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Building Winning relationships ProgramObjectives and Benefit By the end of the programme you will be able to: · Build win-win relationshipswith your customers win more opportunities · Maintain good relationship withcustomers so to get the strong support and beneficial policy from the customers. · Plot your strengths andpitfalls in negotiating · Use a 2 phase model fornegotiating – preparing and bargaining · Direct negotiations to youradvantage by carefully planning your position · Plan extensively to avoidfailure in hostile negotiations · Get the best deal by handlinghostile negotiators professionally and ethically Session1: 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-inwith a gentle pull Session 2: Carry out aConsultation · Understand your clients needsusing a simple model – AIDA · Use questions to raisecustomers interest and uncover new opportunities · Learn different types ofquestions to up-sell to clients · Use a checklist to guide thediscussion – ‘Decision Tree’ In this session you learned how to use 6 persuasive techniques intosales consultation. These are: Ø Creativity Ø Credibility Ø Confidence Ø Competence Ø Caring Ø Convincing
Youwill 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 toclosing. Session 3: Negotiationfor Win-Win Planning effectively is half the battle for the successfulnegotiator; 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: PreparingØ Set objectives Ø Decide fallback position Ø Identify tradable Ø Set the best and worst limits Ø Use "what if"approaches BargainingØ Get the issues on the table Ø Ask questions Ø Clarify Ø Trade concessions Ø conclude Session 4: BuildingWinning RelationshipsThissession teaches you how to use winning behaviours which will ensure that peopleget to like you quickly. Target to the customers’ win & pain,displaying a positiveattitude, using your voice and eye contact, controlling your body language andengaging your clients are the success ingredients for building winningrelationships. · Questioning techniques todiscuss the client’s doubts and uncertainties · Help the client overcomebarriers through effective reasoning · Use closing techniques to movethe sale forward
构建双赢的客户关系 课程目标和收益 在本课程结束时，你将能够: l 与客户建立双赢的关系，赢得更多的合作机会 l 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 l 在谈判中规划你的优势和陷阱 l 在谈判中使用两阶段模型——准备阶段和讨价还价阶段 l 仔细规划你的位置，让谈判对你有利 l 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 第一模块: 给客户留下深刻的第一印象 l 成功的第一次接触 l 给客户留下深刻的第一印象 Ø 镜像的肢体语言 Ø 调整你的态度 Ø 提供完整的关注 l 说服和影响他人 第二部分: 说服式咨询技巧 l 洞察客户的赢点和痛点——AIDA 模型 l 通过精准提问来提高客户的兴趣，并发现新的机会 l 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 l 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: Ø 创新的想法 Ø 真诚和坦荡 Ø 信心 Ø 能力 Ø 关怀 Ø 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 Ø 确定问题/设定目标 Ø 决定退守点 Ø 明确可交换条件 Ø 设定底线 Ø 采用“如果…..怎么样”的方法 Ø 洽谈成交阶段 Ø 把问题摆在桌子上 Ø 开局 Ø 精准提问 Ø 澄清 Ø 交换让步 Ø 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。 l 面质技术，让客户开诚布公讨论他们的疑虑 l 帮助客户克服障碍达成共识 l 使用收官技巧来推动销售达成
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