销售谈判技巧入门.ppt

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1、销售谈判技巧入门SalesNegotiationTechniquesAPrimer令谈判出成果的原则ProfitableNegotiationPrinciples作计划Planning准备谈判工具NegotiationTools策略简介IntroductiontoTactics结束时有所收获GainingClosure成为谈判高手须具备的素质WhatMakesaGoodNegotiatorProfitableNegotiationPrinciples为每一次谈判做计划PlanforEveryNegotiation了解这桩生意的重要性

2、和广泛性Howimportantandextensiveisthisdeal计划与实际谈判耗时的比率Ratioofplanningtimetotabletime销售谈判是一个过程而非结果Asalesnegotiationisaprocess,notanevent!弄清自己的目标,首要目标和次要目标各是什么KnowYourObjectives,PrimaryandSecondary对谈判要达成的目标心里有数KnowYourWalk-AwayPoint令谈判出成果原则令谈判出成果原则--2ProfitableNegotiationPrin

3、ciples–2要留机动余地LeaveRoomtoManeuver起点要高，且理由充足Openhighandprovidejustification重要的是解决问题而不是维护自己的立场Focusonresolvingissues,notondefendingpositions寻求成交业务的方法Lookforwaystocreatethedeal总是让客户也有利可图Alwaysleaveyourbuyerawaytowin令谈判出成果原则--3ProfitableNegotiationPrinciples–3小心控制让步行动Manage

4、YourConcessionsCarefully有克制的让步才有价值Concessionshavenovalueunlesswithheld不做没有回报的让步Nevergiveaconcessionwithoutgettingsomethinginreturn对己方做的让步了然于胸Keeptrackofconcessions你总是可以反悔Youcanalwaystakeaconcessionback!计划Planning确定并归类要讨论的问题—我方及对方的IdentifyandRankOrdertheIssues-Ours&Their

5、s目标：Objectives:我们希望达到什么目标？我们必须达到什么目标？Whatwouldweliketohave?Whatmustwehave?把事情按重要性排序Listthethingsinorderofimportance将不怎么重要，但有可能促成交易的广告刊物或宣传彩页包括在内Includelow-priorityissuesand“throwaways”thatmaybeusedtohelpcompletethedeal从对方的角度提同样的问题。要现实些！Askthesamequestionsfromtheirviewpo

6、int.BeRealistic!对谈判要达成的目标心里有数Knowyourwalk-awaypoint风险：我们会有什么损失？Risks:Whatdowehavetoloose?糟糕的方案Bad-CaseandWorst-Casescenarios交易成交对我们有何好处？不成交有何坏处？Whatifwedothisdeal?Whatifwedon’t?他们有什么风险？Howabouttheirrisks?计划Planning预测并计划活动—我方及对方的PredictandPlanforMovement-Ours&Theirs优势Lev

7、erage:：我们有何实力？Whatstrengthsdowehave?如何给对方加压？Howcanweputpressureontheotherside?如何说服他们？Howcanwepersuadethem?弱点Limitations:有什么会制约我们？Whatrestrictionsmayholdusback?有什么棘手的事情？Whatmaybeproblematicforus?计划Planning预测并计划活动—我方及对方的--2PredictandPlanforMovement-Ours&Theirs–2策略.记住谈判双方的

8、阵线Strategies.RememberAllSides-Ours&Theirs:销售进展如何？我们何时停止销售，开始谈判？Whereareweinoursalesprocess?Atwhatpointdowestop