CT3:
OEFENINGEN-
SESSIES
1
,INHOUDSOPGAVE
inhoudsopgave..........................................................................................................................................................2
behoeftenanalyse......................................................................................................................................................4
start van aankoopproces.......................................................................................................................................4
einde van verkoopgesprek: closen........................................................................................................................4
tips: succelsvol closen (robert cialdini).................................................................................................................4
tegenwerpingen opvangen...................................................................................................................................5
kracht van stilte.....................................................................................................................................................5
argumenteren – closing.........................................................................................................................................6
geen bod................................................................................................................................................................7
bod, optie, compromis, opschortende voorwaarde…..............................................................................................8
bod.........................................................................................................................................................................8
tegenbod...........................................................................................................................................................8
geldigheidsduur bod..........................................................................................................................................8
schriftelijk bod...................................................................................................................................................9
bod intrekken als koper.....................................................................................................................................9
bieding onder gesloten omslag.........................................................................................................................9
bod verdedigen...............................................................................................................................................10
optie....................................................................................................................................................................11
wanneer kiezen voor optie?............................................................................................................................11
hoe eigenaar overtuigen in te stemmen met optie?......................................................................................12
duur.................................................................................................................................................................12
vorm................................................................................................................................................................12
opschortende voorwaarde..................................................................................................................................12
compromis...........................................................................................................................................................12
documenten en attesten vereist nav verkoop....................................................................................................13
oefensessie..........................................................................................................................................................13
verkoop op plan: wet breyne..................................................................................................................................13
verkopen op plan: het ideale moment................................................................................................................13
verkooptools........................................................................................................................................................14
marketingkost en funnel.....................................................................................................................................14
verkopen op 2 niveaus........................................................................................................................................15
wanneer doe ik wat: agenda...............................................................................................................................16
verkopen is doorgedreven behoefteanalyse kunnen opmaken.........................................................................17
2
, omgaan met beperkte middelen........................................................................................................................17
omgaan met documenten...................................................................................................................................17
belangrijk.............................................................................................................................................................17
oefeningen..........................................................................................................................................................17
conflicthantering.....................................................................................................................................................18
managen van conflicten......................................................................................................................................18
effectiever met conflicten omgaan.....................................................................................................................18
conflictstijlen: het thomas-kilmann model.........................................................................................................19
bemiddelen/managen van conflicten.................................................................................................................21
escalatieladder van friedrich glasl.......................................................................................................................21
rationele fase...................................................................................................................................................22
emotionele fase...............................................................................................................................................22
strijdfase..........................................................................................................................................................23
oefensessie..........................................................................................................................................................24
salesmap..................................................................................................................................................................28
rollenspel 1: verkooppitch...................................................................................................................................28
rollenspel 2: documenten...................................................................................................................................28
rollenspel 3: marketing.......................................................................................................................................29
3
OEFENINGEN-
SESSIES
1
,INHOUDSOPGAVE
inhoudsopgave..........................................................................................................................................................2
behoeftenanalyse......................................................................................................................................................4
start van aankoopproces.......................................................................................................................................4
einde van verkoopgesprek: closen........................................................................................................................4
tips: succelsvol closen (robert cialdini).................................................................................................................4
tegenwerpingen opvangen...................................................................................................................................5
kracht van stilte.....................................................................................................................................................5
argumenteren – closing.........................................................................................................................................6
geen bod................................................................................................................................................................7
bod, optie, compromis, opschortende voorwaarde…..............................................................................................8
bod.........................................................................................................................................................................8
tegenbod...........................................................................................................................................................8
geldigheidsduur bod..........................................................................................................................................8
schriftelijk bod...................................................................................................................................................9
bod intrekken als koper.....................................................................................................................................9
bieding onder gesloten omslag.........................................................................................................................9
bod verdedigen...............................................................................................................................................10
optie....................................................................................................................................................................11
wanneer kiezen voor optie?............................................................................................................................11
hoe eigenaar overtuigen in te stemmen met optie?......................................................................................12
duur.................................................................................................................................................................12
vorm................................................................................................................................................................12
opschortende voorwaarde..................................................................................................................................12
compromis...........................................................................................................................................................12
documenten en attesten vereist nav verkoop....................................................................................................13
oefensessie..........................................................................................................................................................13
verkoop op plan: wet breyne..................................................................................................................................13
verkopen op plan: het ideale moment................................................................................................................13
verkooptools........................................................................................................................................................14
marketingkost en funnel.....................................................................................................................................14
verkopen op 2 niveaus........................................................................................................................................15
wanneer doe ik wat: agenda...............................................................................................................................16
verkopen is doorgedreven behoefteanalyse kunnen opmaken.........................................................................17
2
, omgaan met beperkte middelen........................................................................................................................17
omgaan met documenten...................................................................................................................................17
belangrijk.............................................................................................................................................................17
oefeningen..........................................................................................................................................................17
conflicthantering.....................................................................................................................................................18
managen van conflicten......................................................................................................................................18
effectiever met conflicten omgaan.....................................................................................................................18
conflictstijlen: het thomas-kilmann model.........................................................................................................19
bemiddelen/managen van conflicten.................................................................................................................21
escalatieladder van friedrich glasl.......................................................................................................................21
rationele fase...................................................................................................................................................22
emotionele fase...............................................................................................................................................22
strijdfase..........................................................................................................................................................23
oefensessie..........................................................................................................................................................24
salesmap..................................................................................................................................................................28
rollenspel 1: verkooppitch...................................................................................................................................28
rollenspel 2: documenten...................................................................................................................................28
rollenspel 3: marketing.......................................................................................................................................29
3
