| 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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