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所在平台: Udemy |
课程主页: https://www.udemy.com/course/negotiation-and-closing-strategies/
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课程名称：谈判与成交策略 课程概述：欢迎参加我们的《谈判与成交策略》课程！在本课程的各个模块中，我们将学习如何利用销售周期，为谈判做准备，赢得谈判，并利用成功的谈判提升客户满意度，以实现下一次更成功的谈判。 模块一：销售周期介绍及课程内容概述。 模块二：准备阶段。每次谈判中获胜的可能性最大的是那些花费最多时间进行准备的团队。在本模块中，我们将学习多种技术和策略来为谈判做准备。重点内容包括购买决策的驱动因素、谈判角色、谈判策略的准备、影响RFQ、理解竞争、组建战斗团队、满足客户的核心需求、识别价值驱动因素、理解时间限制、理解讨价还价区域、了解BATNA、计划让步与要求、准备多个报价、建立融洽关系等。掌握这些内容后，我们将能够在谈判中有效实施策略和战术。 模块三：谈判阶段。在谈判阶段，我们将应用在准备阶段开发的谈判和商业策略。重点内容包括管理期望、实用的谈判策略与战术、倾听与观察、管理偏见、关注总拥有成本而非价格、避免商品陷阱、说服技巧、行使谈判语句、成交策略以及如何处理艰难的胜利。 模块四：评估阶段。谈判结束后，应关注关键学习和实施，对客户体验至关重要。重点内容包括关键学习点、履行承诺、组织更新、影响客户满意度的其他因素及追加销售。 模块五：课程总结。内容包括案例研究、自我反思、测试题和课程总结以及进一步阅读的资料。 通过本课程的学习，您将全面了解如何规划您的谈判，并掌握不同的策略和战术以达成交易。希望您能享受这门课程，并在学习过程中感到愉快！
Welcome to our course on Negotiation and Closing Strategies! Throughout the modules of this course we will go through how to use the sales cycle and prepare for the negotiation, how to win the negotiation, and how to use the win to increase customer satisfaction so the next negotiation is even more successful.In Module 1, we are learning about the sales cycle and going through the content of the course.In Module 2, we are focusing on the Preparation Phase. The likely winner in every negotiation will most likely be the team who spent the most time on preparation. We will learn different techniques and strategies to prepare for the negotiation. The areas that are highlighted in this module are:What Drives a Purchase DecisionNegotiation RolesPreparing Negotiation StrategiesInfluencing the RFQUnderstanding CompetitionPrepare a War Room TeamFulfill the Customer's Must-HavesIdentifying Value DriversUnderstanding Time ConstraintsUnderstanding the Bargaining ZoneUnderstanding the BATNAPlan Concessions & AsksPrepare more than one OfferBuild RapportAfter having learned about these areas we are prepared to implement our strategies and tactics during the negotiation.In Module 3, the focus is on the Negotiation Phase. The Negotiation Phase is the time to deploy the tactics from your negotiation and commercial strategies developed in the Preparation Phase. The areas highlighted in this module are:Manage ExpectationsUseful Negotiation Strategies & TacticsListen and ObserveManage BiasingFocus on TCO and not PriceAvoid the Commodity TrapPersuasion TechniquesThey are 20% Cheaper than you...Useful PhrasesClosing the DealTo Leave or Not to LeaveHow to Manage Tough WinsWe have now signed a good deal and it is time to build customer satisfaction during the last phase of the sales cycle.In Module 4, we are focusing on the Evaluation Phase. After the negotiation, you should focus on key learnings and implementation. This phase is essential for customer experience. The areas highlighted in this module are:Key Learning PointsDeliver on CommitmentsOrganizational UpdateOther Areas that influence Customer SatisfactionUpsellingFinally, in Module 5, we are summarizing the course. The areas in this module are:Case StudySelf ReflectionTest QuestionsCourse SummaryFurther ReadingBy the end of this course, you will have a comprehensive understanding of how to plan your negotiation and you will have learned different strategies and tactics to win the deal. I hope you will enjoy the course and have fun along the way!
