Wisdom And Skill In Classic Adage Of Sales

Choice of negotiating partners

Negotiation motto: don't waste your time negotiating with people who have no real power.

     

Aphorism: the purpose of negotiation in commercial war is to gain the best interests of the other party at the lowest cost.

Therefore, in the initial contact of negotiations, we must first identify the other side's future and "know ourselves, know each other, win victorious battles".

Commercial war is originally a battlefield. Only when we win in competition can we survive ourselves.

     

In negotiations, we should try to avoid any form of negotiation with the representatives who are not authorized to be represented by the negotiators, because the purpose of the opponents is also very clear, so obtaining the negotiation purpose of the other party is still a prerequisite for obtaining the initiative of negotiation.

     

"I am the market representative of the winner Industrial Company. He is my assistant.

In view of our business cooperation, I would like to discuss with you the president of the company, sir.

     

"I am the administrative assistant of the company, and the general manager is in urgent need of going out. He wants me to talk with you about the details of your company's cooperation."

     

"Well, then we..."

(as an assistant to market representatives, it must be quick response, flexible thinking, a BP paging, pfer from the market representatives, and become passive.

)

     

"I'm sorry, but I apologize for your urgent failure to comply with your boss's failure to keep the contract."

    

Effect review: the opponent's purpose is to drag the other side, win time and win concessions.

Because the other side has adopted an effective negotiation strategy, it has been able to break away from the opponent's negotiating trap and win the initiative of negotiation strategy.

     

The two sides meet the negotiating motto: the success of negotiations is no more than satisfying the desire and psychological price of both sides.

     

Aphorism: to achieve the success of the negotiations, the initial negotiations between the two sides are not the final outcome of the negotiations.

Therefore, in the early stage of negotiation, it is the initiative condition to negotiate the strategic initiative.

The interests of both sides are always vividly displayed at the negotiating table. The pursuit of desire and the display of psychological price are the balance between the gentleman and the gentleman and the psychological balance, so that the substantive process of negotiation can be achieved.

     

In negotiations, we should seize the interests of the other party, tighten up and relax, and have a definite aim. Any unrealistic conditions must never become a bargaining table.

     

"I've always fantasized about being an industrialist. My company's strength has now been able to acquire companies like you.

About your intention to sell the enterprise, then the price question... "

     

"In fact, an enterprise like ours is just a small part in your company's eyes. It's a blessing for our employees to become a member of your company. Our chairman will never bother with us in terms of price. After all, you are everyone and a big star in the business world."

     

"Well, then let's buy the price..."

     

Commentary on the effect: as the acquirer, because of the early success of the negotiation table (satisfying the purchaser's personal desire), the other party grabbed the price essence, not only expressed the future of the company's employees, but also ambushed the prices of the enterprises, laying the foundation for future negotiations.

     

The effective negotiation art, the self expression and the balance of desire and psychological price laid a good foundation for the early negotiations between the two sides.

     

Compromise is also a means of negotiation: "compromise" is not a failure in negotiation.

     

Maxim analysis: compromise is also an effective negotiation strategy under certain circumstances. It is not a manifestation of failure. Under certain conditions, it is often a prerequisite for successful negotiation.

Because negotiations are usually made up of a series of bargaining and counter-offer, there should be psychological preparation in advance, that is, compromise.

Under normal circumstances, the interests of both sides in negotiations are tolerant, and they are related to face and their interests.

As a matter of fact, we should take a step back, and sometimes we can use the "sky full price" and "in situ repayment" as a negotiation strategy in order to achieve the goal of compromise.

     

In the face of the competitive market, according to the strength of our enterprises, we have the right conditions to expand the current scale. In the development fund, we hope to get 6 million of the loan from the bank's support. We need to build a modern computer center and train the society to lack talents.

In case of difficulty, 5 million will be fine.

Otherwise 4 million will do, 3 million? 2 million? 1 million? "

     

"How about 200 thousand?"

     

"Well, then let's go to the details."

     

Effect review: as a lender, the purpose is to get the loan from the bank. As for the amount of money, there is no higher requirement in mind preparation.

The lender adopted the negotiation strategy of "asking for a price all over the sky" in negotiation strategy, and finally got the bank loan with psychological price at the negotiating strategy of compromise, compromise and compromise.

     

The use of such negotiation strategy, as a lender, must have good corporate performance and credibility, and any false promise will bear fruit.

     

Have a cool head and negotiate a motto: keep a cool head and never lose your temper at the negotiating table.

     

Aphorism: negotiation itself means a contest of wisdom.

The contest of wisdom runs through the whole negotiation process.

Under certain conditions, calmness is the first choice for successful negotiation.

Because only by keeping a cool head can we seize every flaw in the whole process of negotiations, and take it by surprise.

If your opponent is an excitable person, you should maintain a good mood and never lose your temper.

With a calm attitude, let the opponent give full play to the charm of his negotiation so as to maintain my demeanor.

This is also a negotiation strategy, "static braking" to achieve the purpose of successful negotiations.

     

The negotiating punch line: "boss, the work is hard now, and the sales target is too high. The following salespeople generally reflect this. In the face of the competitive market, according to the current market competition, is it necessary to reduce sales targets?"

     

"Is the situation true?"

     

"My sales director is really tough. If I want to complete the annual sales target, I will ask my salesmen to increase their base salary by 20% or else I will not do it."

     

"Well, then we'll talk about the specific formalities you're not doing."

     

"This"...

     

Effect review: as sales director, through the dialogue with the boss, so as to achieve the purpose of increasing wages.

However, the way of conversation was not good enough to maintain a cool head. As a result, all efforts failed, and nothing was achieved, but almost lost the job.

Keep a cool head before you can get the success of the negotiating table.

     

Don't neglect self promotion negotiation adage: learning to sell yourself is also an expression of artistic negotiation.

     

Aphorism: sales promotion is not just a commodity promotion.

In the art of negotiation, successful negotiation is mainly from successful self promotion.

At the negotiating table, as long as you can smoothly sell yourself or your ideas to the negotiating partners, you may be the first to win the first round of negotiations.

     

Because selling oneself, not only at the negotiating table, but also in front of the boss must learn to sell themselves.

You get the trust of your boss, every month will receive the boss's "red envelope" 1000 yuan, that is because your boss accepted the two concepts you sold to him, that is: 1., you are a qualified, worthy of the award of staff; 2., you are worth the boss 1000 yuan monthly bonus employees.

    

Tips for negotiation: "ladies and gentlemen, in the same industry, our employees have the lowest turnover rate.

Our company has succeeded in obtaining a good profit in terms of investment, and we can afford the high wages of employees, especially in the field of employee endowment insurance. We have also made great efforts. What our employees get in our company is family warmth, safety and self pride.

     

"We also have state-of-the-art computer equipment.

A small loan...

It has always been a preferential policy for banks. "

     

"Amazing."

     

Comment on the effect: while promoting the company, it also promotes itself.

This is the first step in the negotiation table for self introduction.

So don't neglect self promotion.