How Many Strategies Can Vs Brand Dealers Use?

For clothing agents, the success of negotiations with brand enterprises directly determines whether they can cooperate with the brand enterprises, and also affect the smooth development of the later cooperation.

However, compared with experienced negotiators in brand enterprises, the clothing agents also experience less negotiation experience and skills.

Therefore, for agents, it is necessary to improve negotiation skills with brand enterprises.

Equality and reciprocity are basic principles.

The negotiation between agents and brand enterprises is the first step of cooperation between the two parties, and it is also a process of game between the two sides.

However, no matter how the waves fluctuate, the two must follow a basic principle as long as they want to achieve cooperation: equality and reciprocity.

This is the first prerequisite for cooperation. If we break away from this premise, then there is no need for negotiations to continue.

Equality is very important for any cooperation. If the partners can not achieve equality in their status, then their cooperation must be unequal.

In the process of negotiations with brand enterprises, agents often have a feeling that brand enterprises should be superior and occupy the leading position in negotiations.

The reason for this feeling is that agents usually appear in personal status, while brand enterprises appear in the company's status. The funds of enterprises can be up to tens of millions or even hundreds of millions of yuan, while agents may have only a few hundred thousand yuan of financial strength, and the strength of the two sides is not equal, so it is easy to produce an unequal mentality.

In fact, dealers are authorized agents of brand enterprises. The two are only a cooperative relationship. Their choice is bidirectional. Dealers invest money, experience and resources. Brand enterprises invest in brand, product and mode, and there is no problem of high status.

Therefore, dealers should understand this point in the negotiation process, fully confident and correct mentality.

Reciprocity is win-win. This is the guarantee for long-term and stable cooperation between distributors and brand enterprises, and is also the purpose of cooperation between the two parties.

Whether it is business investment to expand the market, or agents seeking brand agents, the ultimate goal is to make a profit. If this goal can not be achieved, one of them will give up cooperation.

Therefore, in the process of negotiating with the brand, agents should try to win more support and preferential conditions as possible, but there is no need to get entangled in some so-called "petty advantages".

It should be understood that behind the "petty advantage", there are often some additional clauses.

In turn, agents do not want brand companies to impose too many harsh conditions on themselves. Therefore, we must grasp the principle of mutual benefit in the negotiation process.

Master negotiation strategies

Negotiation is a game full of wisdom, and compared with experienced brand enterprise negotiators, agents are naturally inferior.

Therefore, mastering certain negotiation strategies can play a significant role in promoting cooperation, and also help agents avoid certain risks.

Highlight their strengths

The negotiation and cooperation between the two sides is actually a process of mutual attraction. Brand enterprises will try their best to display their product characteristics and enterprise strength to the dealers, so as to impress the distributors. Conversely, dealers should also show their advantages to the brand enterprises. Every agent who comes to the negotiating table should be prepared and have certain advantages.

For enterprises, there are more than one optional agent in each region. They want to pick out the best agents, but they can't conduct any field visits to each agent. Therefore, the self-expression of agents is also particularly important. Agents must show their advantages in front of the brand enterprises, such as the experience, customer resources, financial strength, brand that has been run, and the achievements they have achieved.

Appeal to join to create a favorable impression

Agents should try their best to show their own advantages, but in the process, we should pay attention to the way to express them. We should grasp the "degree". Once we get too far ahead, we may leave the impression of being arrogant and arrogant, so that negotiations will hardly achieve the desired results.

When choosing agents, brand enterprises also rely on certain "sensory" factors. Dealers in the negotiations try to leave each other with goodwill, fully showing 11 of the desire to join, and sincere attitude.

Honesty and trust

Integrity is a brand enterprise's very important point, because it is of great significance for brand enterprises to cooperate with dealers in the future.

Brand enterprises can accept the weak financial strength of dealers, lack of experience, but will never tolerate dealers not honest.

For example, when an agent talks with a salesperson of a brand enterprise, he expects to open 30 stores within one year. When he talks with the business manager, he says he can open 20 stores, and when he talks with the vice president of the enterprise, he says he can only open 15 stores.

For this agent, the company quickly denied it. Although his other conditions were very good, the first feeling he gave to the enterprise was not trustworthy.

It can be seen that when negotiating with brand enterprises, distributors must emphasize honesty and trust.

Create a sense of urgency

In the process of negotiations, enterprises in order to force agents to accept certain provisions, will create some sense of urgency for agents, such as intentional simultaneous contacts with multiple agents in the same area.

In fact, dealers can appropriately exert pressure on brand enterprises and create a sense of urgency.