华尔街课程顾问销售技能培训课件
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4
CONSULTATION STEP 1:
Preparation
You never have a second chance to make a first impressio n
OBJECTIVE
To be mentally and physically ready to give a great presentation
Welcome Client
OBJECTIVE HOW
Establish a relationship & make a great first impression
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
HOW
1. Smile
2. How did you come here/convenient
3. Talk about weather, traffic…
4. Do you have any friend used to study here?
ATTITUDE
NPalteuarsaeld, Confident, Be a friend
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
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！
- Price list
5. Registration form 6. Handout 7. PCP
- New/renew contract
- Method explanation
ATTITUDE
Confident -& PLrevoeflesdseisocnrailption
5
CONSULTATION STEP 2:
HOW
1. Hand the gift to the client 2. Explanation of the promotion gift 3. Congratulate them
To Have Prepared
1. Personal appearance 8. Sales Manual
2. Clean and tidy office
- Scholarship Certificate
3. Stationery
- Guarantee letter
4. Business card
ATTITUDE
PNraotfuersasli,onal,
CForniefniddlenyt and 6
CONSULTATION STEP 3:
Break the Ice
Small Talk with the client when you show the center
OBJECTIVE
Establish a relationship and the trust
3
The Presentation
Process
Preparation Welcome Client
Ice breaking Show Center Promotion gift Self Introduction Biz Card Exchange
Q&A Solution & Advantage
7
CONSULTATION STEP 4:
Show Center
Only need simply introduce the different facility
OBJECTIVE LINE OF ARGUMENT
RESOURCES
ATTITUDE TOOLS
Visualize 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, introducing him/her to a teacher and the Sec/Receptionist.
Relaxed. Greet other students/staff
The whole Center, staff,
students
8
CONSULTATION STEP 5:
Promotion Gift Handling
OBJECTIVE
Give free gift to the client Congratulations
WSE SALES TRAINING
Q&ABiblioteka Baidu
Gloria Ge 2008-10-6
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),
4
CONSULTATION STEP 1:
Preparation
You never have a second chance to make a first impressio n
OBJECTIVE
To be mentally and physically ready to give a great presentation
Welcome Client
OBJECTIVE HOW
Establish a relationship & make a great first impression
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
HOW
1. Smile
2. How did you come here/convenient
3. Talk about weather, traffic…
4. Do you have any friend used to study here?
ATTITUDE
NPalteuarsaeld, Confident, Be a friend
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
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！
- Price list
5. Registration form 6. Handout 7. PCP
- New/renew contract
- Method explanation
ATTITUDE
Confident -& PLrevoeflesdseisocnrailption
5
CONSULTATION STEP 2:
HOW
1. Hand the gift to the client 2. Explanation of the promotion gift 3. Congratulate them
To Have Prepared
1. Personal appearance 8. Sales Manual
2. Clean and tidy office
- Scholarship Certificate
3. Stationery
- Guarantee letter
4. Business card
ATTITUDE
PNraotfuersasli,onal,
CForniefniddlenyt and 6
CONSULTATION STEP 3:
Break the Ice
Small Talk with the client when you show the center
OBJECTIVE
Establish a relationship and the trust
3
The Presentation
Process
Preparation Welcome Client
Ice breaking Show Center Promotion gift Self Introduction Biz Card Exchange
Q&A Solution & Advantage
7
CONSULTATION STEP 4:
Show Center
Only need simply introduce the different facility
OBJECTIVE LINE OF ARGUMENT
RESOURCES
ATTITUDE TOOLS
Visualize 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, introducing him/her to a teacher and the Sec/Receptionist.
Relaxed. Greet other students/staff
The whole Center, staff,
students
8
CONSULTATION STEP 5:
Promotion Gift Handling
OBJECTIVE
Give free gift to the client Congratulations
WSE SALES TRAINING
Q&ABiblioteka Baidu
Gloria Ge 2008-10-6
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),