家樂福談判技巧訓(xùn)練ppt課件

1、采購談判技巧NEGOTIATION TECHNIQUES1. 1、千萬不要對銷售業(yè)務(wù)員顯示他的友善， 只需通知他他思索與他協(xié)作。 Never show friendship to a salesman, but tell him that you consider him his companion.2. 2、把銷售業(yè)務(wù)員當(dāng)作我們的“頭號敵人。 Consider a salesman as our number 1 enemy.3. 3、要求、要求、再要求，他們最終會贊同 折扣、促銷活動等。 Demand, demand and demand, they will end granting (

2、 discounts, promotions, etc. )4. 4、千萬不要接受第一次報(bào)價；讓銷售員乞求 他；這會讓他在談判過程處于更有利的位置。 Never agree on the first proposal; let the salesman beg, this will give you the necessary margin to improve negotiations on our favour.5. 5、隨時記住這句話“他可以提供更好的條件。 Always remember the words “ you can do better than this.6. 6、隨時查他

3、的電腦，并確認(rèn)對方的報(bào)價比以前 更低，或盡能夠的低，不斷地要求更多，直 到銷售業(yè)務(wù)員贊同為止。 Always check with your computer and verify if the price is lower or the lowest possible. Always go for more until the salesman gives it to you.7. 7、隨時把本人當(dāng)做某人的下屬，同時記得銷售 業(yè)務(wù)員也是某人的下屬，他的上級指點(diǎn)應(yīng)可 以給我們更多的折扣。 Always show yourself as a dependent or subordinate, a

4、nd always remember that a salesman is a subordinate, his senior surely has an additional discount to offer.8. 8、假設(shè)一個銷售業(yè)務(wù)員隨便的贊同他所要求的 條件，或他要求上洗手間，或去打，回 來時他告知他的上級指點(diǎn)已贊同他要求的條 件，這顯示他所贊同的條件本來就是他計(jì)劃 給的條件。此時，他應(yīng)該再要求更好的條件。 If a salesman readily grants what you ask or asks to go to the toilet or uses the phone a

5、nd returns with an approval, consider that what he is giving was meant to be given; ask for more.9. 9、他的腦袋要精明，但要裝得像個笨蛋。 Be bright, but show yourself as an idiot ( fool ).10. 10、假設(shè)他沒有得到應(yīng)得的交換條件，請不要 退讓。 Do not concede anything if you do not receive something in exchange.11. 11、記?。阂粋€銷售業(yè)務(wù)員總是等待采購員會 要求某些條件

6、，而他通常不會要求以任何 條件做為交換。 Remember that the salesman always expects the buyer to ask for something and generally does not demand anything in exchange.12. 12、記住：一個前來向他建議訂貨量的銷售 業(yè)務(wù)員通常是比較有組織才干，而且專業(yè) 的。善用他的時間去了解那些沒有組織能 力，卻希望進(jìn)入或害怕退出我們供應(yīng)鏈的 銷售業(yè)務(wù)員。 Keep in mind that a salesman coming up with a suggested order is g

7、enerally more organised and professional, use your time to acquaint disorganised salesmen that wish to enter, or are afraid of quitting, the net.13. 13、不要同情銷售業(yè)務(wù)員；玩玩“壞人的游戲。 Do not feel compassion for a salesman; play the “bad guys game.14. 14、不要猶疑運(yùn)用“爭論的手段，即使他的 “爭論是假的。例如：“他的競爭對手的 銷售業(yè)務(wù)員總是給我更好的促銷方案、 買賣條

8、件及商品的周轉(zhuǎn)率。 You must not hesitate in the use of arguments as tool, even if they are false, for example, a competitors salesman always offer better proposals, terms and rotation.15. 15、堅(jiān)持同樣的“異議注：不同的意見， 不論他們是多么的不合理，銷售業(yè)務(wù)員最后 會置信他所聽到的事情。 Insist on the same objections, no matter how absurd they appear, the

9、salesman will end believing what he is listening.16. 16、別忘了80的條件是在談判的最后階段達(dá) 成。刺激銷售業(yè)務(wù)員，讓他害怕失掉生意 或輸?shù)粽勁小?Do not forget that 80% of the conditions are obtained in the negotiations last stage. Stimulate the salesmans fear to lose the sales or negotiation.17. 17、千萬不要忘記：我們必需從銷售業(yè)務(wù)員得 到更多的信息資訊，了解經(jīng)常訪問我 們的銷售業(yè)務(wù)員的

10、個性及需求，找出他們 的弱點(diǎn)。 Never forget that we have to obtain as much information as possible from the personality and needs of the salesmen that visit us regularly, discover their weak side.18. 18、經(jīng)常要求銷售業(yè)務(wù)員搞促銷活動，用更大的 進(jìn)貨量與他談判，盡能夠的得到更多的折扣。 Always invite a salesman to participate in a promotion. Close negotiati

11、ons with a high volume, and obtain as much discount as possible.19. 19、當(dāng)銷售業(yè)務(wù)員要求太過分時，給他吃點(diǎn)苦 頭。要挾他，說他要隨時中止談判。讓他 等，與他約好時間，但不與他會面。在與 他會面前先與其他銷售業(yè)務(wù)員洽談事情，威 脅他，說他要他的商品下架，或減少排面， 把他們的促銷員導(dǎo)購清場。只給他們一 點(diǎn)點(diǎn)時間去決議事情。同時他本人作估算， 縱使他的估算不準(zhǔn)確，該銷售員也將給他 更好的條件。20. 20、記住：“折扣有許多替代的稱號，例如： 津貼、補(bǔ)品及資助金等等。任何資助活動 都受歡迎。 Remember “ discoun

12、t has many names : allowances, courtesies, gifts, sponsorship, budget ( money ), and so on. Every event is welcome.21. 21、不要顯現(xiàn)出不確定或沒有平安感的樣子， 這對采購員而言是最糟糕的事。 Do not show uncertainty or insecurity. It is the worst that can happen to a buyer.22. 22、避開“毛利率這個主題，由于惡魔害怕 十字架。注：意思是只談進(jìn)價，不談售價， 我們的毛利率與供應(yīng)商無關(guān)。 Esc

13、ape the “ margin subject, as the devil escapes a cross.23. 23、假設(shè)某銷售業(yè)務(wù)員拖延對他的回復(fù)，通知 他他曾經(jīng)與他的競爭對手成交了。 If the salesman delays in giving you an answer, tell him that you already concluded the transaction with the competitor.24. 24、千萬不要讓銷售業(yè)務(wù)員質(zhì)問他所提出的任何 促銷活動或行動方案。 Never allow a salesman to question any promot

14、ion or action that you are requiring. 25. 26、不可讓一個銷售業(yè)務(wù)員知道我們的信息 資訊。他知道的愈少，他愈置信我們 所講的。 A salesman must never read our information, the less informed he is the more he will believe us.26. 27、不要被一個銷售業(yè)務(wù)員展現(xiàn)新設(shè)備或新科技 嚇倒。這并不意味著他比我們更有預(yù)備。 Dont panic when a salesman displays new equipment or technology. This doe

15、s not mean they are more prepared than us.27. 28、年輕或年長的銷售員會給更好的條件。年 長者自以為他們什么都知道。而年輕者那么 缺乏閱歷。 Young or adult salesmen are the ones that grant more. The adult one because he believes he knows everything and the youngest because of his inexperience.28. 29、假使銷售業(yè)務(wù)員與他的上級指點(diǎn)同時來 訪問他，他應(yīng)該要求更多折扣，更多促銷， 要挾他們要讓他們

16、的產(chǎn)品下架。一個銷售經(jīng) 理決不會在他的銷售業(yè)務(wù)員面前喪失訂單。 If the salesman is accompanied by his senior, demand more discounts, more participation in promotions, menace them with the withdrawal of his products. A manager is never willing to lose an order in front of his salesman.29. 30、假設(shè)他知道我們的競爭者正在方案搞一個促 銷活動，應(yīng)要求他給予我們同樣的條件。 If you learn that our competitor is working out a promotion, ask the salesman what he is doing and demand