在日益復(fù)雜的市場情況中，
本課程提供給您專業(yè)銷售人員的思維習(xí)慣和模式，幫助您更好地控制采購過程。1.為什么要了解銷售思維
* 采購人員面臨的全新挑戰(zhàn)
* 知己知彼才有更大勝算
* 保障采購安全的重要因素
2.
* 商機(jī)探尋思維——客戶所處的市場環(huán)境分析
- 從客戶的生存環(huán)境、客戶的競爭對手和客戶的問題發(fā)現(xiàn)商機(jī)
- 從產(chǎn)業(yè)發(fā)展和差異化競爭中發(fā)現(xiàn)商機(jī)
*
- 客戶不同的需求帶來不同的機(jī)會
- 客戶需求的分級以及分析
- 客戶需求的探尋：SPIN模式
- 顯性需求和隱性需求
- 激發(fā)和放大客戶的需求
- 說服客戶思維
- 說服客戶模式——NFAB模式
- 隱藏自己的弱點(diǎn)
- 運(yùn)用表達(dá)技巧突出自身優(yōu)勢
* 談判思維原則
- 關(guān)鍵決策小組角色分析
- 談判的力量
- 力量在談判實(shí)際中的運(yùn)用——談判三維力量
- 銷售報(bào)價(jià)策略
- 談判陷阱
* 客戶分級思維
- 帕雷托原則
- 客戶資源的應(yīng)用
- 客戶的評估和資源分配
- 客戶服務(wù)與維護(hù)
3.采購和銷售的共贏
* 從根本上來說，采購和銷售是合作伙伴而不是對手
* 合作產(chǎn)生更大利益
* 良好的個(gè)人關(guān)系可以加分
1. Why do you need to understand sales people’s thinking
* Brand-new challenges that buyers will face
* Who puts himself in other’s shoes has the upper hand
* Factors to ensure purchasing security
2. Professional thinking of sales people
* Business opportunities spotting: analysis of customers’ market environment
- Spotting opportunities from customers’ living environment, customers’ rivals and customers’ problems
- Spotting opportunities from industry development and differentiated competition
* Seeking customers’ needs
- Different opportunities brought by different customers’ needs
- Classification and analysis of customers’ needs
- Seeking customers’ needs - SPIN pattern
- Explicit needs and implicit needs
- Stimulating and enlarging customers’ needs
- Persuading customers
- NFAB mode
- Hiding your weakness
- Using presentation skills to highlight your strengths
* Negotiation principles
- Role analysis for key decision making team
- Power of negotiation
- Use of power in real negotiation - three dimensional power of negotiation
- Sales quotation tactics
- Pitfalls in negotiation
* Customer hierarchy
- Pareto Principle
- Using customer resources
- Customer evaluation and resources allocation
- Customer service and maintenance
3. Win-win situation for buyers and salespeople
* Salespeople and buyers are fundamentally partners rather than enemies
* Cooperation achieves better outcome
* Closer personal relationship is a plus
* 采購經(jīng)理