家乐福谈判技巧(ppt 5页)

对业务员不要表现热心
  Never show enthusiasm to any salesman
你的第一个反应，应是否定的
  Your first offer reaction should be negative
提出不可能的要求
  Make impossible requests
不要接受第一个提案，让业务员哭，这是最好的技巧
  Never accept first offer, let salesman cry, this is the best trick
总是使用座右铭，你还可以做得更好
  Always use the motto：“You can do better than that”
总是强调你不老板
  Always be someone’s subordinate
智慧思考－让自己像个白痴
  Be intelligent – make believe you are an idiot
不要做任何让步，除非得到相对的回馈
  Never make any concessions without getting something in return
扮演公平及不公平
  Play fair and unfair
不要犹豫去争论，甚至他们是无礼的
  Do not hesitate to use arguments, even if they are unfounded
持续重复同样异议
  Keep repeating same objections
别忘记，百分之80的收获来自最后谈判部份
  Don’t forget, 80% are gained during latter part of  negotiations 
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