Sun Tzu’s Art of War: "Know Your Own and Know Yourself, Do It Without War"
First of all, the negotiators must be very familiar with the domestic price level, understand the international level, and the situation of rival companies. Of course, it is not easy to say that you are fully aware of it now, but you should actively prepare related materials to reach the bottom of your mind.
Second, negotiators need to understand the company's product structure, cost, and production cycle. You should use what you are familiar with to guide customers to increase their awareness and satisfaction with their products. The factory itself understands that the bottom line of the cost, production conditions, and capital of the company should all be familiar with. Therefore, the general factory negotiates sales deputy director, while foreign trade companies negotiate are senior salesmen or department managers. Only in this way is to be able to make timely decisions at key moments to reach a contract.
Although it is more difficult to talk about prices, it cannot be changed. There are many examples of results achieved through hard work. When you understand that a product is saturated in the country, then you know what the competition will be. And your product has a technical content, there is a unique place, then you also know why you can get high profits.
We will not discuss the details of the negotiations here. We will first introduce our past experience for your study and reference.
1, first listed the customer company information, the more detailed the better.
2. List of major domestic competitors and their names.
3. What is the focus of attention of the other party, that is, why he wants to buy this product? It is for personal use. It is a resale and should be considered.
4, must be very familiar with their own products, technical characteristics. Many businesses cannot speak the technical indicators and national standards of their products.
5, if it is too expensive, talk about product quality, bring customers to visit the company. A good corporate culture is also a weight to increase prices.
6, do not entangled with the customer's own price and comparison of similar prices. To avoid this comparison, we must start the conversation. Or just to say, there is no place to compare.
7. If you directly reject the comparison, you need to be familiar with the reference product.
8, talk about quality is easier than people to talk about price, talk about services can also be, first of all, can not talk about the quality of the premise.
9. Order size needs to communicate with responsible leaders.
10. If the person in charge of the company does not agree with the price or conditions of the contract, do not expose the emotion to the customer.
11. The conventions that do not fall into words are not counted. Although many people speak of credibility, they still write it down. It is good for both parties.
12, high prices may not be able to reach an agreement. Should raise prices as much as possible.
13, as long as the signing of the contract, the price is fair.
14. As long as no contract is signed, negotiation is a failure. Therefore, it is necessary to talk about death when negotiating. For example, let's talk about this price. If we lower it, we will not talk about it.
15. It can be said that you are on a business trip to ease the atmosphere and give yourself time to study countermeasures.
16, even if the communication to maximize their own data.
17. For a large contract, we must ask the local government department to come forward and advertise themselves and force the other party to seriously perform the contract.
18. No one does not like small gifts. Even if you eat dinner, you must have some small gifts.
19. Don't be too respectful and polite to customers.
20. It must be done. Even if you lose money, you have to do it.