强化销售中的谈判能力

1.谈判与沟通
* 谈判的定义——为什么要进行谈判
* 左右谈判成功的因素
* 谈判中的十大过失
* 了解沟通的障碍
* 谈判中的有效倾听
* 谈判中的有效提问
* 谈判中的有效表达
* 识别客户的误区，克服理解的障碍

2.客户为什么来谈判——做一个高效率的谈判者
* 销售人员的职责
* 客户对我们的期望
* 客户的需求和动机

3.影响力的作用
* 关于外在影响
* 关于内在力量

4.强化论证，克服障碍——做一个有说服力的谈判者
* 论证的公式：FABE
* 强化论证的几个技巧

5.谈判前的准备——做一个有准备的谈判者
* 关于谈判前准备的内容
* 关于准备的步骤

6.谈判中的五个准则——做一个专业的谈判者
* 永远不要在谈判开始之前先建议妥协, 锁定谈判条款，让客户一步一步地承诺合同
* 关于价格问题

7.识别对手的圈套——做一个有勇有谋的谈判者
* 谈判对手最常用的圈套
* 您的应对方法

8.防止冲突，巩固关系——做一个战略型的谈判者
* 防止冲突
* 巩固关系
* 衡量谈判成败的最终评价标准


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

销售的核心任务之一，是维持企业的利润水平，而不仅仅是完成销售量。如何在与客户的交流中，既充分体现出客户的价值，又帮助企业获得相应的利润，同时还有利于维护谈判双方的合作关系，是每一个销售人员必须提升的能力。 本课程围绕着企顾司集团独创的谈判的五个黄金准则，运用大量的案例演练，引导学员改善当前的行为。