[China Glass Network] Negotiation skills make the same products sell at higher prices. It is clear that successful negotiations are a more convenient way to improve the company's profits compared to the previous second point, but unfortunately, most of the companies and sales people I observe seem to have an annual sales growth rate or an expanded market share. Interest, but the sales staff is unable to identify the “negotiation methods and tricks†used by customers due to lack of training in negotiation skills, and often loses in negotiations involving prices.
In fact, there are quite a lot of books and various training courses on negotiation skills or strategies in the market. There are also "post-strategies for how to start negotiations, negotiation medium-term strategies and final transactions", and also teach you how to "based on the character characteristics of buyers." Different negotiation strategies to adapt to them, but most grassroots sales people may still need simple, easy to understand and practical negotiation methods. The following is my training in negotiating skills for sales people, summed up the eight negotiation skills that sales staff should learn.
In fact, these negotiation skills are very basic.
Back to top: Know your negotiating opponents.
The more you know about your negotiating opponents, the better your chances of winning in the negotiations. The reason may be simple, but how do you get the information you want from your opponent? In fact, the salesperson can collect a lot of useful information by talking to customers and asking questions.
1) Where are you asking?
If you ask questions in the office of the buying company, it is a place where you are less likely to get information. If you can ask the buyer to go out to eat tea or play golf, he will tell you a lot of information that you are not willing to tell you in the office.
2) Who will tell you?
In addition to asking questions directly to the buyer, you may be able to reach a low-post staff member in the buyer's company; you can also pass through your peers who have already done business with them. Maybe you will say, who will tell you the truth, but try not to hurt you?
3) Customers are not willing to answer, how to ask?
Don't be afraid to ask questions, even if you think he won't answer, even if you think you already know the answer, ask, because things often exceed your imagination. Still, as long as the other party is not upset, ask what is wrong.
Second: the offer price must be higher than the actual price
Maybe you think this question is very basic, but there are really many sales people who are afraid of high prices. They are afraid to be eliminated in the first round of negotiations and lose opportunities forever. If you are worried about high prices, then read the following. Reasons:
1) There is a certain amount of negotiation space. You can cut the price, but you can't raise the price.
2) You may be lucky to get this price (the possibility is getting smaller in the developed society, but why not try it)
3) This will increase the value of your product or service (especially for unprofessional customers)
Unless you know your negotiating opponent very well, if you can't understand more of your negotiating opponents, the high bid price must be a safer choice.
Third: Never accept the other party's previous offer or counter-offer
Reason 1) Please revisit the second article of this article's sales skills.
Reason 2) It is easy to accept the buyer's counter-offer that he has the following doubts: "Is it not yet at the bottom of the price?"
I believe that such a scenario has been repeated too many times. "A big order customer with a few months suddenly called you, about to go to the company to discuss the contract, you are excited to come to the other office building, the seller told you There are three suppliers to compete. In fact, we don't have time to negotiate prices with you. Today, the board of directors has to make a decision. If you can accept a 5% reduction based on the A party's offer, the contract is yours. Please go right away. The decision was made. The salesperson was eager to accept the conditions of the other party, but things did not develop in the direction that the salesperson imagined. The seller seemed to forget the signing of the contract."
A better strategy not to accept the previous bid is to use the dummy superior leader as a cover. "No matter what the buyer's counter-offer is, I can't accept it. I have to ask the leader."
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