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1、Q No 2nd no contract 2 First Interview for Sales Presentation 重要性 Why English 有效性 Why WSE 紧迫性 Why Now THE CLIENT SHOULD LEAVE WITH BELOW 3 PROBLEMS SOLVED 3 Preparation The Presentation Process Welcome Client Ice breaking Show Center Promotion gift Q A Biz Card Exchange Solution Advantage Self Intro
2、duction 4 OBJECTIVE To Have Prepared To be mentally and physically ready to give a great presentation 1 Personal appearance 2 Clean and tidy office 3 Stationery 4 Business card 5 Registration form 6 Handout 7 PCP CONSULTATION STEP 1 Preparation 8 Sales Manual Scholarship Certificate Guarantee letter
3、 Price list New renew contract Method explanation Level description ATTITUDE Confident Professional You never have a second chance to make a first impression 5 Establish a relationship make a great first impression Professional Natural Confident and Friendly CONSULTATION STEP 2 Welcome Client 1 Read
4、 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 OBJECTIVE HOW ATTITUDE 6 OBJECTIVE Establish a relationship and win the tr
5、ust 1 Smile 2 How did you come here convenient 3 Talk about weather traffic 4 Do you have any friend used to study here Natural Confident Pleased Be a friend CONSULTATION STEP 3 Break the Ice HOW ATTITUDE Small Talk with the client when you show the center 7 OBJECTIVE LINE OF ARGUMENT RESOURCES ATTI
6、TUDE 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 st
7、aff The whole Center staff students CONSULTATION STEP 4 Show Center Only need simply introduce the different facility 8 Cheerful Happy Excited Professional CONSULTATION STEP 5 Promotion Gift Handling OBJECTIVE HOW ATTITUDE 1 Hand the gift to the client 2 Explanation of the promotion gift 3 Congratul
8、ate them Give free gift to the client Congratulations 9 Cheerful Happy Professional CONSULTATION STEP 6 CC s Role Introduction OBJECTIVE HOW ATTITUDE 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 4 Tell the client what s y
9、our responsibility in the future CC self introduction to the client 10 Nice Professional CONSULTATION STEP 7 Biz card exchange OBJECTIVE HOW ATTITUDE 1 This is my Biz card 2 Let s change the card 3 Thanks It s Ok Then bring me next time Get client s Biz card prepare for the next step Q A 11 Key Conc
10、epts of Selling Process Opportunity Need Feature Close Probe BenefitPersuade KEY CONCEPT OF THE SELLING PROCESS 12 OBJECTIVE HOW ATTITUDE 1 Guild the client talk 2 Listen 3 Take notes Care Interested Focus Friendly Encourage Guild CONSULTATION STEP 8 Q A Desire Decision maker 13 Key Concepts of Sell
11、ing Process KEY 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 14 Key Concepts of Selling Process KEY QUSETIONS TO ASK CLIENTS Start from Biz card Yes describe the Biz card No Ask the information of the Biz card Biz Card information includes Company name
12、 industry company development Job title How long with the company position Position in the company development Position detailed job responsibility Address Time Traffic 15 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 co
13、mpany 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 B1 What s your last job Why do you change to t
14、he current job Where are you from Why do you come to SH KEY QUSETIONS TO ASK CLIENTS 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 What are you going to do with your improved English A3 How good do you want
15、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 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 OBJECTIVE CONSULTATION STEP 9 Solution Advantages LINE OF DISCUSSION 1 Review what s the c
16、lient current English situation problems objectives 2 Find out client s Key problems that can be only solved by WSE 3 Offer solution I think what you need is 4 Then Let me introduce how WSE could help you to solve such problems and reach your learning objectives ATTITUDE Professional Bridge for the Q A to Method Brief idea for both Client and CC Feature and Benefit 18 FAB Talk Feature Benefit Advantage Product s characteristics The detailed advantages Product s value to clients has features that
