华尔街课程顾问销售技能培训课件省公共课一等奖全国赛课获奖课件.pptx
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1、1Q&A Gloria Ge-10-6WSE SALES TRAINING第1页21.Close the contract,2nd appointment2.Sign the contract and leave big deposit,2nd appointment3.Sign the contract and leave small deposit(500RMB or less),2nd appointment4.Leave big deposit(10%),2nd appointment5.Small deposit,2nd appointment6.2nd appointment7.M
2、ake the client like you Establish a relationship!First Interview for Sales Presentation OBJECTIVESNo Deposit,no 2nd;No 2nd,no contract!第2页3First Interview for Sales Presentation 主要性主要性-Why English有效性有效性-Why WSE紧迫性紧迫性-Why Now THE CLIENT SHOULD LEAVE WITH BELOW 3 PROBLEMS SOLVED第3页4PreparationThe Pres
3、entationProcessWelcome ClientIce breakingShow CenterPromotion giftQ&ABiz Card Exchange Solution&AdvantageSelf Introduction第4页5OBJECTIVETo Have PreparedTo be mentally and physically ready to give a great presentation1.Personal appearance2.Clean and tidy office3.Stationery4.Business card5.Registration
4、 form6.Handout 7.PCPCONSULTATIONSTEP 1:Preparation8.Sales Manual -Scholarship Certificate -Guarantee letter -Price list -New/renew contract -Method explanation -Level descriptionATTITUDEConfident&ProfessionalYou never have a second chance to make a first impression第5页6Establish a relationship&make a
5、 great first impressionProfessional,Natural,Confident and FriendlyCONSULTATIONSTEP 2:Welcome Client 1.Read though the questionnaire 2.Walk directly to the prospect 3.Introduce yourself/Shake hands 4.Welcome the prospect:Welcome,my name is,Im your course consultant,Is your 1st time to come?5.Walk wit
6、h the prospect and show aroundOBJECTIVEHOWATTITUDE第6页7OBJECTIVEEstablish a relationship and win the trust1.Smile2.How did you come here/convenient 3.Talk about weather,traffic4.Do you have any friend used to study here?Natural,Confident,PleasedBe a friendCONSULTATIONSTEP 3:Break the IceHOWATTITUDESm
7、all Talk with the client when you show the center第7页8OBJECTIVELINE OF ARGUMENTRESOURCESATTITUDETOOLSVisualize the Learning Process/Warm up 1.Lab 2.Classrooms 3.Social Club 4.English Corner When we show the client the Center and talk about the activities we get them involved.We use the second person,
8、introducing him/her to a teacher and the Sec/Receptionist.Relaxed.Greet other students/staffThe whole Center,staff,students CONSULTATIONSTEP 4:Show CenterOnly need simply introduce the different facility第8页9Cheerful,Happy,Excited&ProfessionalCONSULTATIONSTEP 5:Promotion GiftHandlingOBJECTIVEHOWATTIT
9、UDE1.Hand the gift to the client2.Explanation of the promotion gift3.Congratulate themGive free gift to the client Congratulations 第9页10Cheerful,Happy,ProfessionalCONSULTATIONSTEP 6:CCs Role IntroductionOBJECTIVEHOW ATTITUDE1.Introduce yourself to the client2.Your name again,and Chinese name3.Tell t
10、he client what you are going to do next today4.Tell the client whats your responsibility in the futureCC self-introduction to the client第10页11Nice,ProfessionalCONSULTATIONSTEP 7:Biz card exchangeOBJECTIVEHOWATTITUDE1.This is my Biz card2.Lets change the card3.Thanks/Its Ok,Then bring me next timeGet
11、 clients Biz card/prepare for the next step:Q&A第11页12Key Concepts of Selling ProcessOpportunityNeedFeatureClose ProbeBenefitPersuadeKEY CONCEPT OF THE SELLING PROCESS第12页13OBJECTIVEHOWATTITUDE1.Guild the client talk2.Listen 3.Take notesCare,Interested,Focus,Friendly,Encourage,GuildCONSULTATIONSTEP 8
12、:Q&ADesire&Decision maker第13页14Key Concepts of Selling ProcessKEY QUSETIONS TO ASK CLIENTS 过去 1现在 2未来 3英语学习 AA1A2A3工作生活 BB1B2B3 B3=Desire Benefit Investment第14页15Key Concepts of Selling ProcessKEY QUSETIONS TO ASK CLIENTS Start from Biz cardYes:describe the Biz cardNo:Ask the information of the Biz
13、cardBiz Card information includes:Company name:industry/company(development)Job title:How long with the company/position Position in the company(development)Position detailed job responsibilityAddress:Time/Traffic 第15页16A2:How is your English level?Do you need to speak English when you work?Is there
14、 any foreigner in your company?B2:Whats your company like?What do you do?Who do you speak English to:your boss/client/colleagues?In what kind of situation do you use English:Meeting/report/call/email/presentation?How often do you speak English?How long have you worked in this company?Is your 1st job
15、?B1:Whats your last job?Why do you change to the current job?Where are you from?Why do you come to SH?KEY QUSETIONS TO ASK CLIENTS 第16页17KEY QUSETIONS TO ASK CLIENTS B3:Can you tell me why do you want to improve your English?How benefit will be if you improve your English?What are you going to do wi
16、th your improved English?A3:How good do you want your English to be?Why?How long do you plan to make it?Why?A1:Whats your past learning experience?A2:List all problems九大困难:勾引九大困难:勾引+诊疗诊疗大班讲课大班讲课中教老师,老师质量中教老师,老师质量缺乏语言环境缺乏语言环境发音不准不敢开口发音不准不敢开口担心害羞尴尬不敢开口担心害羞尴尬不敢开口死记硬背,前背后忘死记硬背,前背后忘汉字思维汉字思维经常出差加班时间不固定经常出
17、差加班时间不固定惰性,无法坚持惰性,无法坚持第17页18OBJECTIVECONSULTATIONSTEP 9:Solution&AdvantagesLINE OF DISCUSSION1.Review whats the client current English situation,problems,objectives2.Find out clients Key problems that can be only solved by WSE3.Offer solution:I think what you need is4.Then Let me introduce how WSE c
18、ould help you to solve such problems and reach your learning objectivesATTITUDEProfessional Bridge for the Q&A to MethodBrief idea for both Client and CCFeature and Benefit第18页19FAB TalkFeatureBenefitAdvantageProducts characteristicsThe detailed advantagesProducts value to clients has features that
19、is to say so you can 第19页20OBJECTIVECONSULTATIONSTEP 10:MethodLINE OF DISCUSSIONHOW1.Explain what method works2.Use the method formMake the client feel:It will work for me ATTITUDE Honest,Professional and cheerfulGive a short explanation on how the method works.You should always include the clients
20、need and offer clear solutions and advantages.Make connections!第20页21Monday to Friday:9:00 am to 9:00 pm Saturday&Sunday:9:00 am to 7:00 pmCONSULTATIONSTEP 11:MULTIMETHOD SOCIAL CLUB ACTIVITYWITH FOREIGN TEACHER12 STUDENTS MAXIMUMENGLISH CORNER+E-VILLAGEMUST CREATE VALUE!CLASS WITH FOREIGN TEACHER 4
21、 STUDENTS MAXIMUMFLUENCY CLASSWITH FOREIGN TEACHER8 STUDENTS MAXIMUMCOMPLETE STUDENT MANUALPREPARATION IN THE SPEAKING ZONE or ENGLISH ANYTIME STUDY ADVISORAny questions?第21页22OBJECTIVECONSULTATIONSTEP 12:FeedbackLINE OF ARGUMENT1.Ultimate flexibility in time and physical location2.Additional fun co
22、ntent via the internet3.Customized study level4.Exercise review 5.Great control over studying pace6.Additional exercises and dictionaries7.On-line service(reserve activity,review schedule,check progress,update information,the Villge,English Anytime)Explain advantages of English Anytime第22页23WALL STR
23、EET ENGLISHBrief History“正如您所知道,我们是一所国际化英语语言培训学校。我们目标正如您所知道,我们是一所国际化英语语言培训学校。我们目标是提升学生英语沟通能力。我们不是要教学生经过考试简单方法而是提升学生英语沟通能力。我们不是要教学生经过考试简单方法而是锻炼学生沟通技能使得他们真正能够在生活和工作当中应用英语。是锻炼学生沟通技能使得他们真正能够在生活和工作当中应用英语。我们学校最早于我们学校最早于1972年在意大利成立。我们在全世界有年在意大利成立。我们在全世界有30多年英语多年英语培训经验。现在我们在全世界有超出培训经验。现在我们在全世界有超出400个学习中心,包含
24、欧洲,个学习中心,包含欧洲,南美洲和亚洲。华尔街于年南美洲和亚洲。华尔街于年6月进入中国,现在北京,上海,广州月进入中国,现在北京,上海,广州共有共有14所中心。亚洲香港,台北,新加坡,泰国也有华尔街中心。所中心。亚洲香港,台北,新加坡,泰国也有华尔街中心。我们已经成功培训了超出我们已经成功培训了超出1,000,000名象您一样成年人讲流利英文名象您一样成年人讲流利英文”第23页24CONSULTATIONSTEP 13:Customer Feedback“DO YOU HAVE ANY QUESTIONS?”第24页25OBJECTIVELINE OF ARGUMENTLevel reach
25、ed at the end of eachstage CREATE VALUE!1.Survival2.Way stage3.Upper Way stage4.Threshold5.Milestone6.Mastery7.BOL(1-6)CONSULTATIONSTEP 14:Level DescriptionHOWIntroduce WSI courses with PCPAccording to customers needs第25页26OBJECTIVELINE OF DISCUSSIONRESOURCESTOOLSDesign WSI courses“WSI has what I ne
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