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:
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: 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: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
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
镜像的肢体语言
调整你的态度
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:
创新的想法
真诚和坦荡
信心
能力
关怀
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
确定问题/设定目标
决定退守点
明确可交换条件
设定底线
采用“如果…..怎么样”的方法
洽谈成交阶段
把问题摆在桌子上
开局
精准提问
澄清
交换让步
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
