BuildingWinningrelationships

主講老師：張瑞陽發布時間：2024-07-23

BuildingWinning 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:

·??Creativity

·??Credibility

·??Confidence

·??Competence

·??Caring

·??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: Negotiation forWin-Win

Planning effectively is half the battle for the successfulnegotiator; deciding your best and worst limits is vital during the planningphase; knowing how to negotiate your tradeables is vital during the bargainingphase.

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:? ?BuildingWinning Relationships

Thissession 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

Tags:

上一個：高效會議管理培訓——優化團隊內部的決策效能
下一個：The7HabitsofHighlyEffectivePeople

13065025946

BuildingWinningrelationships

相關課程

最新課程

最新入駐

裴宏偉

肖楠

紀可人

張澤鋒

譚豐華

孫超杰

彭曙光

王珍

石建勛

趙芳