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1、1Q No 2nd, no contract！3First 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 4Preparation The PresentationProcessWelcome ClientIce breakingShow CenterPromotion giftQ&ABiz Card Exchange Solution & AdvantageSelf Intro
2、duction5OBJECTIVETo Have PreparedTo be mentally and physically ready to give a great presentation1. Personal appearance2. Clean and tidy office3. Stationery4. Business card5. Registration form6. Handout 7. PCPCONSULTATION STEP 1: Preparation8. Sales Manual- Scholarship Certificate - Guarantee letter
3、- Price list - New/renew contract- Method explanation - Level descriptionATTITUDEConfident & ProfessionalYou never have a second chance to make a first impression6Establish a relationship & make a great first impressionProfessional, Natural, Confident and FriendlyCONSULTATION STEP 2: Welcome Client1
4、.Read though the questionnaire2.Walk directly to the prospect3.Introduce yourself/Shake hands4.Welcome the prospect: Welcome, my name is,Im your course consultant, Is your 1st time to come?5. Walk with the prospect and show aroundOBJECTIVEHOWATTITUDE7OBJECTIVEEstablish a relationship and win the tru
5、st1. Smile2. How did you come here/convenient 3. Talk about weather, traffic4. Do you have any friend used to study here?Natural, Confident, Pleased Be a friendCONSULTATION STEP 3: Break the IceHOWATTITUDESmall Talk with the client when you show the center8OBJECTIVELINE OF ARGUMENTRESOURCESATTITUDET
6、OOLSVisualize 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/s
7、taffThe whole Center, staff, students CONSULTATION STEP 4: Show CenterOnly need simply introduce the different facility9Cheerful, Happy, Excited & ProfessionalCONSULTATION STEP 5: Promotion Gift HandlingOBJECTIVEHOWATTITUDE1. Hand the gift to the client2. Explanation of the promotion gift3. Congratu
8、late themGive free gift to the client Congratulations 10Cheerful, Happy, ProfessionalCONSULTATION STEP 6: CCs Role IntroductionOBJECTIVEHOWATTITUDE1. Introduce yourself to the client2. Your name again, and Chinese name3. Tell the client what you are going to do next today4. Tell the client whats you
9、r responsibility in the futureCC self-introduction to the client11Nice, ProfessionalCONSULTATION STEP 7: Biz card exchangeOBJECTIVEHOWATTITUDE1. This is my Biz card2. Lets change the card3. Thanks/Its Ok, Then bring me next timeGet clients Biz card/prepare for the next step: Q&A12Key Concepts of Sel
10、ling ProcessOpportunityNeedFeatureCloseProbeBenefitPersuadeKEY CONCEPT OF THE SELLING PROCESS13OBJECTIVEHOWATTITUDE1. Guild the client talk2. Listen 3. Take notesCare, Interested, Focus, Friendly, Encourage, GuildCONSULTATION STEP 8: Q&ADesire & Decision maker14Key Concepts of Selling ProcessKEY QUS
11、ETIONS TO ASK CLIENTS 过去 1现在 2未来 3英语学习 AA1A2A3工作生活 BB1B2B3B3= Desire Benefit Investment15Key Concepts of Selling ProcessKEY QUSETIONS TO ASK CLIENTS Start from Biz cardYes: describe the Biz cardNo: Ask the information of the Biz cardBiz Card information includes: Company name: industry/company (deve
12、lopment)Job title: How long with the company/positionPosition in the company (development) Position detailed job responsibilityAddress: Time/Traffic16A2:How is your English level?Do you need to speak English when you work?Is there any foreigner in your company?B2:Whats your company like?What do you
13、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:Whats your last job? Why do you change to the current job?Where
14、 are you from? Why do you come to SH? KEY QUSETIONS TO ASK CLIENTS 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 with your improved English? A3:How good do you want your English to be
15、? 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+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18OBJECTIVECONSULTATION STEP 9: Solution & AdvantagesLINE OF DISCUSSION 1.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 could help you to solve such problems and reach your l
