华尔街课程顾问CC专业培训资料

8. Sales Manual - Scholarship Certificate - Guarantee letter - Price list - New/renew contract
6. Handout
7. PCP
ATTITUDE
- Method explanation
- Level description
What are you going to do with your improved English? A3: How good do you want your English to be? Why? How long do you plan to make it? Why？ A1: What’s your past learning experience? A2：List all problems九大困难：勾引+诊断
Bridge for the Q&A to Method
HOW
1. This is my Biz card…
2. Let’s change the card…
3. Thanks/It’s Ok, Then bring me next time…
ATTITUDE
Nice, Professional
11
KEY CONCEPT OF THE Key Concepts of Selling Process SELLING PROCESS
WSE SALES TRAINING
Q&A
Gloria Ge 2012-10-6
1
First Interview for Sales Presentation
OBJECTIVES 1. Close the contract, 2nd appointment 2. Sign the contract and leave big deposit, 2nd appointment 3. Sign the contract and leave small deposit (500RMB or less), 2nd appointment 4. Leave big deposit(10%), 2nd appointment 5. Small deposit, 2nd appointment 6. 2nd appointment 7. Make the client like you– Establish a relationship！
2. How did you come here/convenient
Small Talk with the client when you show the center
3. Talk about weather, traffic… 4. Do you have any friend used to study here?
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? B1: What’s your last job? Why do you change to the current job?
ATTITUDE
Natural, Confident, Pleased Be a friend
7
CONSULTATION STEP 4: Show Center
OBJECTIVE
Visualize the Learning Process/Warm up
1. 2. 3. 4. Lab Classrooms Social Club English Corner
KEY QUSETIONS TO ASK CLIENTS
Biz Card information includes:
Company name: industry/company (development)
Job title: How long with the company/position Position in the company (development) Position detailed job responsibility Address: Time/Traffic
Confident & Professional
5
CONSULTATION STEP 2: Welcome Client
OBJECTIVE
Establish a relationship & make a great first impression
HOW
1.Read though the questionnaire 2.Walk directly to the prospect 3.Introduce yourself/Shake hands 4.Welcome the prospect: Welcome, my name is…,I’m your course consultant…, Is your 1st time to come? 5. Walk with the prospect and show around
CC self-introduction to the client
HOW
1. Introduce yourself to the client 2. Your name again, and Chinese name 3. Tell the client what you are going to do next today
3
The Presentation
Preparation Welcome Client Ice breaking
Process
Show Center Promotion gift Self Introduction Biz Card Exchange Q&A Solution & Advantage
Where are you from? Why do you come to SH?
16
KEY 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?
ATTITUDE
Professional, Natural, Confident and Friendly
6
CONSULTATION STEP 3: Break the Ice
OBJECTIVE
Establish a relationship and win the trust
HOW
1. Smile
LINE OF ARGUMENT
RESOURCES
Only need simply introduce the different facility
When we show the client the Center and talk about the activities we get them involved. We use the second person, introducing him/her to a teacher and the Sec/Receptionist. Relaxed. Greet other students/staff
No Deposit, no 2nd; No 2nd, no contract！
2
First Interview for Sales Presentation
THE CLIENT SHOULD LEAVE WITH BELOW 3 PROBLEMS SOLVED
• 重要性 --- Why English • 有效性 --- Why WSE • 紧迫性 --- Why Now
4. Tell the client what’s your responsibility in the future
ATTITUDE
Cheerful, Happy, Professional
10
CONSULTATION STEP 7: Biz card exchange
OBJECTIVE
Get client’s Biz card/prepare for the next step: Q&A
………
4
CONSULTATION STEP 1: Preparation
OBJECTIVE
Байду номын сангаас
To be mentally and physically ready to give a great presentation
To Have Prepared
1. Personal appearance 2. Clean and tidy office 3. Stationery You never have a second chance to make a first impression 4. Business card 5. Registration form
KEY QUSETIONS TO ASK CLIENTS
现在 2 A2 B2
未来 3 A3 B3
Key Concepts of Selling Process
Start from Biz card Yes: describe the Biz card No: Ask the information of the Biz card
2. Explanation of the promotion gift
3. Congratulate them
ATTITUDE
Cheerful, Happy, Excited & Professional
9
CONSULTATION STEP 6: CC’s Role Introduction
OBJECTIVE
ATTITUDE
TOOLS
The whole Center, staff, students
8
CONSULTATION STEP 5: Promotion Gift Handling
OBJECTIVE
Give free gift to the client Congratulations
HOW
1. Hand the gift to the client
Opportunity Probe
Need
Feature
Benefit
Close
Persuade
12
CONSULTATION STEP 8: Q&A
OBJECTIVE
Desire & Decision maker
HOW
1. Guild the client talk 2. Listen 3. Take notes
大班授课 中教老师，老师质量 缺乏语言环境 发音不准不敢开口 紧张害羞尴尬不敢开口 死记硬背，前背后忘 中文思维 经常出差加班时间不固定 惰性，无法坚持 17
CONSULTATION STEP 9: Solution & Advantages
OBJECTIVE LINE OF DISCUSSION
ATTITUDE
Care, Interested, Focus, Friendly, Encourage, Guild
13
Key Concepts of Selling Process
过去 1 英语学习 A 工作生活 B A1 B1
B3= Desire Benefit >> Investment
14
15
KEY QUSETIONS TO ASK CLIENTS
A2: How is your English level?
Do you need to speak English when you work?
Is there any foreigner in your company? B2: What’s your company like?