[China Glass Network] Negotiation is a more important process in marketing, and success or failure lies in the negotiation. Negotiation, everyone has their own style, methods and methods, and the tricks are singular, but the final purpose is the same, that is, to achieve a deal. When it comes to negotiations, many people think of eloquence, and they are misunderstood about eloquence. They think that good eloquence is more talkative, and some are even more absolute. They have no chance for customers to interject, they are always in the set, and some are not related to the business itself. The topic makes the customer annoyed and disgusting, and later eats a closed meal. I have never thought that it is a good eloquence to say that it is a good eloquence. Sometimes silence is also a trick to negotiate, let the customer's words become poor, and then attack. Just like in Sun Tzu's Art of War, "there is no rush to take the means of attack, let it go, let the enemy commit suicide, and the timing is right."
First of all, let me give you an example. I remember that some time ago, I went to an electronic technology company to sell products. I had a telephone appointment in advance. At that time, I took samples and information to the customer. After a few words, I saw that the customer was a I pay more attention to people who are not too pricey. I will keep silent negotiations. After simply introducing the product introduction and demonstration, the customer has tried the products. It feels very good. The performance, price and quality of the products are all right. Only the price is at this juncture.
I intend to talk less and let the customer automatically and consciously say dissent and concerns. I will give him a price first and let the customer consider the analysis. The customer said that there are several companies talking to me about this product project. Their quality is also very good, but the customer did not say that the price is better than mine. At this time, I am more silent, waiting for the customer to say that he can accept The bottom line of the price, the customer also said a lot of objections, what kind of quality assurance, warranty, after-sales, we have no problem, the contract terms are noted. Then the customer finally mentioned the price link, and asked me to offer a discount. Moreover, your starting amount is very high, you need more than 300. I don't know how to sell. I said that if you are worried that the product can't be sold, you can take it first. A few try, but the price is given to you at the three-level wholesale price, are you willing? The customer said that it would not be worthwhile and no money to earn.
Customers are constantly turning over and over again, seemingly trying to find out the missing points and shortcomings of the products, forcing me to lower the price. Because I have a good idea of ​​my own products, I have an advantage in any function in my peers. Hundreds of cents believe in 100% confidence, not worried about this. After talking about half an hour, I only said four sentences, and the rest are shaking their heads and recognizing the customer's point of view. Later, the customer came out with a price, I was very excited and completely acceptable, but I continued to be in a normal state, pretending to be wronged, and said that I would go back and discuss with the boss, I will try my best to help you fight for more favorable. Price, contact back.
Going back to the company, about 4:30, the customer will call me and give me 300. I will fax the contract form to sign the contract and ship it early. I was very excited and took the order back without saying a few words. The method is to talk less and listen carefully, and carefully record the objections and concerns raised by the customer, so that the customer feels that you attach great importance to the negotiation work. Let the customer's words be poor, and then attack, Sun Tzu's art of war "" on the other side of the fire: one meter, not eager to take the means of attack, let it go, let the enemy self-mutilation suicide, the timing - and I will take advantage of it, success !
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