Building Winning relationships
课程目标和收益
在本课程结束时，你将能够:
▪ 与客户建立双赢的关系，赢得更多的合作机会
▪ 与客户保持良好的关系，以获得来自客户的强有力的支持和优惠政策
▪ 在谈判中规划你的优势和陷阱
▪ 在谈判中使用两阶段模型——准备阶段和讨价还价阶段
▪ 仔细规划你的位置，让谈判对你有利
▪ 周密规划你的谈判流程，以达到利益最大化，避免在敌对谈判中失利
课程内容
第一模块:给客户留下深刻的第一印象
▪ 成功的第一次接触
▪ 给客户留下深刻的第一印象
› 镜像的肢体语言
› 调整你的态度
› 提供完整的关注
▪ 说服和影响他人
第二部分:说服式咨询技巧
▪ 洞察客户的赢点和痛点——AIDA 模型
▪ 通过精准提问来提高客户的兴趣，并发现新的机会
▪ 通过变换提问风格塑造客户理念，以获得更多合作机会，或引导客户购买
▪ 问题清单助推客户购买——帮客户规划他的“决策树”使用6 种说服式咨询技巧，分别是:
› 创新的想法
› 真诚和坦荡
› 信心
› 能力
› 关怀
› 说服力
可以让他们参与讨论，邀请，然后处理，说服你的客户，达成双赢的交易。
第三部分: 通过谈判达成双赢
最重要的谈判环节在谈判开始前，最好的谈判是将问题化解于谈判室外信息就是力量，你越了解对手，就越有优势。
在谈判中使用经典的2 步模型。步骤是:
准备阶段
› 确定问题/设定目标
› 决定退守点
› 明确可交换条件
› 设定底线
› 采用“如果…..怎么样”的方法
洽谈成交阶段
› 把问题摆在桌子上
› 开局
› 精准提问
› 澄清
› 交换让步
› 成交
第四部分: 构建双赢的客户关系
只有当客户喜欢你，信任你的时候，客户才会购买。本节聚焦客户的赢点和痛点，以积极的态度，讨论并关注客户的顾虑，在解决顾虑的过程中构建客户的信任。
▪ 面质技术，让客户开诚布公讨论他们的疑虑
▪ 帮助客户克服障碍达成共识
▪ 使用收官技巧来推动销售达成
Program Objectives and Benefit
By the end of the programme you will be able to:
· Build win-win relationships with your customers win more opportunities
· Maintain good relationship with customers so to get the strong support and beneficial policy from the customers.
· Plot your strengths and pitfalls in negotiating
· Use a 2 phase model for negotiating – preparing and bargaining
· Direct negotiations to your advantage by carefully planning your position
· Plan extensively to avoid failure in hostile negotiations
· Get the best deal by handling hostile negotiators professionally and ethically
Session 1: Creating a Positive Impression
· Make a successful first contact
· Skills to make a positive impression
- Mirroring body language
- Adjusting your attitude
- Giving complete attention
· Influence others for buy-in with a gentle pull
Session 2: Carry out a Consultation
· Understand your clients needs using a simple model – AIDA
· Use questions to raise customers interest and uncover new opportunities
· Learn different types of questions to up-sell to clients
· Use a checklist to guide the discussion – ‘Decision Tree’
In this session you learned how to use 6 persuasive techniques into sales consultation. These are:
› Creativity
› Credibility
› Confidence
› Competence
› Caring
› Convincing
You will demonstrate how to deliver these by using short extracts from your
pre-prepared presentation. you can engage them in discussion. Inviting, then handling questions so to convince your clients and move them to closing.
Session 3:Negotiation for Win-Win
Planning effectively is half the battle for the successful negotiator; deciding your best and worst limits is vital during the planning phase; knowing how to negotiate your tradeables is vital during the bargaining phase.
Use a classic 2 step model for negotiation. The steps are:
Preparing
› Set objectives
› Decide fallback position
› Identify tradable
› Set the best and worst limits
› Use "what if" approaches
Bargaining
› Get the issues on the table
› Ask questions
› Clarify
› Trade concessions
› conclude
Session 4:Building Winning Relationships
This session teaches you how to use winning behaviours which will ensure that people get to like you quickly. Target to the customers’ win & pain,displaying a positive attitude, using your voice and eye contact, controlling your body language and engaging your clients are the success ingredients for building winning relationships.
· Questioning techniques to discuss the client’s doubts and uncertainties
· Help the client overcome barriers through effective reasoning
· Use closing techniques to move the sale forward
授课老师
张瑞阳 前美国通用电气、西门子高级管理者
常驻地：成都
邀请老师授课：13439064501 陈助理
