英语商务谈判-销售谈判技巧入门教学文案.ppt

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1、英语商务谈判-销售谈判技巧入门令谈判出成果原则--2ProfitableNegotiationPrinciples–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

2、判出成果原则--3ProfitableNegotiationPrinciples–3小心控制让步行动ManageYourConcessionsCarefully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Plann

3、ing确定并归类要讨论的问题—我方及对方的IdentifyandRankOrdertheIssues-Ours&Theirs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”thatmaybeusedtohelpc

4、ompletethedeal从对方的角度提同样的问题。要现实些！Askthesamequestionsfromtheirviewpoint.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？Howabouttheirr

5、isks?计划Planning预测并计划活动—我方及对方的PredictandPlanforMovement-Ours&Theirs优势Leverage:：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?

6、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?Atwhatpointdowestopsellingandbeginnegotiating?我们/他们会有什么大动作？Whatbroadapproachwillwe/theytake?我们/他们会

7、为了什么而作出较大的让步？Whatarethemajorthingswe/theyarewillingtogiveuptogetthemainthing(s)we/theywant?我们/他们如何定位自己？Howwillwe/theypositionourselves/themselves?我们/他们期望的时间范围是……？Whattimeframe(s)dowe/theyexpect?我们/他们期望结果是什么？Howdoweexpectittogo?Whatdotheyexpect?计划Planning预测并计划活动—我方及

8、对方的--3PredictandPlanforMovement-Ours&Theirs–3:战术：Tactics在销售中如何推动客户？Howwillwefacilitatetheirmovementthroughthesalesprocess?我方团队中应由谁充当什么角色？Whatrole