ок практикума: Результаты
Знакомство

Сбор ожиданий

Лестница продаж

Понятие клиентоориентированных продаж

Определено единое понимание актуальности темы, создана мотивация на работу и развитие, разобраны основные определения.
Установление контакта

– Треугольник продаж.

– Преимущества компании и ее товара

– Позитивный настрой и профессионализм продавца

– Правило социального обмена

– Приветствие и его значение для продавца и для покупателя.

– Внешний вид продавца. Открытые и закрытые позы.

Актуализирована важность позитивного настроя в продажах, изучены и отработаны методы формирования позитивного впечатления о продавце
Установление контакта

– Почему вопросы не работают?

– Слова-крючки в продажах

– Определение типа покупателя для правильного установления контакта (авторская типология «зайцы-ежи-черепахи»)

– Техники преодоления «Нет, спасибо, я просто смотрю» или «Я хочу остаться один»

Отработаны навыки определения типа покупателей для правильной подстройки, навыки вступления в контакт и работы с покупательским «Я сам»
Выяснение потребностей

Типы потребностей покупателей

Типы вопросов

Работа с покупательским «Хочу того, не знаю чего!» (авторская типология «Люди-да и люди-нет»)

Разобраны типы вопросов и основные потребности клиентов, отработаны навыки задавания вопросов и работы с покупательским «Хочу того, не знаю чего!»
Выяснение потребностей

Слова-пустышки в продажах

Критериальные слова и слова-маркеры в речи клиента (авторская методика)

Изучены и отработаны приемы активного слушания для более точного выяснения потребностей.
Презентация товара

Язык пользы

Отсылка к словам клиента в презентации

Эмоции и логика в продажах

Формула презентации «3 выгоды + 2 цифры + 1 метафора»

Изучены и отработаны основные приемы презентации товара
Работа с возражениями

Откуда берутся возражения?

Формула снятия возражений

Работа с клиентским «Я подумаю!»

Разобраны понятия «явные» и «скрытые» потребности клиента, отработаны навыки присоединения к возражениям и работы с ними
Завершение продажи

Признаки готовности к покупке

Техники завершения продажи

Подведение итогов тренинга

 

Изучены и отработаны основные техники завершения продажи.

Создан план шагов продавцов на ближайший месяц для развития навыков продаж на местах

 

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