知彼知己——采購(gòu)人員必備的銷售思維其它上課時(shí)間：

* 采購(gòu)經(jīng)理* 采購(gòu)員及相關(guān)業(yè)務(wù)人員

培訓(xùn)受眾:

* 采購(gòu)經(jīng)理
* 采購(gòu)員及相關(guān)業(yè)務(wù)人員

課程收益:

在日益復(fù)雜的市場(chǎng)情況中，采購(gòu)人員面臨更加繁多的供應(yīng)商和形形色色的銷售人員，其中不乏受過良好訓(xùn)練的專業(yè)銷售。如何從銷售人員的行為中得到供應(yīng)商的真實(shí)情況，如何在采購(gòu)過程中把握銷售人員的真實(shí)思維
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(gòu)過程。

課程大綱：

1.為什么要了解銷售思維
* 采購(gòu)人員面臨的全新挑戰(zhàn)
* 知己知彼才有更大勝算
* 保障采購(gòu)安全的重要因素

2.職業(yè)化銷售思維方式
* 商機(jī)探尋思維——客戶所處的市場(chǎng)環(huán)境分析
- 從客戶的生存環(huán)境、客戶的競(jìng)爭(zhēng)對(duì)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(jìng)爭(zhēng)中發(fā)現(xiàn)商機(jī)
* 客戶需求探尋思維
- 客戶不同的需求帶來不同的機(jī)會(huì)
- 客戶需求的分級(jí)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(shì)
* 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(jí)思維
- 帕雷托原則
- 客戶資源的應(yīng)用
- 客戶的評(píng)估和資源分配
- 客戶服務(wù)與維護(hù)

3.采購(gòu)和銷售的共贏
* 從根本上來說，采購(gòu)和銷售是合作伙伴而不是對(duì)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
- Offering strategy in sales
- 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 can achieve better outcome
* Closer personal relationship is a plus