销售技能培训资料.ppt

CHAMPION PCBCHAMPION PCB        诚志电路诚志电路       Sales Skills(1) 销售技能销售技能2024/9/18 Kary 1、 The Top Five Sales Mistakes  2、Know Your Clients 3、Know Your products 4、Good Relationship目目录录2024/9/18The Top Five Sales Mistakes1.没有针对受众量身设计销售说辞（没有针对受众量身设计销售说辞（Not tailoring your sales pitch to your audience））向正确的客户传达错误信息，或者将正确的信息传达给错误的客户.2.2.向非决策者推销向非决策者推销（（Selling to someone who isn’t a decision maker））一般而言，最好的做法是与决策层的某个人预约一次销售会议，对方的职位越一般而言，最好的做法是与决策层的某个人预约一次销售会议，对方的职位越高越好高越好.2024/9/18The Top Five Sales Mistakes3.说得太多，听得太少说得太多，听得太少(Talking more than listening)销售人员对潜在客户说出的每一个词，都应该经过精心设计，要以销售人员对潜在客户说出的每一个词，都应该经过精心设计，要以增强关系和实现销售为目标增强关系和实现销售为目标4.忘记自己的目标：完成一笔销售忘记自己的目标：完成一笔销售(Forgetting your mission: To make a sale)销售业务不是交朋友，目的只是让他成为购买者。

了解客户的业务，预期以销售业务不是交朋友，目的只是让他成为购买者了解客户的业务，预期以及需求）及需求）2024/9/18The Top Five Sales Mistakes5.穿着不得体穿着不得体(Not dressing the part)销售人员最好穿着得体，否则你可能一点机会都没有销售人员最好穿着得体，否则你可能一点机会都没有(在进行面对面的业务拜在进行面对面的业务拜访时，销售人员的穿着应该与客户的穿着相呼应访时，销售人员的穿着应该与客户的穿着相呼应)2024/9/18Know Your Clients1.Know your clients(了解你的客户）了解你的客户）（（1））Looking at your existing clients(看看你看看你现有客户）现有客户） （（2））How well do you know your clients（你（你了解你的客户吗？）了解你的客户吗？）2024/9/18Know Your Clients•How did you get your existing clients? (你是如何得到现有客户的？）•How much do you really know about them?（你对他们真正了解多少？）2024/9/18Know Your Clients•Let’s looking more closely at your existing clients. For example, let’s go one step ahead and let’s look at their clients;（更仔（更仔细的了解的了解现有客有客户，，可以先一步了解客可以先一步了解客户的客的客户））•By looking at your clients’clients, you will learn more about your own clients（了解客（了解客户的客的客户，，你将更多的了解到关于你客你将更多的了解到关于你客户本身）本身）2024/9/18Know Your Clients•Know Information:•3C Country(国家）国家） Culture（文化）（文化） Company（公司）（公司）Clients will like to communicate with a knowledge man according to their cultural patterns . Know more their company information will promote your relationship.2024/9/18Know Your Clients•How well do you know your clients: It is important to have strong relationships with your clients. •How will do you know your clients?•It is essential to have good business relationships with your clients;•Person to person relationship are also essential .Not too much, not too little.2024/9/18Know Your Clients•Example1 •You are in the supermarket that sells equipment, try and think of different products that could sell in a supermarket environment;•Diversify your products;•Keep your clients interest•Always try and think of ways to promote more sales•Next•Know who your client is supplying and what they are selling.•Research is important•Make enquiries 2024/9/18Know Your Clients•Research your client’s business•What are they producing•What other suitable products can you supply?•Present your ideas clearly•Propose your ideas to your clients;•Never presume that they are familiar with every products.•New ideas keep businesses flowing and growing2024/9/18Know Your Clients•Know Your ProductsStronger knowledge about your products•The whole world depends on the development of new ideas (New Ideas: new technology/new equipment/etc.)•You have to show an interest in your clients’ products, not just in getting order.•Know your product and understand what you are selling; (very familiar with your selling products)2024/9/18Know Your Products•When you are confident in the knowledge of your product, your client will be confident enough to buy your product.•If you show that you do not know your product very well, your client will lose confidence in you and will not want to do business with you .(Like some basic information about your products;Equipment in your factory; Basic technology that you should known;Professional action etc.)2024/9/18Know Your Products•For Example: material ?/material come from ?/lead time?/procedures?I need to check it for you/I don’t know/I will reply you immediately etc.you will loss your clients for your those answers.•Confident in your products ;•Confident to introduce your products;•Learn some new things of your products every day.•Talk with your clients confident in your products.2024/9/18Know Your Products•Good Relationship •1.Business Client Relationship•2.Clients Questions•3.Selling Advantages•4.Valuable Information2024/9/18Good Relationship 1.Business Client RelationshipIt is important to have strong relationships with your clients. How well do you know your client? It is essential to have a good business to business relationship ,but you should also try and develop a little person to person relationships•Keep your personal relationship with your client nice and simple.•Uncomfortable conversation: personal question(Family, your kids etc)2024/9/18Good Relationship •Clients Question•For Example•What are you s minimum quantity orders?•Supplier: well, it depends on your requirements and product but I am sure we can accommodate you.•That’s great to hear. I am happy and willing to see if you can met my demands•Supplier:So, which particular item are you interested in ?I will see what the minimum quantities are for that item•That is excellent ,I will e-mail you all the details and requirements2024/9/18Good Relationship •Clients Question•Supplier:Great! I look forward to receiving you e-mail.we will do our best to facilitate your needs in every way we can There is nothing negative about the conversation, I showed confidence and I put my client at case and kept her interested. This is very important ,I have a good start already and I am certain that this client will follow-up with an email.2024/9/18Good Relationship •Selling Advantages•Here are some more tips help you keep your clients away from competitors:•Try and give your clients a picture of the products they are looking for, even something that relates to those products. 2024/9/18Good Relationship •Value Information•1.Be very knowledgeable when you are talking about the products. You must know them very well and be able to talk confidently about them .•2.Know all of those products information that you are selling;2024/9/18Good Relationship •Value Information•3.Don’t be afraid to question your clients about their products. Even if you do not manufacture those products. This is good business and helps to keep your client interested in you as a supplier.•4.As I have stated on the minimum quantity conversation, be very careful when you are asked this question. First find out exactly what your clients want before you give them an answer. Are the NRA looking for thousands, or 5000 or 10000? Be very careful to know exactly what they want first before you give them an answer.2024/9/18Good Relationship •Value Information•5.Be honest and specific with you timing for products, sample and production. Be realistic, allow 1 to 2 day on to what your production manager to tell you, in case of delay for example.•6.If there is no delay and there are no problems, you can ship your samples and production products early. it is better to tell your clients that the products are shipping earlier rather than later and you need more time, you must always allow some time for flexibility2024/9/18Good Relationship •Value Information•7.if there is problem and there is a delay even with the flexibility time. be honest with your clients. Don’t make excuses, don’t blame everyone(the supplier, driver etc).Be honest and say”we just need an extra couple of days to finish the sample”. Don’t blame certain people. This show that you are strong and you can take the responsibility.2024/9/18Good Relationship •Value Information•8.Be cool, be calm ,be confident.2024/9/18Good Relationship •Value Information•9.Show low MOQ •10.Sending money- always state you will not start production until money is in the bank or you will accept bank confirmation.•11.Never ask too many time for the order, let your client wait a day or so, this makes, your clients fell comfortable and feels that you are hiding something from them, it almost feels like you are being ever priced, some never asked so many times after you send in your quotation, give them some time on2024/9/18Good Relationship •Value Information•12.Get letters from your clients about their experience with you and doing business with you, put them on your website. These letters from your previous times are very important as they give evidence of your success in business, enhancing your reputation and helping to attract more clients2024/9/18Good Relationship •。