As a business person, you often encounter occasions when negotiating with partners or opponents. How can we get the initiative in the negotiations and surprise it? A well-known marketing training guru said that negotiations are the process of sitting down and compromising each other. That is to say, how to find a balance point in the case of the opposite interests of both parties, which party has won the negotiation, and the balance of interests is more inclined to which side.
Not playing unprepared
On February 24, 2006, the company's electrical products were listed. According to the company's requirements, each store must realize the first purchase of 30,000 yuan. When I was communicating with a boss who surnamed Wang, I ate a loss that was not fully prepared. Let me run out of my tongue, the boss does not agree to stocking, only willing to display the product, how many products to buy. In the two-hour tug-of-war battle, I talked about the company's grand plan from the difference between distribution and agency sales. From the customer loyalty to the brotherhood, the customer is unmoved. Later, he said, "This is your personal behavior. It can't represent company policy. What do you want me to believe in you? As a big brand like XX, it is impossible to make such a hasty decision. Do you have documents?" In a word, I was speechless. The company has documents, and when it is time to go, it is not taken at all. Just because of a written document, my two-hour effort has vanished.
Therefore, you must be fully prepared before negotiating. First, we need to clarify the purpose of the negotiations and what results we want to achieve. Only when the goal is determined can all factors be transformed into the side that benefits them.
Shi Yichang’s skills
Once the business has been done for a long time, it always gives people around them a feeling that "people are slipping." In fact, because business people often deal with various types of customers, the observations slowly develop the habit of dealing with customers in the way of customers. Dealing with arrogant and unreasonable customers is tough, everything is done according to company policies; dealing with customers who cry every day is preemptive, and the pressure of work stress is so much worse.
Customers do not cooperate with the company's behavior, and can always find a lot of excuses. At this time, we need to seriously study the customer's psychology and the possible tricks. Only in this way can we see the move and take the initiative. We have met a dealer, often find a variety of high-sounding reasons to push the company's tasks, the business staff's work is often stranded when it comes to here. Later, I went to visit this customer with the business staff. After the chill, I started a formal negotiation offensive.
First of all, I analyzed the disadvantages of the whole industry, affirmed the difficulty of doing business in the whole industry, and then described the sales situation of various professional markets, and pointed out the reasons why the market is sparse, etc., and all the things he might use in the negotiations. The excuses are all listed. Then I began to formally talk about the completion of the company's tasks and the obligations of the dealers. At this time, when the dealer used the excuses I mentioned as an excuse, I said very sympathetically: "Zhou Bo, I have talked about this reason just now. I also know that business is difficult to do now, but this is not a more critical reason. Other dealers have the same difficulties as you, but others have completed the task." After some tug-of-war, the dealers had to promise me to purchase, because All the reasons he talked to me have been told by me. It can only be a fact, and it cannot and should not be an excuse for him to push me.
Say something from the mouth of others
Undertake the second point, "Shi Yi Chang Ji to control the Yi", although many of our customers are not "Imperial", but many of their ideas and practices can be described as "a hundred flowers bloom." Therefore, as a business person, not only must be good at messing up customers, but also need to be good at learning from customers. Among some of the clients I have contacted, there are some people who are good at using examples of facts to reject me.
In September 2005, I was responsible for the market development of the company's engineering products, and I met such a customer in a certain lighting market.
When I found him, he was sitting at the computer desk in the store and playing games. After some introductions, he handed in the company's product brochure, and he did not show much resentment or impatientness. Instead, I started to use other people’s mouths to say things. "I have a friend who used to work on engineering lighting products. Their manufacturers have a lot of support. Manufacturers sell goods for free. There are hundreds of thousands of optical advertisements, and the company still has With 5 people dedicated to running the project." When we have not reported their cooperation requirements for customers, he first said the expectations of us by others: free distribution, advertising and staff support. This type of customer is generally very old and likes to borrow someone else's things to say about yourself, so be obedient and listen carefully, and go deep into the study, otherwise it is difficult for you to put out his real thoughts.
Similarly, business people who learn to speak with others will also achieve good negotiation results. To talk about things with the mouth of others can make the sharp and prominent contradictions relatively soft, and there will be no positive conflicts that fall to the point where everyone is embarrassed.
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