Building Rapport in Sales - 基于25年国际BD经历 | 英籍国际TD咨询专家

Guidance:

Rapport can be defined as the building of a connection between two people. It may seem a simple concept; however it is a key component for success - both in sales and in daily life generally. [Rapport: 亲和感;共鸣共振;关系;亲善;和谐]

Salespersons should project a deep belief in what they are offering; through active listening and offering timely insights via questions. The focus of all this must be almost exclusively on the customer and on the overall relationship, not the current transaction. Taking the longer view allows both sides to think in terms of win-win or lose-lose, rather than just win-lose or lose-win.

In terms of a sales personality we are referring to the salesperson’s style, which comes from their own temperament, motivation and personal traits. Skills and knowledge that have been learned do not constitute a part of this. Typical traits in a sales personality can be, for example, assertiveness, sociability or patience.

In this 2 hours training, we are going to discuss three issues to help you find out the action guide and solution to become a better SALESMEN.

- Developing Trust / Belief, Like, Trust 

- Principles of trust-based selling 

- Small Talk / Relationships and Friendships

- Sales personality / The Personal Touch

课程指引

融洽关系可以定义为在两个人之间建立联系。这似乎是一个简单的概念，但它是在销售和日常生活中成功的关键组成部分。

销售的一个正确及主要步骤：销售人员应通过积极倾听和提问来提供解决方案，以体现对他们对所提供的产品有强烈信心 - 然而这整个过程的重点必须几乎完全放在客户以及与其的关系建立上，而不是当前的交易。从长远关系来看，双方都需要从双赢或双输的角度来考虑问题，而不仅仅是单方面为自己的输赢考虑。

在销售个性方面，我们指的是销售人员的风格，这类风格来自于自身气质、动机和个人特征。所学的技能和知识并不构成这一部分。例如，典型的销售个性特征可以是自信、社交能力或耐心。

本次研讨会，我们将更多的关注销售过程的前半部分，也是基础部分 - 建立销售关系：

​- 发展信任 / 信仰、喜好、信任

- 在销售中建立基本信任的原则

- 寒暄 / 商务关系和友谊关系

- 销售个性 / 销售人员的个人风格

Training Workshop Benefits:

9 key points of developing trust / How to take advantage of belief, like, trust / Ways to make trust- based selling / How to take advantage of small talk / Starting a good client relationship / Take advantage of sales personality / Improve the personal touch

研讨会收益：

发展信任的9个要点 / 如何利用信任 / 基于信任的销售方法 / 如何进行寒暄 / 建立良好的客户关系 / 利用销售个性 / 改进个人销售风格

Training Arrangement:

Time:  15th December (Sunday) 2PM - 4:30PM

Address: F6, Building A, Xuhui SML Center, 33 Caobao Road, Shanghai (Nearby Caobao Road Metro)

培训安排：

时间：2019年12月15日（周日） 下午2:00 - 4:30

地点：上海市徐汇区漕宝路徐汇日月光中心A座6楼（漕宝路地铁站旁）