卓越的大客户谈实战策略.docVIP

《卓越的大客户谈判实战训练》 主讲人：闫治民 培训目标 充分认识加强大客户谈判的重要意义 掌握高效的客户沟通和谈判策略 全面提升商务沟通水平和客户谈判技能 培训对象 销售业务人员 培训时间 ２天，每天6标准课时 课程特色 有高度、有深度、有广度 深度剖析,创新思维，实效策略 案例丰富,情景模拟教学 前瞻性、可操性、实效性 课程大纲 第一章双赢思维谈判前的准备?SWOT分析?人选及自我评估?测测你是大客户谈判好手吗？确立自己的谈判目标?备选方案第章造成沟通困难的因素1. 缺乏自信2. 重点强调不足或条理不清3. 不能积极聆听判断错误4. 思维定势5. 失去信心，造成争执　?二、谈判的语言技巧1、针对性强2、表达方式婉转3、灵活应变4、恰当地使用无声语言。摇头晃脑?边说边笑?掰手指节腿脚抖动拍打头部摆弄耸肩摊手抹嘴捏鼻技巧?提问技巧?倾听技巧? 阐述技巧答复技巧案例：五条心理学对策自身情绪和态度谈判策略?大客户谈判中四种探测技巧　火力侦察法 迂回询问法聚焦深入法示错印证法大客户谈判九字诀九战四十五策八条法则 leading cadres to everyday things busy as an excuse, urged not do or knock on the ring look, lack of work enthusiasm and forward-looking. The difficulties and problems of individual cadres indifferent masses as the buck passing, long, make some simple complex problems. Some cadres general talk about pay, do not take leading cadres to everyday things busy as an excuse, urged not do or knock on the ring look, lack of work enthusiasm and forward-looking. The difficulties and problems of individual cadres indifferent masses as the buck passing, long, make some simple complex problems. Some cadres general talk about pay, do not take leading cadres to everyday things busy as an excuse, urged not do or knock on the ring look, lack of work enthusiasm and forward-looking. The difficulties and problems of individual cadres indifferent masses as the buck passing, long, make some simple complex problems. Some cadres general talk about pay, do not take