Salesmen'S Three Points For Business Negotiation

Preface:

In today's oversupply of business environment, the challenge of negotiation to sales personnel is greater than that of other professionals.

Sun Hangjian's interest in negotiation research began when he participated in the bidding Management Office of HUAWEI company more than ten years ago.

At that time, our challenge was how to effectively respond to the customers' white haired general workers and master teachers in major projects in the light of HUAWEI's young engineers.

In some international bidding projects, we have to face even high-ranking government officials.

In the changing market, negotiations seem to be over.

After leaving HUAWEI, Sun Hung Jian was able to join HUAWEI PHILPS in strategic sourcing.

In the four years of PHILPS, Sun Hangjian obtained the opportunity to study and practice negotiations from the perspective of procurement.

In negotiations,

To sum up, salesmen engage in negotiations with three hurdles:

First, we must maintain good relations and safeguard our own legitimate interests.

In the buyer's market, scales usually go to customers.

Therefore, there is a widely spread WAL-MART sky: "first, customers are always right", "second, if the customer is indeed wrong, refer to the first one."

Under this background, as a salesperson, there should be more strings than customers in the mind.

What is a relationship? In a business society, mutual needs are relationships.

Who needs more, who should be better to whom.

Sun Hangjian believes that in the buyer's market, naturally we need more customers.

If a negotiation comes down, our relationship with our customers is reduced. This negotiation can be said to be a failure.

Because in the buyer's market, the reduction of relationship means that buyers have less chance of taking the initiative to choose you.

So your long-term interests will be lost.

Therefore, as a salesperson, we should pay attention to promoting relations as the primary goal of business negotiations.

But promoting relationships is not to please and to curry favor with others.

Getting along with customers is actually the same as taking care of their children. (Sun Hangjian is not trying to belittle his client's identity. Nowadays, every child has only one, holding it in his hands, being afraid of cold, and being afraid of being in his mouth, his status is exactly like a client.

To build a constructive relationship, we need to set up good principles.

A parent who has no principle will spoil his child and eventually lead to a very discordant relationship with his child.

We love our children as we love our customers, because they are our future.

Therefore, in negotiations, salesmen should not resort to short-term interests to use the means that may harm trust.

Salespeople should not be angry or hurt.

When we strive for our own interests, we must speak the truth and speak the basis.

When we insist on our position, we must give our customers a fair choice.

For example, when we refuse customers, we are very polite and very calm: "we really can not do this price, you might as well try XX company to see if they can do it.

We'll have a chance later. Let's cooperate again.

The balance between striving for interests and maintaining relations is "fair and comfortable" {page_break}

The highest wisdom is the main road.

Therefore, business needs

The reader may ask, if it is fair, what to learn? Be an honest man.

Sun Hangjian thought that not everyone would speak with justice.

What is fair is a matter of discrimination.

Otherwise, there will be no public saying that the public is reasonable.

What is subtle is wisdom and subtlety.

Therefore, we need to learn how to strive for benefits under the premise of maintaining relations, to follow the principle of fairness, and to maintain a balance so as to go further.

Two, the mountain tiger, the valley voice, how to win the letter at low cost.

The second barrier that salesmen encounter in business negotiations is how to get customer trust.

In addition to our general understanding of trust, there is also a belief that when a salesperson raises his final position, does the client believe that this is the final position?

Or, when the salesperson puts forward a "last pass", does the customer believe it?

As a salesperson, Sun Jian Jian knows that his impression is more than his mouth.

The negotiation between sales staff and customers is essentially an intervention and influence on the client's brain.

Brain image is the impression of the salesperson and the plan to be discussed in the customer's mind.

This brain image is biased towards the salesperson's goal, and the salesperson has the hope of success and success.

This brain image is extremely unfavorable to salesmen, and the sales force's priority should be to deal with the phenomenon of brain image reprocessing first.

During the negotiation, salesmen should carefully design their dress, dress, and manner.

In a typical one-off negotiation, customers often judge the salesperson in a three second meeting.

In a minute of conversation, decide whether to put in time and talk about business.

In the first five minutes of negotiations, decide whether to cooperate or antagonism.

In three seconds, we haven't spoken yet, and our customers have made much more judgements than we thought.

According to Sun Hangjian's experience, customers are at least convinced of the following three questions:

1, whether the successor is a winner or a loser.

2, is the person honest or slippery?

3, whether or not the users are educated.

There are many other judgements made by customers. The above three questions are enough to affect the negotiation process.

Sun Hangjian believes that the challenge of salesmen is: how to express the position accurately and win the trust of customers when the time and space are limited.

Therefore, we must learn the holographic communication method.

Use clothing, speaking and manners to express our values and aspirations.

The ancient kung fu master should be able to pmit the energy through the mountains and the valleys. The way to pmit energy under the condition of time and space constraints is to organize their silent language well.

To speak without speaking is to fight for no dispute.

If customers see us in awe, then when they enter the negotiation, they will be difficult to release.

To win the trust at low cost, we should be good at setting up momentum.

It requires planning, and contingency design should be carried out according to the interests.

The balance of the momentum lies in the unity of words and deeds.

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Readers asked: is it necessary to be contingent and unanimous? Is it not a contradiction? Sun Hangjian thinks that contingency is detail, consistency is principle, contingency is partial, and unity is unity.

Flexible, artistic, unified and masculine.

Three. Correct decision making in uncertainty.

It is a popular spoken language in the north. It means to stick to one's own opinions and to see that the coffin does not shed tears.

In the negotiations, the scene of the two sides dying is very common.

This kind of knocking often makes it impossible for the two sides to achieve better returns, resulting in paction costs in vain.

In a shop selling antiques, a word commonly used is called "taut".

After the other party has offered a bid, the other side is not satisfied. In fact, the price has been accepted, remain silent and wait for the other party to change the offer.

If both sides are stretched, they will appear.

In modern business negotiations, because of fierce competition and well-developed network, information is basically pparent.

If we go on the market, we will quote a high price and then we will be stretched.

The reaction is often that customers are very angry, that they are insulting themselves, and then go to other houses in a rage.

Negotiation skills can not solve the problem of strategic layout.

The first thing to understand is to recognize yourself. In ancient Greek shrines, there is a motto "know yourself".

Two thousand years later, this is still a crucial issue.

Laozi Yun: the winner is stronger than the winner.

The key to success is to recognize yourself.

Before entering the negotiation room, we must recognize ourselves.

One is our needs, and the two is our strength.

Readers may say, what is the difficulty in recognizing yourself? According to Sun Jian's experience, eighty percent of the failure on the negotiating table comes from his unclear understanding.

Some people think that their most important demand is to keep the bottom line of the price, which results in a temporary profit that drives their biggest customers to regret.

Others also overestimate or underestimate their ability to stick to the bottom line and bring about their regretful negotiations.

Recognizing yourself and designing your own strategies need to deal with uncertainty.

For example, the decisions we need to make are often different: the difference between the offer and the possibility of customers refusing us, and how to maximize our benefits in these different possibilities.

Analyze the uncertainty, design your best strategy, and interact with the client's strategy to create a business space and strive for the best results.

Faced with uncertainty, we need to maintain a balance between the scarcity of objective information and the subjective needs of anxiety.

As a salesperson, we need to learn some decision-making methods so as to find a way to maintain balance in uncertainty.

Conclusion:

Negotiation is an art as well as a science.

Its artistic expression lies in: there is no certain pattern to follow, every success is "defeat no longer".

It is also a science. Its scientific nature lies in that every key element of success is governed by laws. Anyone can learn it by heart.