英语商务谈判-销售谈判技巧入门研讨.pptVIP

销售谈判技巧入门Sales Negotiation TechniquesA Primer 令谈判出成果的原则 Profitable Negotiation Principles 作计划 Planning 准备谈判工具 Negotiation Tools 策略简介 Introduction to Tactics 结束时有所收获 Gaining Closure 成为谈判高手须具备的素质 What Makes a Good Negotiator  Profitable Negotiation Principles 为每一次谈判做计划 Plan for Every Negotiation 了解这桩生意的重要性和广泛性 How important and extensive is this deal 计划与实际谈判耗时的比率 Ratio of planning time to table time 销售谈判是一个过程而非结果 A sales negotiation is a process, not an event! 弄清自己的目标,首要目标和次要目标各是什么 Know Your Objectives, Primary and Secondary 对谈判要达成的目标心里有数 Know Your Walk-Away Point 令谈判出成果原则--2 Profitable Negotiation Principles – 2 要留机动余地 Leave Room to Maneuver 起点要高，且理由充足 Open high and provide justification 重要的是解决问题而不是维护自己的立场 Focus on resolving issues, not on defending positions 寻求成交业务的方法 Look for ways to create the deal 总是让客户也有利可图 Always leave your buyer a way to win 令谈判出成果原则--3 Profitable Negotiation Principles – 3 小心控制让步行动 Manage Your Concessions Carefully 有克制的让步才有价值 Concessions have no value unless withheld 不做没有回报的让步 Never give a concession without getting something in return 对己方做的让步了然于胸 Keep track of concessions 你总是可以反悔 You can always take a concession back! 计划Planning 确定并归类要讨论的问题—我方及对方的Identify and Rank Order the Issues - Ours Theirs 目标： Objectives: 我们希望达到什么目标？我们必须达到什么目标？ What would we like to have? What must we have? 把事情按重要性排序 List the things in order of importance 将不怎么重要，但有可能促成交易的广告刊物或宣传彩页包括在内 Include low-priority issues and “throwaways” that may be used to help complete the deal 从对方的角度提同样的问题。要现实些！ Ask the same questions from their viewpoint. Be Realistic! 对谈判要达成的目标心里有数 Know your walk-away point 风险：我们会有什么损失？ Risks: What do we have to loose? 糟糕的方案Bad-Case and Worst-Case scenarios 交易成交对我们有何好处？不成交有何坏处？ What if we do this deal? What if we don’t? 他们有什么风险？How about their risks? 计划Planning预测并计划活动—我方及对方的Predict and Plan for Movement - Ours Theirs 优势Leverage:： 我们有何实力？ What strengths do we have? 如何给对方加压？ How can we put pressur