程广见《销售中的谈判技巧》

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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

销售中的谈判技巧

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？

课程收益：

帮助销售人员增加销售成功几率。
有助于改善关系，从而增加销售额和销售利润。
可以使自己及成品（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。

课程特色：

本课程旨在提高学员对销售过程中所出现的价值差异进行谈判的能力，课程为学员所提供的谈判工具有助于学院与客户达成双赢的谈判结果，同时，它们还有助于学员与客户建立更为牢固的合作关系。
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

课程内容：

第一单元销售谈判总论

谈判是什么？
销售的四个阶段
谈判发生的前提
成功谈判的六项原则
新世纪的销售谈判

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

第三单元，销售谈判的开局

如何探询对方最关注什么？
如何主导谈判和让步？
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
谈判环境营造
如何布置谈判机关？
中场策略学习

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/收款中的谈判技巧

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

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程广见 老师介绍

程广见《销售中的谈判技巧》

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