1. Leave yourself some room. At the beginning of the negotiation, leave enough room for yourself. Only in this way can there be room for compromise. But you should be very particular, and don't give the other party the initial impression of dishonesty. Doing business is not all about money, but also about character. For example, the wholesale price can be displayed, but special regional preferential prices can be displayed when compromising. In this way, you are not lying, but you still have room for compromise. 2, the timing of concessions should be accurate, don't rush to use concessions to promote business, and always judge each other's true attitude. If the other party is really sincere and can't accept their own terms, it's time to make concessions. If you don't know the details of the other party, you can give in slowly and put on a reluctant look. You should be clear-headed, and the profit of your business is formed here. Even a small concession is worth fighting for. A small concession may cost you a lot of time and money. There are decision makers behind us, and we should try our best to maintain the negotiating advantage of the decision makers behind us. Telling the other party: "If it's up to me …" means that you have no right to make the final decision, or your power is limited, which will give you time to think and fully understand the other party's cards. 4. Take advantage of the competitive situation. Even if the seller thinks that he is providing a unique business, you might as well tell the other party that you can choose between buying new products and second-hand goods, so that the other party knows that you can choose between buying, not buying, wanting or not, thus creating a competitive state. 5. When the situation is not good, it is called "pause". If the negotiation is about to reach a deadlock, you might as well call "pause" and tell the other party that you want to consult with a partner, boss or expert. Such a "pause" can give the other party a chance to doubt and reconsider, and also give you a chance to regain the status of active negotiation. Or return to the negotiating table with a little concession. 6. Beware that the negotiation of quick liquidation is going on too fast, and it is too late to understand the whole picture, to think carefully, and to show the cards. Unless you are well prepared and the other person is unprepared, you'd better give yourself enough time to think. Negotiation is often a contest of patience and patience. Don't expect the other person to accept your new idea right away. Behind persistence and patience, it is often that the other party finally accepts your opinion. 7. To tell the truth, sometimes Enemy at the Gates's bold approach is taken at the beginning of the negotiation to see how the other side reacts. This is naturally a bit risky, but it may be useful to force the other party to accept the revised contract or reopen negotiations. There is a premise that you are not afraid or have a way not to lose business. For example, "I really like your product, and I really need it, but unfortunately I can't afford it." Looking at a hopeless business often leads to a good business. 8. Strive for both sides to win. To put it bluntly, a business where everyone makes money is a long-term business. The so-called negotiation success should mean that both sides leave the negotiating table happily. The basic rule of negotiation is that neither side is a loser and both sides are winners. Otherwise, there is no business to do. 1, the customer said: I'll think about it.
Countermeasure: Time is money. It is now or never.
(1) Query method:
Usually, in this case, the customer is interested in the product, but it may be that you haven't figured out your introduction (such as a certain detail), or you have ulterior secrets (such as no money, no decision) and dare not make a decision, and then there are quite detached words. So we should find out the reason by asking, and then prescribe the right medicine. Sir, I didn't explain clearly just now. You said you should think about it?
(2) Hypothesis method:
Assuming that the transaction is completed immediately, what benefits (or happiness) can the customer get? If the transaction is not completed immediately, they may lose some benefits (it will be very painful) and use people's hypocrisy to facilitate the transaction quickly. Mr. so-and-so must be very interested in our products. Suppose you buy now, you can get ×× (plus gifts). We only come once a month (or have a promotion), and now many people want to buy this product. If you don't make a decision in time, you will …
(3) Direct method:
By judging the customer's situation and asking the customer questions directly, especially when the male buyer has money problems, the direct method can irritate him and force him to pay the bill. Seriously, Mr XXX, is it because of the money? Or are you trying to avoid me?
2. The customer said: It's too expensive.
Countermeasure: You get what you pay for, but it's not expensive at all.
(1) comparison method:
① Compared with similar products. For example, the XXX brand in the market, this product is much cheaper than the XXX brand, and the quality is also better than the XXX brand.
② Compared with other projects of the same value. For example, if you have money now, you can buy a, b, c, d and other things, and this product is what you need most at present, so it is not expensive at all.
(2) Disassembly method:
Disassemble several parts of the product and explain them part by part. Every part is not expensive, so it is cheaper to combine.
(3) the average method:
It is most effective to spread the product price to the month, week and day, especially for some high-end clothing sales. How many days can you wear ordinary clothes, but how many days can you wear famous brands? On average, it is obviously cost-effective to buy expensive brand names every day. How many years can this product last? According to xx years, xx months and xx weeks, how much is actually invested every day? You can get this product every time you spend xx money, which is worth it!
(4) praise method:
Through praise, customers have to pay for face. Sir, as soon as I look at you, I know that I usually value XXX (such as appearance, taste in life, etc. ) and will not be reluctant to buy this product or service.
3. The customer said: The market is depressed.
Countermeasures: buy when it is bad and sell when it is good.
(1) Please:
A wise man reveals a trick: when others sell, the winner buys; When others buy, the winner sells. Nowadays, decision-making requires courage and wisdom, and many very successful people have established the foundation of their success during the economic recession. By saying that buyers are smart, smart, successful, please customers, and lose their wallets when they get carried away!
(2) Small method:
Prosperity is a big macro-environmental change, which cannot be changed by one person. For everyone, it is still step by step in a short time, and everything is "business as usual". In this way, things will be diluted, major issues will be handled lightly, and the impact of the macro environment on the transaction will be reduced. For example, many people are saying that the market is depressed these days, but it doesn't have much impact on us personally, so it won't affect your purchase of XX products.
(3) Example method:
Take the example of our predecessors, successful people, people around us, fashion, leaders and singers' idols, so that customers can feel yearning and impulse and buy at once. Such as: Mr. XXX, XXX bought this product at XXX time, and how did you feel after using it (what's your comment and what's changed for him). Today, you have the same opportunity to make the same decision. Would you?
4. The customer said: Can it be cheaper?
Countermeasures: price is the embodiment of value, and cheap goods are not good.
(1) Profit and loss method:
Trading is an investment, with gains and losses. It is not comprehensive to make a purchase decision only by price. Only looking at the price will ignore the quality, service and added value of the products, which is a pity for the buyers themselves. Do you think that you have invested too much in a certain product? But too little investment also has its problems. Too little investment will make you pay more, because the product you buy can't meet the delivery date (you can't enjoy some additional functions of the product).
(2) Card method:
This price is the lowest in the country at present, and it has reached the bottom. If you want to lower it, we really can't. By showing the card (in fact, it's not a card, and it's 108 thousand miles away), the customer feels that the price is reasonable, and he won't lose money if he buys it.
(3) Honesty method:
It is a truth that there are few opportunities to buy the best quality products with little money in this world. Tell customers not to be so lucky. For example, if you really need low-priced products, we don't have them here, and as far as we know, there are no other places, but there are some more expensive products, you can have a look.
5. The customer said: It's cheaper in other places.
Countermeasures: Service is valuable. Now fakes are rampant.
(1) analysis method:
When making a purchase decision, most people usually know three things: the first is the quality of the product, the second is the price of the product, and the third is the after-sales service of the product. Analyze these three aspects in turn to dispel customers' worries and doubts and let them "unrequited love a flower". That may be true, Mr XXX. After all, everyone wants to buy the best quality goods with the least money. However, our service here is very good. We can help you solve XXX, and we can provide XXX. You can buy it elsewhere, there are not so many services. You have to pay for it yourself, which will delay your time and save you no money. It's more appropriate for us to do it here.
(2) Steering method:
Instead of talking about your own strengths, talk objectively and fairly about the weaknesses in other places, and repeatedly talk about it, undermining the psychological defense of customers. I have never found that company (out of town) can provide the best products and the best after-sales service at the lowest price. My ×× (relatives or friends) bought ×× from them last week, but it broke down in a few days and no one repaired it, so I had a bad attitude in finding it. ...
(3) Reminding method:
Remind customers that fakes are rampant now, so don't be greedy for cheap. For your happiness, excellent quality, high service and high price, which one would you choose? Are you willing to sacrifice the quality of your products for the sake of cheapness? What should I do if I buy a fake? Do you want good after-sales service from our company? Mr. XXX, sometimes we can get the products we really want with a little more investment. Is it worthwhile?
6. The customer said: No budget (no money).
Countermeasures: the system is dead and people are alive. No conditions can create conditions.
(1) Expected method:
Explain the benefits that products can bring to customers, urge customers to make budgets and promote purchases. I know that a well-managed enterprise needs a careful budget. Budget is an important tool to help companies achieve their goals, but the tool itself must be flexible, right? Xx products can help your company improve its performance and increase its profits, so you should adjust your budget according to the actual situation!
(B) the attack on the heart method
Analyzing products can not only bring benefits to buyers themselves, but also bring benefits to people around them. Buying a product can be liked and appreciated by the boss and family. If you don't buy it, you lose a chance to show it. This opportunity is very important to the buyer. Losing it is painful! Especially for the purchasing departments of some companies, we can tell them what benefits competitors are using, and if they don't buy, they will become backward.
7. The customer said: Is it really worth that much money?
Countermeasures: Suspicion is a spy, and behind suspicion is affirmation.
(1) investment method:
Making a purchase decision is an investment decision. It is difficult for ordinary people to make a correct evaluation of the expected effect of investment. It is in the process of use or application that people gradually realize and feel the benefits brought by products or services. Since it is an investment, we should see more about what will happen in the future. It may only have a small effect now, but it will have a great effect in the future, so it is worth it!
(2) Refutation method:
Use rebuttals to convince customers that their purchase decision is correct. You are a man with a unique vision. Do you doubt yourself now? Your decision is wise. It's okay not to trust me. Don't you believe in yourself?
(3) positive method:
Value! Then analyze it for customers and dispel their concerns. Can be compared and analyzed, can be disassembled and analyzed, and can also be proved by examples.
8. The customer said: No, I don't want it. ...
Countermeasure: There is no "no" in my dictionary.
(1) Boasting method:
Bragging is bragging, and bragging in the process of sales promotion is not to let the salesman say unfounded words and bargain. Instead, brag to show the salesman's determination to sell, and at the same time let customers know more about themselves, so that customers feel that you have advantages and are experts in some aspects. Trust to make a deal. I know you have many reasons to get rid of many salesmen every day and let you accept their products. But my experience tells me that no one can say no to me, and finally we all became friends. When he said no to me, he actually said no to the benefits he was about to get.
(2) Comparative method:
In fact, if a salesman sells a product to others and is rejected, he can share his true situation and feelings with customers, thus winning their sympathy, generating sympathy and promoting purchase. For example, if there is a product that your customers like very much and want to own very much, will you let them say no to you because of a little problem? So, Mr XXX, I won't let you say no to me today.
(3) Dead grinding method:
We say persistence is victory. In the process of sales promotion, customers will not ask what products they want. Customers always subconsciously resist and reject others, so salespeople should persistently and continuously promote themselves to customers. At the same time, if the customer refuses, the salesman will shrink back and the customer will not leave any impression on the salesman.
[Abstract]
Method is skill, method is shortcut, but those who use it must practice to make perfect. This requires salespeople to consciously use these methods in the daily sales promotion process and conduct on-site drills to achieve the effect of "conditioned reflex". When the customer suspects what the situation is, the brain does not need to think, and the way to deal with it is easy to say it. At this time, in the hearts of customers, it is really "no choice but to clinch a deal"!