Sales negotiation skills: four-step sales negotiation 销售谈判技巧:四步法销售谈判搞定客户

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课程目标 Training Objectives

1.学会从架构性思维的不同维度去寻找筹码,在不利情境下也要找到自身的筹码;有筹码运用筹码,没有筹码创造筹码

Learn to look for chips from different dimensions of structural thinking, and find your chips even in adverse situations, and create chips without chips

2.掌握谈判的四个专业步骤,包含开局破冰、提案引导、讨价还价、促成协议。每步骤学习三个关键技巧,必须要达成该步骤阶段性目的,步步为营,成为谈判主控者 

Master the four professional steps of negotiation, including ice breaking, proposal guidance, bargaining, and agreement promotion. Learn the three key skills in each step, and how to achieve the phased goal of each step, and become the master of the negotiation

3.课程中除了例举大量实际销售谈判案例开拓视野,更直接运用学员现场案例模拟演练来解决问题,既授之以“渔”(方法)、并授之以“鱼”(解决现有问题与谈判僵局)。后续回职场实践练习,可形成自己的销售谈判套路打法和共同的销售话术 

In addition to citing a large number of actual sales negotiation cases to broaden our horizons, the training will use the trainees' cases in exercises to solve real problems. After practice, You can form your own sales negotiation routines and common sales skills in your workplace.

 

课程大纲 Outline

单元一 分析策略、寻找筹码

Unit 1 Strategy analysis and search chips Ice-breaking discussion

谈判的三个控制要素:运用力量筹码、设计谈判路径、准备替代方案 
设计谈判路径:销售案例实战研讨,甲乙双方的路径设计 
准备替代方案 BATNA:Best Alternative to a negotiated agreement
谈判过程无法控制的原因剖析,不做试错型谈判 
标准谈判准备流程:1)确定谈判人选 2)收集谈判信息 3)检视谈判筹码 4)确定谈判目标与底线 5)拟定 
谈判主策略步骤;
案例研讨:谈判准备

 

单元二 路径规划、谈判准备

Unit 2 path planning and negotiation preparation

PPP 谈判开场陈述模式(Purpose 目的、Process 过程、Payoff 收益)
开局破冰:软破冰与硬破冰,主动定位定调,适当建立紧张氛围; 
谈判两个立基点:基于“立场”和“利益”两方面的谈判 
案例研讨:透过“表面立场”找到背后的“真实利益”;
练习区分甲乙双方的“公家利益”/“感性利益”/“个人利益”
视频案例研讨:找到对方的忧虑与隐患(个人利益与感性利益) 
此步骤目的:营建氛围、定调定位、造势布局

 

单元三 开局破冰、定位定调

Unit 3: breaking the ice, positioning, and setting the tone

思考讨论:先开价还是后开价(提案)?让提案先声夺人 
用“条件句”开场,掌握可进可退的主动权 
有理有据“搭柱子”的提案,让客户接受你的理由 
推测虚实、投石问路的四大招:强势高开硬出牌、提供方案软出牌、小利诱导请入瓮、先抑后扬定大局 
提案引导的阶段目的:影响对方的期望值、探测底线

 

单元四 提案引导、塑造期望

Unit 4 Shape expectations through the proposal

讨价还价谈判的技巧(高抛、捍卫、做加法、做减法、交集法)
讨价还价三原则——案例引导掌握三原则,关键掌握“条件式让步”原则
让步的策略和方法; 
讨价还价的心理博弈,克服销售谈判容易犯的几个错误:
害怕丢单、容易妥协;2)急于求成、让步过快;3)情绪失控、忘记目标 
让价格与各种条件捆绑,条件式让步; 
讨价还价目的:分毫必争,最大争利,坚守底线 
销售与采购讨价还价(情景录像续集)案例研讨 
真实案例模拟演练:讨价还价 (用实际案例进行小组代表谈判 PK 挑战)

 

单元五 讨价还价、最大争利

Unit 5 bargaining and maximum profit

拓宽策略——不同方法寻找共识交集与解决方案; 
协议阶段谈判可能面临的“重头来过、附加要求、经费有限“等问题应对 
探讨谈判中可能出现的各种僵局/异议/圈套等问题应对 
案例练习:达成共识的方法 
确认协议的关键点(金额、违约金、付款与交付方式、应用范围等):
Q&A:答疑解惑现在进行时谈判问题。

 

单元六 促成协议、感觉共赢

Unit 6 promotes agreement and win-win feeling

 

 

Speaker

Linda Lv

Trainer

金牌讲师、谈判专家、沟通/管理培训师 18年、2万小时,为800多家内训客户、10多万名学员培训授课,是百胜集团、阿里巴巴、万科、惠氏、申银万国、招商银行等等知名企业指定培训师,被学员客户评价为“最务实谈判培训师”; 22年销售管理、历经4个行业6个城市8家公司的销售经理、总监、总经理,丰富的实战经验可直面问题、直击重点; 其课堂现场解决实际问题,直接产出结果。

More than 18 years (20000 hours) training experience, she has served more than 800 internal training customers and more than 100000 trainees.

 

Registration

Please send e-mail to:  sh-training@ccifc.org

 

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