* 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
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