Training Objective:

· Found the Base of Advanced Industrial Selling Culture

· Shape an Impactful Industrial Selling Image

· Improve Sales Competencies of Total Solution Selling

· Empower Sales to Build High Efficient Customer Relationship

· Explore the Sales Strategy after Coronavirus Pandemic

Target Audience:

· Sales, Sales Manager, Sales Engineer

Course Outline:

- Enterprise Selling Culture

- Evolution of Selling Model

- Market Changes after Coronavirus Pandemic

- Sales Success Factors

- Sales Development Dimensions

- Strengths and Challenges after Coronavirus Pandemic

- Solution for Key Challenges

- Professional Sales Mentality

- Understand Customer Individuals

- Professional Sales Communication Skill

- Explore Customer Needs

- Present Tailored Solutions

- Customer Communication Scenario Practice

- Build Personal Influence Power

- Influence Customer Group

- Customer Key Stakeholder Analysis

- Key Account Business Value Chain

- Key Account Planning

- Key Account Execution

- Key Account Follow-up

- Sales Case Real Problem Consulting

课程目标：

· 为建立先进的行业营销文化打基础

· 助力形成有影响力的行业营销形象

· 提升整体解决方案销售的业务能力

· 赋能销售建立高效的大客户关系

· 探索后疫情时代的营销策略

适合人群：

· 直接与客户接触的一线销售、销售主管、售前工程师等

课程大纲：

- 先进的企业营销文化

- 销售模式的演进

- 后疫情时代的市场变化

- 大客户销售的成功要素

- 大客户销售能力提升维度

- 后疫情时代的优势和挑战

- 面对首要挑战的解决方案

- 树立专业的销售心态

- 了解客户对象

- 大客户销售沟通技巧

- 探究客户需求

- 定制和介绍解决方案

- 客户沟通实战模拟

- 建立个人影响力

- 对客户团队施加影响

- 大客户决策链分析

- 大客户销售业务价值链

- 大客户销售的规划能力

- 大客户销售的执行能力

- 大客户销售的跟单技巧

- 销售案例的实战咨询