孙子兵法 之 战略谈判技巧.ppt

* 木石之性，安则静，危则动，方则止，圆则行 Just like wood and rocks: safe when motionless, dangerous when in motion; shape it square to stop it, shape it round to move it * Objections Handling 处理反对意见 Objections happen at ALL stages of the sale negotiation 对手反对意见无时不在，随时都有 The key to successful negotiation is to avoid objections, not to handle them as they arise 成功的谈判模式是避免反对意见，而不是遇到反对意见才兵力将挡 Framework of handing objections 处理反对意见的方式 Empathise (But not to agree with) 体恤对方（但不是同意对方的立场） Clarify 澄清对方的看法 Agreement to an Action 解决反对意见 * Empathise 体恤对方 When adversaries raise objections, DON’T confront or argue with them, otherwise you will only get embroiled in an argument with them 对手提出任何意见，都不能直接反驳，否则只会跟客户发生争执 “I understand what you mean” “我明白你的意思” “I understand how you feel” “我了解你的感受” “I’m glad you bring that up!” “我非常高兴你提起这件事！” * Areas to Clarify On 需要澄清的方面 The meaning of the words they say vs. what they REALLY mean 澄清对方所说的虚实 Unfair comparisons 不公平的对比 Delay tactics 拖延的举动 Give and take strategy 讨价还价 “Whom did you compare with that you find us to be expensive?” “你是跟哪家供应商比较，觉得我们价格贵了呢？” “Do you feel that price is more important that quality, or quality more important than price?” “你觉得价格比较重要，还是质量更加重要？” “Are there any other concerns besides this?” “除了这个顾虑，你还有其他要跟我提起的吗？” * Agreement to an Action 解决反对意见 After clarifying with the customers’ concerns, see if you can get their commitment 在澄清客户的疑虑后，是看对方能不能给于承诺 “If price is not a problem anymore, can you place the order now?” “如果价格没问题，是不是就能够定下来了？” * Objections Handling 处理反对意见 Its too expensive?太贵了！? Hmmm…I’m glad you said that. Why do you feel that our price is high? Which is MORE important to you, price or quality? 嗯…我非常高兴你很关注我们的价格。你知道为什么我们的价格比其他人高吗？哪方面对你比较重要，价格还是质量？ How much? 多少钱？ Apart from the price, do you have any other concerns? If you dont have any problems with price, would you like to give it a try now? 除了价格以外，你们还有其它方面要考虑的吗？如果价格没问题，是不是现在就能定下来？ * Objections Handling 处理反对意见 I dont have time. Please leave your brochures here and I will co