康建鹏《咨询顾问能力模型和技能培养》

康建鹏老师介绍

老师介绍 : 原GE医疗中国区副总裁

主讲课程 : 领导力转型/业务领导力模型（BLM）》《解决方案/顾问式营销》《管理者九项修炼》《影响力》《情景领导力》

助理联系电话：13911448898 谷老师

康建鹏老师

战略与领导力专家/原GE医疗中国区副总裁、IBM高级顾问

一、课程背景

通过本次课程的培训，使学员学习并建立对咨询顾问岗位的能力认知，并通过练习来掌握其中的六项基本技能，快速提升学员的能力。

l 行业分析

l 有效沟通

l 客户管理

l 基于问题的解决方案

l 演讲技巧

l 价值销售

本课程通过讲师讲解的授课方式结合案例练习，让学员学中练、练中学，对咨询工作有一个正确的认知，可以从容面对不确定的环境下的挑战。通过学习，使学员全面了解成为一名合格的咨询顾问需要掌握的全部技能，同时根据自身的特点，扬长避短，重点夯实六项基本技能，胜任工作并超越自己，为客户和公司带来更大的价值。

二、课程特点

授课形式：理论讲解+案例分析

突出理论特点，注重知识理解、案例分析，其中理论讲解60%，案例分析40%。

三、 课程收益

1. 了解咨询顾问岗位的基本要求

2. 学习和掌握做好咨询顾问的六个基本技能。

3. 学习和掌握完成技能培养的关键方法和工具。

四、课程模式

1. 中文教学、面授

2. 案例分析

五、受众对象

1. 售前支持、销售经理和高潜销售人员

2. 项目经理

六、时间安排

系统学习2天（12小时）

七、课程内容

一、咨询顾问能力模型概述

1. 咨询顾问能力模型

2. 通用能力

3. 专业能力

4. 讨论：自我画像

二、 Mod1-行业专家

1. 行业战略分析

2. 行业的业务分析

3. 案例分析：企业价值链分析

三、 Mod2-有效沟通

1. 有效沟通的方法

2. 有效沟通的场景训练

3. 案例练习和分析：

四、 Mod3-客户管理

1. 客户分析:决策链上的利益相关人

2. 客户画像

3. 建立信任与影响力

4. 小组练习: 谁是KOL

五、 Mod4-基于问题的解决方法

1. 挖掘客户的真实需求：SPIN

2. 构建问题树

3. 正确的描述和解读：MECE

4. 小组讨论和练习:

六、 Mod5-演讲技能

1. 演讲准备三步

a) 演讲对象分析

b) 演讲的节奏化

c) 吸引力设计

2. 行为标准

a) 如何不“紧张”

b) 积极的形象

c) 运用声音的力量

3. 问答环节的技巧

4. 小组讨论和练习：

七、 Mod6-价值建议方法论入门

1. 价值建议方法论介绍

2. 价值建议的六个问题

3. 价值建议方法论的四部曲

a) Step 1: Value Identification

b) Step 2: Value Solutioning

c) Step 3: Value Deal Making

d) Step 4: Value Realization

4. 小组讨论和练习

八、总结

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

上一篇：康建鹏《情境领导力》

下一篇：康建鹏《企业战略管理》

咨询电话

咨询电话：

13911448898（谷老师） | 浏览次

申请流程：

电话或【在线申请】提交需求签订合同安排授课

康建鹏老师课程大纲

康建鹏教授观点

康建鹏：2023年国内创新全面突破，药械出海大势正强

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康建鹏老师介绍