ТЪРГОВСКИ УМЕНИЯ
Търговски умения28 – 29 март 2017 г., 10.00 – 17.15 часа
София,зала КИТОВ ЦЕНТЪР, ул. „Люлин планина” № 33 а
Лектор: Росен Йорданов
Досегашният ми опит с дистрибутори и търговци от различни бизнес сектори ме научи, че в търговията и бизнес преговорите има няколко безусловни истини:
- няма универсално добри търговци и безусловно успешни преговарящи;
- търговци с различна личностна структура и комуникативни особности могат да постигат висока резултатност;
- повечето от т.нар. успешни търговци знаят със сигурност как, но рядко имат систематично и задълбочено обяснение за това защо успяват;
- повечето от тях вярват, че резултатите им се дължат главно на индивидуалните им способности и умения и малцина ще припишат успеха си на техники и хитрини научени в някой курс за търговци;
- мнозинството ще отдават значение на понятия като доверие, убедителност, увереност, коректност, комбинативност, когато описват причините за успехите си, но няма да имат същото красноречие, когато им се наложи да обяснят провалите и неуспехите си, които ще оправдават с външни фактори и ситуативни причини.
Това, което наистина си струва да „продавам“ на хората с практика в търговията и воденето на преговори са отговори на тези и други въпроси. Не от позицията на проспериращ търговец реализирал много големи обороти, а като психолог, чиято 20 годишна практика му е поставяла предизвикателствата да общува и да разбира хората, да ги преценява и да ги мотивира, вдъхновява или убеждава, дори и когато се е налагало да разкриват неудобни истини за себе си. И най-важното да търси „тънката червена линия“ между тези безкрайни и многообраз ситуации.
Предназначение на курса:
В резюме, този курс няма да получите рецепти или рафинирани манипулативни похвати, които често се предлагат под формата неадаптирани за българската реалност обучения, превърнали се бизнес-клишета тип – soft skills, водени от лектори и „гурута“, които рядко са се престрашавали да правят нещо друго в практиката, освен да водят обучения.
Програмата би заинтригувала хора, които искат да знаят как да „продадат“ себе си, преди да продадат продукта си, както и за хора които искат да разбират по-ясно и задълбочено какво се случва в реалните им контакти с клиенти, контрагенти и бизнес партньори. Особено полезна би била програмата и за хора, които желаят да анализират проблемите и грешките си и да опознаят границите на възможностите си, участвайки в тези процеси, без да се страхуват, че може да загубят кураж и мотивация за работа. И не на последно място за всички, които са стигнали до убеждението, че качественото знание зависи не е само от съдържанието, но и от източника!
Основни модули:
- Психологични аспекти на комуникациите в търговския процес
- Вокално-интонационна компетентност
- „Анатомия“ на преговорите – психология на влиянието
Ключови теми и компетенции:
- Комуникативни и презентационни умения (управление на впечатленията)
Повишаване на качеството на общуване в диалогови ситуации, развиване на комуникативната компетентност, управление на въздействието и ефективен контрол над поведението (нагласа-цел-комуникация), форми и техники на адаптиране към динамичните аспекти на комуникативния процес.
- Асертивно поведение в продажбите
Ключови познания за анализ на динамичните аспекти на интеракцията в преговорите. Развиване на уменията за себеутвърждаващо поведение – да се влияе целево и ефективно върху поведението на другите, да развиеш поведенческа и ролева гъвкавост в преговорните контакти.
- Интонационна компетентност.
Развиване на умения за ефективно и адекватно използване на вокалните компоненти в общуването за постигане на комуникативните цели – в телефонен, диалогов и презентационен режим на комуникация.
- Аналитични знания и умения за водене на преговори.
Развиване на компетентността за дълбинен анализ на преговорните ситуации, оценката на позициите и ресурсите, планиране на срещите и механизми за влияние.
- Проактивни умения за постигане на ефективност.
Конструктивно поведение в проблемни ситуации, неутрализиране на тактики за постигане на надмощие и коригиране на дефицити в индивидуалния стил на участниците при работа с различни парньори.
Специално внимание ще бъде отделено на:
- психо-динамичните страни на въздействието и ефективното общуване
- преодоляване на вокалният „далтонизъм“ в общуването
- неутрализиране на “мръсните номера” в преговорите
- изграждане на доверие в преговорите
- анализ на нуждите и скритите очаквания
- изграждане и адаптация на преговорни стратегии
- неутрализиране на тактики за позиционен натиск.
Интерактивният метод на обучение:
Програмата включва обстойно теоретично изложение, тематични и сюжетно-ролеви упражнения и симулации, както въпросници за преценка на индивидуалните качества. От гледна точка на процеса обучението предлага условия за постоянен диалог с участниците и активното им ангажиране, включително и чрез разглеждане на конкретни практически казуси.
Практически бонуси:
- Материали от обучението
- Индивидуална обратна връзка за участниците
Структура на програмата:
28 март:
- Психологични аспекти на комуникативния процес
- Интонационна компетентност
- Асертивно поведение в продажбите
29 март:
- Психология на преговорния процес
- Тактики и модели на манипулиране в преговорите
- Неутрализиране на „мръсни номера“
- Стратегия и проактивност в преговорите
Участниците в обучението получават сертификат.
Китов Център гарантира винаги високо качество.
Най-добрите специалисти ще отговорят на всички ваши въпроси.
Ефективни обучения в малки групи.
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