销售谈判技巧入门课件

销售谈判技巧入门,销售谈判技巧入门SalesNegotiationTechniquesAPrimer,令谈判出成果的原则ProfitableNegotiationPrinciples作计划Planning准备谈判工具NegotiationTools策略简介IntroductiontoTactics结束时有所收获GainingClosure成为谈判高手须具备的素质WhatMakesaGoodNegotiator,销售谈判技巧入门,ProfitableNegotiationPrinciples,为每一次谈判做计划PlanforEveryNegotiation了解这桩生意的重要性和广泛性Howimportantandextensiveisthisdeal计划与实际谈判耗时的比率Ratioofplanningtimetotabletime销售谈判是一个过程而非结果Asalesnegotiationisaprocess,notanevent!弄清自己的目标,首要目标和次要目标各是什么KnowYourObjectives,PrimaryandSecondary对谈判要达成的目标心里有数KnowYourWalk-AwayPoint,令谈判出成果原则,销售谈判技巧入门,令谈判出成果原则-2ProfitableNegotiationPrinciples2,要留机动余地LeaveRoomtoManeuver起点要高，且理由充足Openhighandprovidejustification重要的是解决问题而不是维护自己的立场Focusonresolvingissues,notondefendingpositions寻求成交业务的方法Lookforwaystocreatethedeal总是让客户也有利可图Alwaysleaveyourbuyerawaytowin,销售谈判技巧入门,令谈判出成果原则-3ProfitableNegotiationPrinciples3,小心控制让步行动ManageYourConcessionsCarefully有克制的让步才有价值Concessionshavenovalueunlesswithheld不做没有回报的让步Nevergiveaconcessionwithoutgettingsomethinginreturn对己方做的让步了然于胸Keeptrackofconcessions你总是可以反悔Youcanalwaystakeaconcessionback!,销售谈判技巧入门,计划Planning确定并归类要讨论的问题我方及对方的IdentifyandRankOrdertheIssues-Ours&Theirs,目标：Objectives:我们希望达到什么目标？我们必须达到什么目标？Whatwouldweliketohave?Whatmustwehave?把事情按重要性排序Listthethingsinorderofimportance将不怎么重要，但有可能促成交易的广告刊物或宣传彩页包括在内Includelow-priorityissuesand“throwaways”thatmaybeusedtohelpcompletethedeal从对方的角度提同样的问题。要现实些！Askthesamequestionsfromtheirviewpoint.BeRealistic!对谈判要达成的目标心里有数Knowyourwalk-awaypoint风险：我们会有什么损失？Risks:Whatdowehavetoloose?糟糕的方案Bad-CaseandWorst-Casescenarios交易成交对我们有何好处？不成交有何坏处？Whatifwedothisdeal?Whatifwedont?他们有什么风险？Howabouttheirrisks?,销售谈判技巧入门,计划Planning预测并计划活动我方及对方的PredictandPlanforMovement-Ours&Theirs,优势Leverage:：我们有何实力？Whatstrengthsdowehave?如何给对方加压？Howcanweputpressureontheotherside?如何说服他们？Howcanwepersuadethem?弱点Limitations:有什么会制约我们？Whatrestrictionsmayholdusback?有什么棘手的事情？Whatmaybeproblematicforus?,销售谈判技巧入门,计划Planning预测并计划活动我方及对方的-2PredictandPlanforMovement-Ours&Theirs2,策略.记住谈判双方的阵线Strategies.RememberAllSides-Ours&Theirs:销售进展如何？我们何时停止销售，开始谈判？Whereareweinoursalesprocess?Atwhatpointdowestopsellingandbeginnegotiating?我们/他们会有什么大动作？Whatbroadapproachwillwe/theytake?我们/他们会为了什么而作出较大的让步？Whatarethemajorthingswe/theyarewillingtogiveuptogetthemainthing(s)we/theywant?我们/他们如何定位自己？Howwillwe/theypositionourselves/themselves?我们/他们期望的时间范围是？Whattimeframe(s)dowe/theyexpect?我们/他们期望结果是什么？Howdoweexpectittogo?Whatdotheyexpect?,销售谈判技巧入门,计划Planning预测并计划活动我方及对方的-3PredictandPlanforMovement-Ours&Theirs3,:战术：Tactics在销售中如何推动客户？Howwillwefacilitatetheirmovementthroughthesalesprocess?我方团队中应由谁充当什么角色？Whatrolesmustbefilledbyourteam?我们打算做什么让步？这么做有何好处？Whatconcessionsdoweplantomake?Inreturnforwhat?对方会有什么要求？会做什么让步？Whatdoweexpectthemtoaskfor?Whataretheywillingtogiveup?我们要用什么策略？Whatploys,ifany,shouldweplantouse?安排谁观察他们，识别他们的策略、领会他们发出的信号、弄清他们行为的含义和他们内部的相互作用Whowillwatchthemtoidentifytheirploys,figureouttheirsignals,andinterprettheirbehaviorsandinternalinteractions?,销售谈判技巧入门,计划Planning预测并计划行动我方及对方的-4PredictandPlanforMovement-Ours&Theirs4,应对策略：Counter-Tactics:我们将如何应对他们可能采取的策略？Howwillwerespondtotheirprobabletactics?他们又会对我们的策略有什么反应？Howdoweexpectthemtorespondtoours?,销售谈判技巧入门,计划Planning选择并检定参与人员的资格我们及他们的IdentifyandQualifythePlayers-Ours&Theirs,确定所有人员的名字、职位和所担负的任务IdentifyAllbyName,Position,andRole根据需要、方法、威信和影响力来检定对方人员资格QualifyTheirsbyNeed,Means,Authority,Influence根据要点（预计地点、时间和方式）专家、辅助人员和年资等检定我方人员的资格。QualifyOursbyPoint(Participatewhere,when,andhow)Expert,Support,Other&Seniority最后要考虑：FinalConsiderations与对方的关系是竞争性、合作性还是协作性的？IsourrelationshipCompetitive,Cooperative,orCollaborative?我们希望会场的气氛是积极的、中性的还是消极的？Whatmeetingclimatedoweexpect-Positive,Neutral,orNegative?我们的反应/行动应是友好的、中立的还是咄咄逼人的？Howdowerespondoract-Friendly,Neutrally,orAggressively?,销售谈判技巧入门,谈判的方式WaystoNegotiate,合作态度双赢CooperativeMode-Win/Win竞争态度一方赢CompetitiveMode-OnePartyWins随意的态度TheAttitudinalMode有组织的态度TheOrganizationalMode个人化的态度ThePersonalMode,销售谈判技巧入门,1.合作态度双赢CooperativeMode-Win/Win,采取这种态度买卖双方都有利可图但不会损及对方利益BothBuyerandSellercanincreasetheirprofitwithoutonehurtingtheother.通过以下调整，可做成更好的交易Abetterdealmaybewaitingin:更合作的发货安排Bettercoordinateddeliveryschedule修改规格Revisedspecifications调节运输Transportationaccommodations改善包装Packagingaccommodations修改付款条件Paymentterms额外的购买额或别的选择Additionalpurchasesoroptions买卖双方间责任的调整Adjustmentofwhodoeswhatbetweensellerandbuyer包括第三方与否Involveordis-involvethirdparties技术服务和营销合作TechnicalServiceandMarketingCooperation其它Others,销售谈判技巧入门,双赢=明智、有效和互惠Win/Win=Wise,Efficient,andMutuallyProfitable,5.坚持到底FollowThrough,4.处理实际冲突ManageRealConflicts,3.消除表面上的冲突HandleApparentConflict,2.创造融洽气氛BuildRapport,1.计划Plan,守信MaintainCommitment,制止、协商Deter,Bargain,重新组织：“如果会怎样呢？”Reframe,“Whatif.?”,交流信息ExchangeInformation,研究、团队合作Research,TeamUp,销售谈判技巧入门,2.竞争态度只有一方赢CompetitiveMode-OneWins谈判总是有竞争的成分的Negotiationalwayshasanelementofcompetition,从竞争的角度看属于好的言行：GoodBehaviorFromaCompetitiveStandPoint:打住话头！不要泄露你的动机、权限和时限SHUTUP!Besecretiveaboutyourmotives,powerlimitationsandtimepressures.不要轻信！谈判中我们看到的只是事情的表象DontTrust!Thingsarenotwhattheyappeartobeinnegotiations.降价。卖方永远不要主动提出，而买方则一定要提议CostBreakdowns.Sellersshouldnevergivethem.Buyersshouldalwaysrequestthem.不要卤莽行事。在作好准备前千万不要作决定。DonotShootfromtheHip.Neversettleanissueuntilyouarepreparedforit.,销售谈判技巧入门,2.竞争态度只有一方赢CompetitiveMode-OneWins谈判总是有竞争的成分的Negotiationalwayshasanelementofcompetition,让步ConcessionMaking:给自己提供谈判的余地Giveyourselfroomtonegotiate如果你的起步太低或太高，会引起对方的敌对情绪Ifyoustarttoohighortoolow,theywillreactwithhostility逐渐让步Giveinslowly不要放弃针锋相对Donotgiveintit-for-tat.不要因为临近最后期限而做很大的让步Donotconcedelargeamountsunderpressureofdeadline.,销售谈判技巧入门,3.随意的态度Attitudinal(Rapport)Mode,我们谈判的不仅是货物及服务，还有意见。还有一些因素也是价格的一部分：Wenegotiateattitudesaswellasgoodsandservices.SubtleFactorsarePartofthePrice:信任Trust友谊Friendship诚实Integrity亲切Goodwill可靠性Credibility对权威和合法性的认同及RecognitionofAuthorityandLegitimacy,and对地位的认同RecognitionofStatus.利用机会达成协议，令双方都满意Takethetimetoreachcommitmenttomutualsatisfaction!实验显示侵略性的人占抱合作态度的人的便宜，但是Experimentsshowthatexploitativepeopletakeadvantageofthosewhoarecooperative,but.,销售谈判技巧入门,4.有组织的态度TheOrganizationalMode,谈判代表总是属于某个较大团体的Thenegotiatorisalwayspartofalargerentity.他/她如不能为团体利益服务，必定会给自己带来麻烦Heorshemustservetheinterestofaconstituencyorendupintrouble.幕后人员的共同特征：CommoncharacteristicsforthoseBehind-the-Scenes:他们都有各自不同的准则、责任、对风险的看法和工作量Theyhaveownrules,responsibilities,attitudestowardrisk,andworkloads他们的需要和优先考虑的事情也各不相同Theyallhavedifferentneedsandpriorities作决定的权力不同Dontcontributeequallyinthedecision-makingprocess所获利益不一样Somegainmorethanothersfromtheoutcome,销售谈判技巧入门,4.有组织的态度2TheOrganizationalMode-2,你必须与得力的谈判代表作深入谈判YouMustNegotiateinDepthtoaneffectiveNegotiator4个最重要的原则Fourcardinalrules:弄清谁在哪件事上有决定权Knowwhoreallymakesthedecisiononeachissue寻求对方的承诺，并接受对方对你产品和建议的反对意见Seekcommitmentandacceptfrompeoplebehindyouropponentonyourproductandproposal你的任务是帮助对方从他的组织中得到肯定的回答。促使他接受Yourjobistohelptheopponentnegotiatea“Yes”fromhisorganization-Enablehimtoaccept同时你还必须与自己一方的人协商。否则你就不能满足他们的需要和解决他们关心的问题Youmustalsonegotiatewithyourownpeople.Ifnot,youcantservetheirneedsandpriorities.,销售谈判技巧入门,5.个人态度ThePersonalMode,每一次谈判都受一些日程表外的微妙事情影响Everynegotiationisinfluencedbysubtleissuesthatdoesnotappearonanyagenda.看起来很重要的事情经常没那么紧要Whatappearstobethebigissuesareoftennot.以下个人/看不见的事情经常决定谈判成功与否Thesepersonal/unseenissuesoftencontrolifadealismadeornot.星期一我就要开始度3周的假了Mythree-weeksvacationbeginsonMonday我刚换了个老板Ihavejustgotanewboss我感冒了Iamcomingdownwiththeflu我家的那口子要我回家参加宴会Myspousewantsmehomeforadinnerparty我希望感觉良好Iwanttofeelgoodaboutmyself我手头的活太多了IhavemoreworkthanIcanhandle,销售谈判技巧入门,谈判的方法要点WaystoNegotiate-Summary,以上所谈的因素在每一个谈判中都存在，这意味着你可乘机改善业务！Theyallexistineverynegotiationandrepresentanopportunitytoimprovethedealsyoumake!要准备好根据不同的情况调整态度Bereadytochangefromonemodetoanotherasthesituationdictate.,销售谈判技巧入门,谈判策略NegotiationTactics要么接受要么放弃明码实价策略-Take-It-or-Leave-It-ADemandandOfferTactic,电话单是明码实价的交易Thephonebillisatakeitorleaveitdeal有充足理由定一个固定的价格Manygoodreasonsexistforusingafirmprice.使用固定价格时应采用下列方法解除对方的敌对情绪Methodstoreducehostilitywhenusinga“firmprice:制订公平交易规则Supportthepricewithregulationslikefairtrade公司的政策Supportitwithcompanypolicy公开的价格列表Publishedlistprice公开的统一折扣价目表Publishedstandarddiscountlists将价格展示给所有的人看Displayingthepriceforalltosee表明价格对大家都一视同仁Demonstratethatthepriceisthesameforall举个好的例子，证明价格是公道的Provideagoodexplanation-Justifytheprice,销售谈判技巧入门,谈判策略NegotiationTactics如何应对明码实价的报价CounteringaTake-It-or-Leave-ItOffer,最好的办法是改变交易的性质Thebestmethodistochangethenatureofthedeal.把问题扩大化，将不同的服务、数量、质量或新/不同的产品都牵扯进来。Broadentheproblemtoincludedifferentservices,quantities,qualities,ornewordifferentproducts.把固定报价和非固定报价的条款混淆起来，然后一定一个底线。Mixitemsthatarenottake-it-or-leave-itwiththosethatareandthennegotiatethebottomlinefigure为了试探对方是否有决心咬定一个价格，你可以：Youmaywanttotesta“FirmPriceResolve”by:突然离席Walkingout假装没听到，继续谈Continuetalkingasifyouneverheardit向高层管理人员抗议Protesttohighermanagement试探减少服务是否可以降低价格Determineiflessservicescanreducetheprice,销售谈判技巧入门,谈判策略NegotiationTactics亮底牌策略最有效的策略之一TheBogeyTactic-OneoftheMostEffective,就好比说：TheBogeyworkslikethis:你想买辆新车。为此你得付10000美圆。Youwantanewcar.Youhavetopay$10,000toreplaceyouroldcarwiththepreferrednewcar.你告诉经销商：我喜欢这辆车，但我只有我奶奶留给我的价值8000美圆的地产。这是包付支票。Youtellthedealer:“IlovethecarbutIveonlygot$8000,whichmygrandmotherleftme$8000inherestate.Hereisthecertifiedcheck.”,销售谈判技巧入门,谈判策略NegotiationTactics亮底牌策略最有效策略之一2TheBogeyTactic-OneoftheMostEffective-2,这个策略几乎立竿见影，它包括了三个谈判法则TheBogeybeginstoworkalmostimmediatelyandinvolvesthreenegotiationprinciples:你夸奖别人总是另有目的的。就等于你在向他求助。通常你会如愿以偿。Wheneveryoupraisetheegooftheotherperson,youexpectsomethinginreturn.Youquietlyaskedforhishelp.Youoftengetit.卖方比买方更了解产品。这个策略让他们有机会显示这一点。Sellersknowmoreabouttheirproductthanbuyers.Thebogeygivesthemachancetoshowthat.如果努力，双方都可找到更划算的交易。Thereisalwaysabetterdealavailableforbothpartiesiftheysearchforit.Thebogeystartsthesearch.,销售谈判技巧入门,谈判策略NegotiationTactics对付亮底牌策略CounteringaBogeyTactic,销售员可通过以下方法抵消客户的亮底牌策略：Asalespersoncanoffsetabuyersbogeyandmakeitworkforhimby:在谈判前准备好备用选择（价格/数量、包装、产品混合和设计等等）Havingalternateoptions(price/volumepackages,productmix,designsetc.)availablebeforeyoucometothenegotiation找出真正的决策者Findoutwhoistherealdecisionmaker弄清谁有钱、谁付帐。改变付款条件、测试底线。Findoutwhohasthemoney,andwhopaysthefinalbill.Changethepaymentterms,testthebogey.让买方做对他有益的事Letthebuyerdosomethingsforherself呆在原地，不采取任何行动Staywhereyouare,dontdoanything,销售谈判技巧入门,谈判策略NegotiationTactics销售员可使用的亮底牌策略BogeysaSalespersonCanUse,你要是把定单都给我，我们可以做这单生意Wecandoitifyoucangiveme100%oftheorder你要是买5吨/改变交货方式或，我们可以接受Wecandoitifyoubuy5000kg,changedelivery,or.最小订货量Minimumorder你要是想买42号的，就得搭配上些48号的货物Ifyouwantsize42,youhavetobuysomesize48,销售谈判技巧入门,谈判策略NegotiationTactics挤压策略有意想不到的效果TheCrunchTactic-WorksBetterthanitshould,挤压策略是这么回事：Itworkslikethis:买主收到对同一个产品的3个不同报价：$1.00/kg、$1.03/kg和1.04/kg。他对三个销售员分别说：Thebuyerhasthreeoffersforthesameproduct.Thebidsare$1.00/kg，$1.03/kgand1.04/kg.Hetellseachsalespersononeofthreethings:你得给个更好的价。“Youhavegottodobetterthanthat.”你得给我质量更好的货。“Youhavetodoordeliversomethingmuchbetter.”你的价格差不多“Youareclose.”他们通常会照办Theygenerallydo.,销售谈判技巧入门,谈判策略NegotiationTactics对付挤压策略CounteringtheCrunchTactic,找出问题。你需要做什么调整Findoutwhattheproblemis.Exactlywhatisityouneedtomodify查出别人是否也提供同样的产品/服务组合。Findoutwhetherothersareofferingthesameproduct/servicemix问买方想要什么价格。Askthebuyerwhatpriceheorsheneedstoclose为自己的价格辩护。说明包括了什么费用，强调这是整体价格。Defendyourprice.Explainwhatitincludes,stressthetotalpackage显示你的过往记录很出色，守信。Showthatyourtrackrecordisspecial.Thatyoumeetyourpromises突出你产品的质量和效益。Stressyourqualityandbenefits不要让步太快。Dontcomedowntoofast,销售谈判技巧入门,谈判策略NegotiationTactics循序渐进“如果，会怎样”策略ZeroingIn-The“WhatIf?”Tactic,“如果”策略旨在探查卖方的信息。“Whatif?”isdesignedtopryinformationfromseller.这个方法可测试对方是否已准备好解决问题Itisawaytotestthereadinesstosettle可慢慢接近对方的限度Itzeros-inontheOpponentslimits两个例子Twoexamples:如果饲料价格增加$0.03/kg，而我们同意，你会考虑使用XP吗？“WouldyouconsiderusingXP,ifyourfeedcostincreasedby$0.03/kgandweofferedto.?”你给XP报价$1.35/kg。买主提出如果他大批量购买，可不可以$1.25/kg。然后他就咬定$1.25/kg而不再提大批购买的事。YouhaveofferedXPat$1.35/kg.Buyerasksyoutoconsider$1.25/kgforasignificantlylargerquantity.Hethengoesforthe$1.25/kgwithouttheextrapurchase.,销售谈判技巧入门,谈判策略NegotiationTactics对付“如果”策略Counteringthe“WhatIf?”Tactic,买主一用“如果”的句子就要警觉Bealertwhenabuyerstartsasking“Whatif?”!不要当场定价Neverpriceonthespot记住并不是对方的每一个问题都值得答复。用“他们不会的”或“这会花很多钱”来打发“如果”的问题。Understandthatnoteveryquestionthebuyerasksdeservesananswer.Trytoblock“Whatifs”by“Theywont”or“Itwillcostagreatdeal”根据是否能立即下定单决定要否作让步。Ifaconcessionisofferedmakeitcontingentuponreceivingtheorderimmediately.把这个情况转化成机会。“那您能不能下10吨的定单而不止是5吨呢？”或“那您能否让我们”Turnitintoanopportunitybyasking“Wouldyouconsidertaking10MTinsteadof5?Or“Wouldyouconsiderallowingusto?”,销售谈判技巧入门,谈判策略NegotiationTactics逆向竞价策略The“ReverseAuction”Tactic,就好比：你从三个买主那索取了同一产品的不同报价。之后你请他们到办公室来议价。时间分别为9：00、9：15和9：30。Workslikethis:Yousolicitbidsfromthreesellersonthesamework.Afterreceivingthebids,youinvitethemtoyouofficetodiscussthem.Thefirstat9:00,thenextat9:15,antthelastat9:30.10：00你把第一个买主再次叫到办公室谈业务。At10:00youcallthefirstintoyourofficetotalkbusiness.经过回顾各种互相矛盾的观点，你对整件事的微妙之处和风险都更加了解。Afterhavingreviewedtheconflictingclaimsetc.,youarebetterabletounderstandthesubtletiesandrisksinvolvedinthework.逆向竞价也有风险。卖主们就不喜欢这种策略。The“ReverseAuction”isnotwithoutrisks.Sellershateit.,销售谈判技巧入门,谈判策略NegotiationTactics应对“逆向竞价”策略Counteringthe“ReverseAuction”Tactic,作竞价的最后一个参与者，而非第一个Belastintheauction,notfirst出动最高明的谈判代表Useyourmostskillednegotiators不要急于让步Donthurrytomakeconcessions以你方的实力和效益作为卖点Sellyourstrengthsandbenefits你的权限不能超越底线。Limityourauthoritytoabottom-linefigure带上专家。买主需要信任某个人Bringexperts.Thebuyerwantstobelievesomebody.准备创新措施以备事情变糟Haveaninnovativeapproachreadyifthingsgobadly弄清谁是管事的Knowwhoreallymakesthedecision,销售谈判技巧入门,谈判策略NegotiationTactics蚕食策略TheNibbleTactic-Anacceptedpractice,蚕食就是：你刚买了一套新衣服，店老板开始写帐单时你问：“你准备送我那条领带？”Nibblingworkslikethis:Youhavejustpurchasedanewsuit,thenasthestorekeeperpreparetowritethecheckyouask:“Whichtieareyougivingme?”蚕食政策之所以有效是因为：TheNibbleiseffectivebecause:事情已基本敲定定，对方极想达成交易99%oftheworkisdoneandtheotherpartyhasastrongdesiretoclose对整个交易来说，这一点要求不为过The“bite”isnotmuchcomparedtothewholedeal可因此加强长期的关系Alongtermrelationshipmaybeenhancedbyit可让买主感到他捡了个便宜Itmaymakethebuyerfeelheisgettingabargain要的物品不贵Theitemaskedforappearsinexpensive.,销售谈判技巧入门,谈判策略NegotiationTactics应对蚕食策略CounteringtheNibbleTactic,蚕食策略的对象表面看起来是额外送的或打折的，但不一定是小物件或便宜！Nibblesappearasextraitemsthrowninorrebates,andarenotnecessarilycheaporsmallitems!使用以下应对措施Usethesecountermoves:准备一份已公开的价目表Haveapublishedvisiblepricelist强调蚕食的物品不包括在买出货物里Insistthatthe“nibble”isnotpartoftheitemsold忍住，不要让步。要是你够耐心，对方会放弃的Resistthetendencytogivein.Ifyouarepatient,thenibblerwillgiveup.把蚕食物品计算到销售中Simplyincludethenibbleinthesalesprice禁止销售人员擅自送礼品Donotallowthesalespersonauthoritytogivetidbits,销售谈判技巧入门,谈判策略NegotiationTactics,明码实价策略Take-it-or-leave-it亮底牌策略Thebogey挤压策略Thecrunch循序渐进策略Zeroingin-The“Whatif?”逆向竞价策略The“reverseauction”蚕食策略Thenibble做事太急，后悔不及“Actinhaste,repentinleisure”,销售谈判技巧入门,结束时有所收获GainingClosure用双赢表归纳SummarizeinWin-Winform,以当时你认为能成交的最佳条款提出协议/订单Askforthecommitment/orderonthebesttermsyoufellcanbeachievedatthatpoint不要中途放弃Dontwaiverwhendoingit忍受住压力，不要在临近结束时让步Resistconcessionpressuresneartheclose如果客户在结束时提出新的棘手问题，尽快简单地处理Ifcustomerraiseanynewriskissuesattheend,dealwiththemsimplyandconcisely在握手结束前归纳主要的益处，把双方意见不合的小问题先搁置一边。Setminorstickingpointasidebysummarizingthekeybenefitsjustpriortoshakinghands从我方的角度总结双方都同意的行动。Summarizetheactionsyoubothagreedtofromyourperspective,销售谈判技巧入门,优秀谈判代表的4个特征FourCharacteristicsoftheGoodNegotiator,事前计划和准备TheyPlanandPrepare他们会为一次的集体谈判花5周做计划，但只为一次常规性的谈判准备5分钟Theymayspendfiveweeksplanningforalargeteamnegotiationorjust5minutesforaroutinecallnegotiation他们在精神上和物质上都作好准备Theygetthemselvesready,bothsubstantivelyandemotionally他们已清楚地定好谈判目标Thehaveclearlydefinednegotiatingobjectives,销售谈判技巧入门,优秀谈判代表的特征2CharacteristicsoftheGoodNegotiator-2,他们先在内部协商好TheynegotiateInternallyfirst在内部取得一致承诺，同意遵守与谈判客户达成的契约Gaintheinternalcommitmentstofulfillthecustomercommitmentstheynegotiate了解管理层愿意冒多大的风险。Theyknowhowmuchrisktheirmanagementiswillingtotake了解内部对利润和销量那一个更看重Theyunderstandtheirinternalpriorities,e.g.,marginversusvolume,销售谈判技巧入门,优秀谈判代表的特征3CharacteristicsoftheGoodNegotiator-3,善于创新TheyareCreative重新将销售产品定位以便达到双赢Findwaystoreshapethetotalproductofferingtowardsawin-win寻求新的交易和合作Theylookfornewtrade-offsandcombinations擅长循序渐进策略，总是问“如果的话，”Theykeepasking“Whati