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1、知彼知己 采购人员必备的销售思维 Thinking as a Sales Person: Sales Fundamentals for Buyers Duration: 2 Days Price: 4450 Yuan May Sep 21-22(SH) 1-2(SH) ￥399/ 人 在线学习（推荐理由：研究证实，持续性的回顾可强化记忆和吸收。）M130 ：为共赢做准备M132 ：充满热情地展示销售方案M133 ：引导客户达成一致意见课程意义：在日益复杂的市场情况中，采购人员面临更加繁多的供应商和形形色色的销售人员，其中不乏受过良好训练的专业销售。如何从销售人员的行为中得到供应商的真实情况，如
2、何在采购过程中把握销售人员的真实思维？本课程提供给您专业销售人员的思维习惯和模式，帮助您更好地控制采购过程。参加对象：* 采购经理* 采购员及相关业务人员内容大纲：1.为什么要了解销售思维* 采购人员面临的全新挑战* 知己知彼才有更大胜算* 保障采购安全的重要因素2.职业化销售思维方式* 商机探寻思维 客户所处的市场环境分析- 从客户的生存环境、客户的竞争对手和客户的问题发现商机- 从产业发展和差异化竞争中发现商机* 客户需求探寻思维- 客户不同的需求带来不同的机会- 客户需求的分级以及分析- 客户需求的探寻：SPIN 模式- 显性需求和隐性需求- 激发和放大客户的需求- 说服客户思维- 说服
3、客户模式 NFAB 模式- 隐藏自己的弱点- 运用表达技巧突出自身优势* 谈判思维原则- 关键决策小组角色分析- 谈判的力量- 力量在谈判实际中的运用谈判三维力量- 销售报价策略- 谈判陷阱* 客户分级思维- 帕雷托原则- 客户资源的应用- 客户的评估和资源分配- 客户服务与维护3.采购和销售的共赢* 从根本上来说，采购和销售是合作伙伴而不是对手* 合作产生更大利益* 良好的个人关系可以加分Program Outline：1. Why do you need to understand sales peoples thinking* Brand-new challenges that buye
4、rs will face * Who puts himself in others shoes has the upper hand* Factors to ensure purchasing security 2. Professional thinking of sales people* Business opportunities spotting: analysis of customers market environment- Spotting opportunities from customers living environment, customers rivals an
5、d customers problems- Spotting opportunities from industry development and differentiated competition * Seeking customers needs- Different opportunities brought by different customers needs- Classification and analysis of customers needs- Seeking customers needs - SPIN pattern - Explicit needs and i
6、mplicit needs - Stimulating and enlarging customers needs- Persuading customers - NFAB mode - Hiding your weakness - Using presentation skills to highlight your strengths * Negotiation principles - Role analysis for key decision making team - Power of negotiation - Use of power in real negotiation -
7、 three dimensional power of negotiation - Sales quotation tactics - Pitfalls in negotiation * Customer hierarchy - Pareto Principle - Using customer resources - Customer evaluation and resources allocation - Customer service and maintenance 3. Win-win situation for buyers and sales- people* Salespeople and buyers are fundamentally partners rather than enemies * Cooperation achieves better outcome * Closer personal relationship is a plus
