知彼知己—采購人員必備的銷售思維

1.為什么要了解銷售思維
采購人員面臨的全新挑戰(zhàn)
知己知彼才有更大勝算
保障采購安全的重要因素

2.職業(yè)化銷售思維方式
商機探尋思維——客戶所處的市場環(huán)境分析
從客戶的生存環(huán)境、客戶的競爭對手和客戶的問題發(fā)現(xiàn)商機
從產(chǎn)業(yè)發(fā)展和差異化競爭中發(fā)現(xiàn)商機

客戶需求探尋思維
客戶不同的需求帶來不同的機會
客戶需求的分級以及分析
客戶需求的探尋：SPIN模式
顯性需求和隱性需求
激發(fā)和放大客戶的需求
說服客戶思維
說服客戶模式——NFAB模式
隱藏自己的弱點
運用表達技巧突出自身優(yōu)勢

談判思維原則
關(guān)鍵決策小組角色分析
談判的力量
力量在談判實際中的運用——談判三維力量
銷售報價策略
談判陷阱

客戶分級思維
帕雷托原則
客戶資源的應(yīng)用
客戶的評估和資源分配
客戶服務(wù)與維護

3.采購和銷售的共贏
從根本上來說，采購和銷售是合作伙伴而不是對手
合作產(chǎn)生更大利益
良好的個人關(guān)系可以加分

1. Why do you need to understand sales people’s thinking
Brandnew challenges that buyers will face
Who puts himself in other’s shoes has the upper hand
Factors to ensure purchasing security

2. Professional thinking of sales people
Business opportunities spotting: analysis of customers’ market environment
Spotting opportunities from customers’ living environment, customers’ rivals and customers’ problems
Spotting opportunities from industry development and differentiated competition

Seeking customers’ needs
Different opportunities brought by different customers’ needs
Classification and analysis of customers’ needs
Seeking customers’ needs SPIN pattern
Explicit needs and implicit needs
Stimulating and enlarging customers’ needs
Persuading customers
NFAB mode
Hiding your weakness
Using presentation skills to highlight your strengths

Negotiation principles
Role analysis for key decision making team
Power of negotiation
Use of power in real negotiation three dimensional power of negotiation
Sales quotation tactics
Pitfalls in negotiation

Customer hierarchy
Pareto Principle
Using customer resources
Customer evaluation and resources allocation
Customer service and maintenance

3. Winwin situation for buyers and salespeople
Salespeople and buyers are fundamentally partners rather than enemies
Cooperation achieves better outcome
Closer personal relationship is a plus