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Top selling skills and practical skills!

Hits: 2328 release time: October 11, 2018 11:13:31
We know that the purpose of the negotiations is to reach a win-win solution. Price negotiation, to put it mildly, is "bargaining". In real life, it is rare for one to squeeze orange juice and the other to bake cake with orange peel. Bargaining is indispensable in life, and bargaining with partners is indispensable in work. Bargaining is the key link in the negotiation. From the company's point of view, it can save one point and one point. Sitting in front of a buyer, you all have the same purpose in mind. Especially about the price negotiation, the customer always thinks that the price you give is high, and you always want a higher price. In the work, in the seesaw battle of price negotiation, how to make yourself have an advantage is a problem that the sales personnel are very concerned about. Let's have a look at it and see how to carry out the negotiation smoothly?



Opening: layout for success


The offer should be higher than what you expect, leaving room for negotiation. During the negotiation, you can always lower the price, but you can never raise the price. Therefore, you should ask for the best price, that is, the price you want is in your best interest, while the buyer can still see that the transaction is good for him. The less you know about each other, the higher your offer should be for two reasons.



First of all, your assumptions about the other person may be wrong. If you don't know much about the buyer or his needs, maybe he is willing to offer a higher price than you think. The second reason is that if you are doing business for the first time, if you can make a big concession, you will be more cooperative. The more you know about buyers and their needs, the more you can adjust your offer. The disadvantage of this approach is that if the other party does not know you, your initial offer may be daunting. If your offer exceeds the best price, it means that your price is flexible. If the buyer thinks that your offer is too high, and your attitude is "buy it, don't buy it and pull it down", then the negotiation is doomed to end before it starts.



After putting forward a higher than expected price, we should consider: how much more should we want? The answer is: take the target price as the fulcrum. Your initial offer should be much higher than your target price by as much as the other party's offer is lower than your target price. Of course, you don't always talk about a compromise, but if you don't have any other way, it's a good idea.



Midgame: keep the advantage


As the negotiations enter the middle term, the issues to be discussed become clearer. It is important that there is no antagonism in the negotiations at this time. Because at this time, the buyer will quickly feel whether you are striving for a win-win solution or a tough attitude, trying to get the upper hand in everything. If the positions of both sides are different, you must not strive for it. Striving will only make the buyer prove that his position is correct. When the buyer is unexpectedly hostile to you, this advanced and backward way can give you time to think.



The other way to dominate the middle game is the trading law. Whenever the buyer asks you to make a concession in the negotiation, you should also take the initiative to put forward the corresponding requirements. If the buyer knows that every time they ask for a return, you can prevent them from asking for more.



The end: Winning loyalty


Step by step is an important method because it can achieve two purposes. One is to give the buyer something sweet, and the other is that you can make the Buyer agree with something that he didn't approve of earlier. Another way to win the final round is to make a small concession at the last minute. Strong sales negotiators know that the best way to make the other party willing to accept a deal is to make a small concession at the last minute. Although such a concession may be ridiculously small, such as extending the payment period from 30 days to 45 days, or providing free equipment operation training, it works, because it's not how much you give in, it's the timing of the concession.



You may say, "we can't change the price, but we can talk about it in other aspects. If you accept the price, I can personally supervise the installation and make sure everything goes well. " Maybe that's what you intended to do, but now you've got the right time to move the other party politely and make him respond: "if so, I'll accept the price." At this time, he will not feel that he lost to you in the negotiation, but will feel that this is a fair deal.



Why can't we offer the buyer the lowest price at the beginning? One of the reasons is that the other party can accept the transaction easily. If you give in before the end of the negotiation, you will not be able to mobilize the buyer at the last moment. The last minute of the deal could change everything. It's like in horse racing, there's only one thing that matters, and that's who's going to cross the finish line first. Must be in the usual work, you have mastered a set of their own on the price of negotiation skills and skills. However, the more skills you have, the better the better. If you master more, you will have a greater chance of winning. In order to achieve win-win results, you can remember five skills:





1. Try to understand what the other party cares about most, and ask the other party to explain it directly.

2. Do not make unnecessary concessions, and do not do things that are harmful to others but harmful to yourself.

3. Try to make the opponent show the cards first.

4. Do your homework well in advance, make a list of all the conditions you can pay and what you want. From the perspective of your opponent, make two lists.

5. Grasp the weakness of the opponent.





Insist or give in. The more you give in, the more the other party will feel that the terms you have opened are too empty, and the negotiation is exactly the process of finding out the bottom of each other. The more you give in, the more space the other party will feel, so you will have to push your inch and negotiate to the end. In this way, you will be seriously in a passive position and be "led by the nose" by others.



Stick to the strategy. It's common for a negotiator to disagree at the beginning. If you agree, it's not the negotiator, but the one you bullied. In a negotiation, if you can't hold on to it, it's not a concession, let alone giving up. It's a circuitous way. You can overcome all difficulties if you kill your will, collect more information, and get closer to each other.



It's easy to retract and release. There is only one way to be flexible and flexible in negotiations. Sing red, sing white. White face exerts pressure on the other side in the negotiation, while red face is responsible for guiding the process and regulating the atmosphere. White face: exerting pressure is a fast driving engine. Red face: it's a lubricant that relieves nerves under pressure.



Price negotiation should be calm. However, we are worried that the price of the top customer is too high for everyone to understand. In fact, it is not only the price of the service that every customer can understand, but also that the price is too high It's worth a lot. Of course, we must also be honest and trustworthy, and truly achieve the consistency of words and deeds. A promise is a promise. What you say must be done, and what you can't do must not be said. Work steadfastly and be honest. (author: Ding Xingliang source: Key Account Marketing)
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