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销售员所做的一切工作最终目的就是为了成交

 4 years ago
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销售员所做的一切工作最终目的就是为了成交_szu030606的专栏-CSDN博客

销售员所做的一切工作最终目的就是为了成交

叶广明_微信ye_guangming 2015-01-09 10:52:31 1553
分类专栏： 杂项
（1）最后一次报价禁忌. 　　报价过晚或者过于匆忙步幅度太大，显得过于慷慨;让步幅度太小，显得毫无意义当谈判进展到最后，双方只是在最后的某一两个问题上尚有不同意见，过让步才能求得一致，签订协议。在碰到这种情况时，怎样作出最后让步一，最后让步的时间，不能过早，也不能过晚;第二，最后让步的幅度，不能太大.也不能太小。 　　（2）成交协议的起草和签字的禁忌 　　办议或条款与谈判记录不吻合议文字含糊不清模棱两可封的成果要靠严密的协议来确认和保证要的记录和确认它们之间应该完全一致谈荆的结果故意犯错误，在数字、日期。一般来说，协议是以法律形式对谈。但是，常常有人在签订协议时故意、关键性的概念上搞小动作，甚至推鉴可的承诺和认可目此销售员必须明白将销售成果转变为协议形式的成果是要花费一定力气不能有任何松懈。在签订协议之前，他会与对方就全部的谈判内容、交易条件终的确定。协议确定后， 　　二后再签字。对一个销售员来讲再把协议的内容与谈判结果一一对照，在确认无误，必须明白:一旦在协议上签了字，生了效，那么的一切交易关系都只能以协议为准。 　　（3)庆贺谈判成功时的禁忌 　　过分地喜形于色;为自己庆祝。判即将签约或已签约，可谓大功告成，可能在这场谈判中你获得了较多的利对方只得到较少的利益，聪明的谈判人员此时是大谈双方的共同收获，强调it谈判的结果是共同努力的结晶满足了双方的需要，并且，还要称赞一番对方谁.到人员的才干。这样做，会使对方因收获较少而失衡的心理得到安慰和恢复，他会逐渐地由不满转为满足果你认为本次谈判的结果只是你个人或你这一方的杰作，只是庆贺自己的胜自己的收获沾沽自喜，喜形于色，甚至将自己在谈判中所做的某些漂亮的动乍坦白地告诉对方以表现自己的谈判艺术，讥讽对方的无能，那么，你是在自找麻烦，对方会为你的行为所激怒，或者将前面已约定的东西统统推倒重来，或者故意提出某些苛刻的要求使你无法答应而不能签约;或者，即使勉强签了协议，对方在今后的执行过程中也会想方设法予以破坏，以示报复。 　　总之，销售员所做的一切工作，从了解客户、接近客户、到后来的磋商等等一系列行为，最终目的就是为了成交。!!
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