[China Glass Network] Negotiation is a door-to-door study. It is a manifestation of individual comprehensive knowledge. With the development of social needs, university education will definitely open a "negotiation major" to provide a large number of professionals. There will even be a special “negotiation company†to specialize in the negotiation of related business. This is a digression. We often encounter very savage customers in specific negotiations. What are the conditions for the big mouth, the cost, the deduction point, the support, etc. can not be less, the customers will be more and more bragging, then how should we deal with it? Let's explore this topic in conjunction with historical stories. Laundry Bag,Cleaning Bag,Washing Bag Tongshi Silk Co., Ltd. , http://www.hz-scarf.com
Shen Kuo, the author of "Meng Xi Bi Tan", was a genius of the Song Shenzong period. He was not only an outstanding scientist, but also an outstanding military strategist, politician, and diplomat, and his diplomatic story was rarely known. The case we used this time.
Internal cooperation is a pioneer. After the recommendation of Shen Anjing Wang Anshi and the appointment of Song Shenzong, he officially negotiated with the Liao Kingdom as the representative of the Song Dynasty to curb the unreasonable demands of the Liao Kingdom for the country. The premise of ensuring the success of the negotiations is not the ability of Shen Kuo, but the close cooperation between the court and Shen Kuo. Shen Kuo led the team in front of the negotiations. Shenzong and Wang Anshi took active military defense at the rear, and the hatchback cooperation made the negotiation half successful. Imagine if, in the period of the Qin dynasty's administration, Shen Kuo worked hard in the front, Qin 桧 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 绊 桧 桧 桧 桧 桧 桧 桧 桧 桧 桧
This shows that the more important premise before the negotiation is the internal cooperation. If you are alone with the customer for a long time, the customer secretly calls a certain important person in the company, and the information leaks. As a negotiator, you first have no place in front of the customer. The so-called negotiation is to let the customer take the nose. Before negotiating, you must first confirm that you are the representative of the company. If others do not interfere, you have a great decision. This is an important prerequisite in the negotiations.
Knowing ourselves and knowing each other. The great thing about Shen Kuo is that in his usual life, he has profound research on military equipment, war history, customs and customs of the two countries. Before he was sent out, he also studied border affairs and geography, and he has a well-thought-out plan. Starting from the ground, there are naturally more chances to win. When the embassies of the Liao Dynasty used the high-spirited attitude to ask for the land of Shen Zuo, Shen Kuo took out the prepared map for a rational answer, exposing the rude demands of the Liao Kingdom, and asked for the huge gap in the land of the country. The country’s envoys were speechless. In the front round, Shen Kui won.
Many of our business people are underestimating the level of customers when negotiating with customers, imagining a few words, and even taking a customer with a bragging. It is really whimsical. Our customers face a lot of business people every day, and they are well-informed, sweet talk, and touted things have long since expired in them. There are two types of business people who can be respected by customers: front, simple and direct, have a good understanding of the customer, and have deep thinking and analysis of the customer's present and future; second, the speech expression is clear, neat, confident, High professionalism, no self-confidence due to success or failure, strong emotional control. If you want to win a customer, you have to do your homework in advance, research your target customers, don't take it easy, and don't visit if you are not ready. Tell your thoughts about the customer's business philosophy and methods, point out the customer's shortcomings, make valuable suggestions, let the customer feel that you are the teacher, and then talk about your own business, even if you can't talk, you are in the customer's mind. I can also be deeply impressed, at least one more friend.
The data and materials of both parties are weights. Profit margin, market expectations, price elasticity, event planning, distribution cycle, staffing, competing status, reporting plan, order interval, support range, rebate, investment income, etc. These real data are real customers. The content of concern, as a representative of the negotiations, you must be familiar with the data of both parties, can accurately say the company's profit rate, rebate, price elasticity, etc., can also accurately say the customer's past business conditions, monthly average report The amount of goods, monthly sales, and even the monthly theoretical profit, the more the account is cleared, I am afraid that you will not be accounted for, I am afraid that you are full of data, I am afraid that you are full of nonsense. Use real data to plug the customer's mouth, kill the excuses and capital of bragging, let the customer lower their heads and negotiate with you with correct attitude.
Cross the line of defense for advancement. Negotiations have a concept of time. When Shen Kuo was in talks with the Liao State, the Liao State was pressing harder and even threatened to break the negotiations and start the war! Shen Kuo was not afraid, shouted at each other and expressed his attitude. "If the Liao State abandoned the letter, it would dare to rush to drive the people into the war, and the Great Song Dynasty will be accompanied by the end!" This made the Liao State chaos, and the attitude was moderated. Down and Shen et al. for later negotiations...
Many customers use the previous cooperation foundation and market construction as an excuse to occasionally take out the negotiators of the manufacturers. For the company, the market operation can not be limited to one customer, but can not form a dependence. It is necessary to prepare a lot of alternative customers, and even gradually distribute the products to authorize the distribution. That is, the cooperation will not go down, and the loss is also the customer, not the manufacturer, because there is spare, ready and not suffering. For those markets that are just getting started, let it first “chaos upâ€, let the products display first, try to sell, then filter the customers, and choose the right market to cultivate.
Negotiation is a small marathon, playing Tai Chi in general, you push me to keep on going, insist on "struggle", adhere to principles, success belongs to you!