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
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课程介绍 评价详情(0)
培训受众:
课程收益:
本课程围绕着企顾司集团独创的谈判的五个黄金准则，运用大量的案例演练，引导学员改善当前的行为。
课程大纲
* 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
本课程名称： 强化销售中的谈判能力
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