銷售的核心任務之一，是維持企業(yè)的利潤水平，而不僅僅是完成銷售量。如何在與客戶的交流中，既充分體現(xiàn)出客戶的價值，又幫助企業(yè)獲得相應的利潤，同時還有利于維護談判雙方的合作關系，是每一個
本課程圍繞著企顧司集團獨創(chuàng)的談判的五個黃金準則，運用大量的案例演練，引導學員改善當前的行為。1.談判與
* 談判的定義——為什么要進行談判
* 左右談判成功的因素
* 談判中的十大過失
* 了解溝通的障礙
* 談判中的有效傾聽
* 談判中的有效提問
* 談判中的有效表達
* 識別客戶的誤區(qū)，克服理解的障礙
2.客戶為什么來談判——做一個高效率的談判者
* 銷售人員的職責
* 客戶對我們的期望
* 客戶的需求和動機
3.
* 關于外在影響
* 關于內(nèi)在力量
4.強化論證，克服障礙——做一個有
* 論證的公式：FABE
* 強化論證的幾個技巧
5.談判前的準備——做一個有準備的談判者
* 關于談判前準備的內(nèi)容
* 關于準備的步驟
6.談判中的五個準則——做一個專業(yè)的談判者
* 永遠不要在談判開始之前先建議妥協(xié), 鎖定談判條款，讓客戶一步一步地承諾合同
* 關于價格問題
7.識別對手的圈套——做一個有勇有謀的談判者
* 談判對手最常用的圈套
* 您的應對方法
8.防止沖突，鞏固關系——做一個戰(zhàn)略型的談判者
* 防止沖突
* 鞏固關系
* 衡量談判成敗的最終評價標準
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
* 具備一定的銷售經(jīng)驗，希望提高和完善自己的談判技巧，以便能在激烈的市場競爭中運用談判技巧保護企業(yè)利潤的相關人士