3营销中经销商注重的因素主要7大部分26个问题

4 客户商业计划制定：

客户需求分析

数据化分析模板和分析

终极利益

隐性需求和显性需求

需求假设

定量和定性分析

E方案及产品制订

需求和产品分类

解决方案模板

产品推广流程

行业方案制定

产品推介会

5新客户追单

备注： 具体课程大纲及内容可能有细微变化，如需要最新版课程详细介绍请联系……..

注：本站文章转载自网络，用于交流学习，如有侵权，请告知，我们将立刻删除。
Email：grlwwf@163.com

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舒国华 老师介绍

舒国华《看清楚，讲精彩，做到位—卓越大客户营销谈判27个路径与技巧》

舒国华老师课程大纲

舒国华教授观点

师资分类导航

相关老师

热门总裁班

舒国华老师介绍