銷售談判技巧入門-
令談判出成果的原則
Profitable Negotiation Principles
作計(jì)劃
Planning
準(zhǔn)備談判工具
Negotiation Tools
策略簡介
Introduction to Tactics
結(jié)束時(shí)有所收獲
Gaining Closure
成為談判高手須具備的素質(zhì)
What Makes a Good Negotiator
令談判出成果原則
Profitable Negotiation Principles
為每一次談判做計(jì)劃
Plan for Every Negotiation
了解這樁生意的重要性和廣泛性
How important and extensive is this deal
計(jì)劃與實(shí)際談判耗時(shí)的比率
Ratio of planning time to table time
銷售談判是一個(gè)過程而非結(jié)果
A sales negotiation is a process, not an event!
弄清自己的目標(biāo),首要目標(biāo)和次要目標(biāo)各是 什么
Know Your Objectives, Primary and Secondary
對(duì)談判要達(dá)成的目標(biāo)心里有數(shù)
Know Your Walk-Away Point
令談判出成果原則--2
Profitable Negotiation Principles – 2
要留機(jī)動(dòng)余地
Leave Room to Maneuver
起點(diǎn)要高，且理由充足
Open high and provide justification
重要的是解決問題而不是維護(hù)自己的立場
Focus on resolving issues, not on defending positions
尋求成交業(yè)務(wù)的方法
Look for ways to create the deal
總是讓客戶也有利可圖
Always leave your buyer a way to win
令談判出成果原則--3
Profitable Negotiation Principles – 3
小心控制讓步行動(dòng)
Manage Your Concessions Carefully
有克制的讓步才有價(jià)值
Concessions have no value unless withheld
不做沒有回報(bào)的讓步
Never give a concession without getting something in return
對(duì)己方做的讓步了然于胸
Keep track of concessions
你總是可以反悔
You can always take a concession back!
確定并歸類要討論的`問題—我方及對(duì)方的
Identify and Rank Order the Issues - Ours & Theirs
計(jì)劃Planning
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)?
What would we like to have? What must we have?
把事情按重要性排序
List the things in order of importance
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) Include low-priority issues and ―throwaways‖ that may be used to help
complete the deal
從對(duì)方的角度提同樣的問題。要現(xiàn)實(shí)些!
Ask the same questions from their viewpoint. Be Realistic!
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