[精選]銷售談判技巧入門.pptx

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1、銷售談判技巧入門SalesNegotiationTechniquesAPrimer令談判出成果的原則ProfitableNegotiationPrinciples作計(jì)劃Planning準(zhǔn)備談判工具NegotiationTools策略簡介IntroductiontoTactics結(jié)束時(shí)有所收獲GainingClosure成為談判高手須具備的素質(zhì)WhatMakesaGoodNegotiatorProfitableNegotiationPrinciples為每一次談判做計(jì)劃PlanforEveryNegotiation了解這樁生意的重要性和廣泛性Howimportantan

2、dextensiveisthisdeal計(jì)劃與實(shí)際談判耗時(shí)的比率Ratioofplanningtimetotabletime銷售談判是一個(gè)過程而非結(jié)果Asalesnegotiationisaprocess,notanevent!弄清自己的目標(biāo),首要目標(biāo)和次要目標(biāo)各是什么KnowYourObjectives,PrimaryandSecondary對談判要達(dá)成的目標(biāo)心里有數(shù)KnowYourWalk-AwayPoint令談判出成果原則令談判出成果原則--2ProfitableNegotiationPrinciples–2要留機(jī)動余地LeaveRoomtoManeuver起點(diǎn)要

3、高，且理由充足Openhighandprovidejustification重要的是解決問題而不是維護(hù)自己的立場Focusonresolvingissues,notondefendingpositions尋求成交業(yè)務(wù)的方法Lookforwaystocreatethedeal總是讓客戶也有利可圖Alwaysleaveyourbuyerawaytowin令談判出成果原則--3ProfitableNegotiationPrinciples–3小心控制讓步行動ManageYourConcessionsCarefully有克制的讓步才有價(jià)值Concessionshavenoval

4、ueunlesswithheld不做沒有回報(bào)的讓步Nevergiveaconcessionwithoutgettingsomethinginreturn對己方做的讓步了然于胸Keeptrackofconcessions你總是可以反悔Youcanalwaystakeaconcessionback!計(jì)劃Planning確定并歸類要討論的問題—我方及對方的IdentifyandRankOrdertheIssues-Ours&Theirs目標(biāo)：Objectives:我們希望達(dá)到什么目標(biāo)？我們必須達(dá)到什么目標(biāo)？Whatwouldweliketohave?Whatmustwehav

5、e?把事情按重要性排序Listthethingsinorderofimportance將不怎么重要，但有可能促成交易的廣告刊物或宣傳彩頁包括在內(nèi)Includelow-priorityissuesand“throwaways”thatmaybeusedtohelpcompletethedeal從對方的角度提同樣的問題。要現(xiàn)實(shí)些！Askthesamequestionsfromtheirviewpoint.BeRealistic!對談判要達(dá)成的目標(biāo)心里有數(shù)Knowyourwalk-awaypoint風(fēng)險(xiǎn)：我們會有什么損失？Risks:Whatdowehavetoloose?糟

6、糕的方案Bad-CaseandWorst-Casescenarios交易成交對我們有何好處？不成交有何壞處？Whatifwedothisdeal?Whatifwedon’t?他們有什么風(fēng)險(xiǎn)？Howabouttheirrisks?計(jì)劃Planning預(yù)測并計(jì)劃活動—我方及對方的PredictandPlanforMovement-Ours&Theirs優(yōu)勢Leverage:：我們有何實(shí)力？Whatstrengthsdowehave?如何給對方加壓？Howcanweputpressureontheotherside?如何說服他們？Howcanwepersuadethem?弱點(diǎn)

7、Limitations:有什么會制約我們？Whatrestrictionsmayholdusback?有什么棘手的事情？Whatmaybeproblematicforus?計(jì)劃Planning預(yù)測并計(jì)劃活動—我方及對方的--2PredictandPlanforMovement-Ours&Theirs–2策略.記住談判雙方的陣線Strategies.RememberAllSides-Ours&Theirs:銷售進(jìn)展如何？我們何時(shí)停止銷售，開始談判？Whereareweinoursalesprocess?Atwhatpointdowestop