第1页共48页编号：时间：2021年x月x日书山有路勤为径，学海无涯苦作舟页码：第1页共48页销售人员培训教材1----职业技能培训1、如何识别客户的利益点............................................................................................................21.1将特性转换成利益的技巧.................................................................................................21.2为客户寻找购买的理由....................................................................................................32、如何做好产品说明....................................................................................................................62.1什么是产品说明................................................................................................................62.2产品说明的技巧................................................................................................................72.3产品说明三段论法...........................................................................................................72.4图片讲解法....................................................................................................................103、展示的技巧..............................................................................................................................133.1什么是展示......................................................................................................................133.2展示说明的注意点.........................................................................................................143.3准备您的展示讲稿.........................................................................................................154、如何撰写建议书......................................................................................................................174.1建议书的准备技巧.........................................................................................................184.2建议书的撰写技巧.........................................................................................................184.3建议书的构成................................................................................................................205、客户异议的处理......................................................................................................................275.1客户异议的含意............................................................................................................285.2异议产生的原因............................................................................................................295.3处理异议的原则............................................................................................................305.4客户异议处理技巧...........................................................................................................316、达成最后交易的技巧..............................................................................................................366.1达成协议的障碍............................................................................................................376.2达成协议的时机与准则.................................................................................................376.3达成协议的技巧................................................................................................
