Principle 1: Understand the nature of your opponent and determine your role.
1. The essence of negotiation is exchange. Remember that when a salesperson comes to ask for something, there are some conditions that can be given. On the contrary, we need to think that when we make a request, we also need to prepare some exchange conditions. Win-win (not necessarily 50%=50%) can achieve "a long way to go."
2. The seller's sales staff is your opponent. So, never try to like a salesperson, but you need to say that he is your partner.
3. Take the initiative to wage war. Before submitting the evaluation form to the buyer, the seller has made a detailed understanding and review of the supply and demand situation, the number of competitors and the market situation. Therefore, unless the buyer takes the initiative to attack (counter-offer), the negotiation cannot start.
Principle 2: adhere to the procurement goal of focusing on me.
1, your slogan must be "I sell and I buy, but I don't always buy what I sell". In other words, the most important thing for us is to purchase products that can bring us profits and flow well.
2. Keep the lowest price record at any time and keep asking for more until the salesperson stops offering discounts. Principle 3: Adequate preparation is the basis of intelligence gathering.
1. We should try our best to understand the personality and needs of the salespeople who visit us every day and try our best to find out their weaknesses. Salespeople, old or young, don't worry. They give in easily. Older people think they know everything, while younger people have no experience.
3. Remember that salespeople don't ask for it. He's already waiting to buy it. Usually, he never asks for anything in return.
4. Use arguments without hesitation, even if they are false; For example, "competitors always provide us with the best quotation, the best circulation and payment terms."
5. Don't let the salesperson read the data on the screen. The less he knows the situation, the more he believes us.
Principle 4: Don't compromise easily, persistence is victory.
1, never accept the first quotation and let the salesman ask for it; This will provide us with a better trading opportunity.
2. Keep repeating the same objection. Even if they are absurd, the more you repeat them, the more salespeople will believe them.
3. Always think of yourself as someone's subordinate, thinking that the salesperson always has a superior, and he may always get extra benefits (unequal authority).
When a salesperson is easy to accept, or go to the lounge, or call for approval, he can think that what he gives is easy to get and ask for it further.
5. Be smart, but pretend to be a fool. Don't give in until the other party raises an objection.
6. If the salesman comes with his boss, asks for more discounts, participates in promotional activities and threatens you to withdraw his products, he will often get good conditions. Because the boss doesn't want to lose customers in front of the sales staff.
7, often in the last round of negotiations, will get 80% of the conditions.
Principle 5: Kung Fu is outside the negotiation venue.
1. Invite sales staff to participate in sales guarantee at any time, provide more sales and get as many discounts as possible. Carry out quick sales promotion activities and make profits through price difference sales.
2. Ask impossible things to bother the salesperson and threaten him to wait at any time by delaying the agreement; Set a meeting time, but don't show up and let another salesperson take his place; Threaten him that you will remove his products, you will reduce the display position of his products, you will dismiss the sales staff and give him almost no time to make a decision. Even if it's wrong, you do the math yourself, and the salesperson will give you more.
Please note that there are other names for discounts. For example: bonuses, gifts, gifts and souvenirs, sponsorship, funding, tabloid advertising, compensation, promotion, listing, shelf fees, hope fund, re-listing, anniversary, etc. These are all welcome. So before negotiating, we must think clearly about skills and strategies.
Behind a great trademark, you may find a salesperson who only relies on the trademark without any experience, so don't be afraid of the business people of big manufacturers.