程广见《销售中的谈判技巧与专业收款培训》

程广见老师介绍

老师介绍 : 销售谈判培训专家，大客户营销管理实战派讲师，曾任德国...

主讲课程 : 《大客户营销》《渠道管理》《回款管理》《团队建设》《销售谈判与专业回款技巧》《营销思维与客户服务》

助理联系电话：13911448898 谷老师

程广见老师在授课的总裁班

程广见《销售中的谈判技巧与专业收款培训》

销售中的谈判技巧与专业收款培训

主讲老师：程广见

[课时：13学时]

没有谈判，就没有销售。
一个单跟了很久，客户总不下单怎么办？
如何才能找到客户的利益点和关注点？
如何运用谈判来使自己在销售过程中处于有利地位？
如何才能摆脱谈判困境，并达成销售目标？
收款的理论大家都懂得，但并不是每个人都会按照正确的方式去操作，这就是实战练习的作用。在实战练习中，每个人都得到了锻炼的机会，并从他人的方式中汲取经验和教训。收款理论的介绍，配合反复的练习，即使从来没有收款经验的人也可以成为专业的收款人员。

课程收益：

帮助销售人员增加销售成功几率。
可以使自己及产品（或服务）有别于竞争对手。
可与难以应付及要求很高的客户成功交往。
有助于与客户建立起长期共赢的伙伴关系。
学会设计有效的销售谈判流程。
更加有效地运用有限的内部资源支持销售。
增强相关人员的专业收款知识
理顺内部及外部收款流程
提高相关收款人员的实际沟通与操作技巧
通过案例分析，加强参加培训者的实践能力，

课程特色：

适合参加人员：营销总监、销售总监、销售经理、客户经理、资深销售代表等
授课方式：讲师讲解、实战练习、评述等

课程大纲：

第一天

第一单元销售谈判总论

谈判是什么？为什么谈判？
如果你是客户？
销售过程谈判焦点分解
谈判发生的前提
成功谈判的原则
新世纪的销售谈判的特点

第二单元，销售谈判前的准备

谈判前的几种实用心态调整技巧
能力测试：提升谈判中的沟通能力
如何确定切入时机？
如何组建谈判团队
不同个性的人谈判优缺点分析

第三单元，销售谈判的开局

如何探询对方最关注什么？如何提问？
如何主导谈判？如何造势？
如何松动对方立场
案例讲解：开局过招N策略

第四单元，销售谈判的中期

谈判中的人际关系把握
谈判环境营造的学问
如何布置谈判机关？如何防止掉入陷阱？
中场策略学习
案例讲解

第五单元，销售谈判的后期

如何进行让步？
让对方‘敢输’
终场绝杀策略
小组练习：大客户销售的临门一脚谈判演练

第六单元，谈判中的心理学

了解买主的个性/三种客户类型
必胜的三种心态
再坚持一分钟
提高谈判心理弹性
解读自然人欠款时的六种肢体语言

第二天

模块一，收款人职责

各部门职责如何划分
收款人职责分解
分析与测试：收款人员的性格分析
案例分享：如何招聘收款人员

模块二，应对客户拖延借口

债务人的种类及个性分析
分组现场演练：如果你是债务人
常见客户拖延借口及建议解决办法
客户拖延的征兆
聆听客户反馈
角色演练：应对客户借口情景模拟

模块三，百战不殆的实用收款技巧

PK心理对抗表
120种收款应对技巧
收款“无间道”
实用收款原则
四种结果
视频：案例点评

模块四，标准收款步骤及技巧

建设与管理你的收款团队
标准收款流程
收款中的POWER法则
若干成功收款案例分析

模块五，角色演练：收款过程综合练习

注：本站文章转载自网络，用于交流学习，如有侵权，请告知，我们将立刻删除。
Email：grlwwf@163.com

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程广见 老师介绍

程广见《销售中的谈判技巧与专业收款培训》

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程广见教授观点

程广见授课的总裁班

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