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