強(qiáng)化銷(xiāo)售中的談判能力

1.談判與溝通
談判的定義——為什么要進(jìn)行談判
左右談判成功的因素
談判中的十大過(guò)失
了解溝通的障礙
談判中的有效傾聽(tīng)
談判中的有效提問(wèn)
談判中的有效表達(dá)
識(shí)別客戶(hù)的誤區(qū)，克服理解的障礙

2.客戶(hù)為什么來(lái)談判——做一個(gè)高效率的談判者
銷(xiāo)售人員的職責(zé)
客戶(hù)對(duì)我們的期望
客戶(hù)的需求和動(dòng)機(jī)

3.影響力的作用
關(guān)于外在影響
關(guān)于內(nèi)在力量

4.強(qiáng)化論證，克服障礙——做一個(gè)有說(shuō)服力的談判者
論證的公式：FABE
強(qiáng)化論證的幾個(gè)技巧

5.談判前的準(zhǔn)備——做一個(gè)有準(zhǔn)備的談判者
關(guān)于談判前準(zhǔn)備的內(nèi)容
關(guān)于準(zhǔn)備的步驟

6.談判中的五個(gè)準(zhǔn)則——做一個(gè)專(zhuān)業(yè)的談判者
永遠(yuǎn)不要在談判開(kāi)始之前先建議妥協(xié), 鎖定談判條款，讓客戶(hù)一步一步地承諾合同
關(guān)于價(jià)格問(wèn)題

7.識(shí)別對(duì)手的圈套——做一個(gè)有勇有謀的談判者
談判對(duì)手最常用的圈套
您的應(yīng)對(duì)方法

8.防止沖突，鞏固關(guān)系——做一個(gè)戰(zhàn)略型的談判者
防止沖突
鞏固關(guān)系
衡量談判成敗的最終評(píng)價(jià)標(biāo)準(zhǔn)


1. Negotiation and communication
Definition of negotiation - why do we need to negotiate
Successful negotiation factors
Ten most likely negotiation mistakes
Understanding communication obstacles
Listening effectively in negotiation
Questioning effectively in negotiation
Presenting effectively
Identifing misunderstandings and overcoming the obstacles

2. Why do customers negotiate - being an efficient negotiator
Duties of sales staff
Expectations of customers
Motivations and needs of customers

3. The power of influence
External influence
Internal power

4. Enhancing arguments, overcoming obstacles - being a convincing negotiator
FABE argument formulation
Skills to reinforce arguments

5. Preparation before negotiation - being a well - prepared negotiator
Contents of preparation before negotiation
Steps of preparation

6. Five principles for business negotiations - being a professional negotiator
Never compromise before negotiation, sticking to negotiation terms, making customers committed to the contract step by step
About price

7. Identifying the traps of your counterparts - being a smart negotiator
Often - used traps of your counterparts
Your solutions

8. Avoiding conflicts and consolidating relationship - being a strategic negotiator
Avoiding conflicts
Consolidating relationship
Criteria for a successful negotiation