Wednesday,
December 13th
09:30 AM - 12:30 PM
Suzhou Hui Rong
Plaza, Holiday Inn
Hotel
No. 21 Chengji Road,
Suzhou SND
苏州汇融广场假日酒店
(苏州 虎丘区 城际路21号
,近浒莲路)
Highlights:
As you may be
facing right now,
due to increases in
operating and raw
material costs, you
now have to sell at
higher prices to
your customers.
您或许正在面临一个难题,就是由于运营及原
材料成本的提升,你需要对你的客户提高价
格。
Of course your
customers will not
be happy with any
price increases, and
will threaten you
that they will
switch to other
suppliers if you
increase prices. In
fact, some might
have already
switched to buying
from other suppliers
already.
当然,您客户针对您提价肯定是一百个不愿
意,并威胁您如果提价就不再跟你采购了。事
实上,可能已经有部分客户已经转而跟其他供
货商购买了。
Key
Takeaways:
Case 1
案例 1
You have a key
account that
constitutes to 40%
of your sales
targets
你有对你销售指标贡献40%的一个大客户
Due to increase in
your company’s
operating costs,
your management
decide to increase
prices by 20% to all
customers
由于贵司运营成本上升,你管理层下令对所有客户涨价20%
Your customer is
very unhappy with
this price increase,
and say they would
switch to your
competitors if you
were to increase the
price
你的客户对此很不开心,并且说如果涨价,他们就转为跟你竞争对手购买
What would you do?
你会怎么做?
What is
Negotiation?
谈判是什么
Getting others to
give you what you
want, by giving them
what they want
通过给对方他们想要的东西以让他们给你所要
要的东西
What else do they
want besides price?
他们除了价格以外,还图些什么?
Price vs. Value 价格
vs. 价值
Price vs. Cost 价格
vs. 成本
How to Handle
Price Objections
Effectively
如何有效地处理价格异议
How to say
“No” without going
into an argument
with the customer
如何在不与客户发生争论的前提下根客户说
“不”
Uncovering what else
do the customer
value besides price
挖掘客户除了价格以外,还有哪些需求或想获
得的价值
How to mitigate
customers' concerns
and reach an
agreement
如何消除客户的顾虑并达成共识
Know when to fight,
and when not to
fight
知可战与不可战者 胜
How to deal
with over-aggressive
behaviour in
negotiations
如何应对过度强硬的谈判行为
Know when to walk
away知道什么时候应该走人
Role Play: dealing
with a tough
negotiation
演练:与你的客户进行激烈谈判
For whom?
· Sales People 销售人员
· Sales
Managers 销售经理
· Senior
Managers and
Directors 企业高管管
Fee:
RMB 200 per
person for DUSA
Member;
RMB 500 per person
for non-DUSA Member;
DUSA会员,每人人民币200元;
非DUSA会员,每人人民币500元