Special Highlights
Sales negotiation is actually a war without smoke. Although there are no swords or bullets on the battlefield at the negotiation table, there are still fierce battles with each other.
Bargaining strategies
During the negotiation process, sometimes it is necessary to fight a protracted war; sometimes it is necessary to fight a quick and decisive battle; sometimes it is necessary to fight a guerrilla war. Whether you can achieve the desired goals during negotiations depends on the experience and wisdom of the sales staff. Taking retreat to advance is a commonly used winning strategy and technique at the negotiation table. New salespeople should master it flexibly according to the actual negotiation situation.
After the transaction is proposed, some customers will definitely make the decision to delay the purchase, because all customers know these techniques. They will certainly often say things like, "I'll think about it," "We're going to put it on hold," "We're not going to make a sudden decision," "Let me think about it," and so on. If you actually hear your customer say this, that customer is already yours. If you have mastered this technique, you can say: Mr. So-and-so, obviously you wouldn't say you want to consider it unless you are really interested in our product, right? After saying this sentence, you must remember to leave time for your customers to react, because their reactions usually play a great supporting role in your next sentence.
They usually say: You are right, we are indeed interested and we will consider it. Next, you should confirm that they will really consider it. Mr. So-and-so, since you are really interested, then I can assume that you will seriously consider our product, right? What would they say? Since you look like you are leaving, you can rest assured that they will answer. At this time, you should say to him: Mr. so-and-so, are you saying this to drive me away? I mean, you said you should think about it, not just to avoid me! When you say this, you have to show that you understand what they are trying to do, and after they react, you have to figure it out and give them a harder push.
If you encounter a "deadlock" during the negotiation process, new salespeople should avoid using aggressive words to fight back against the other party and must be patient. In order to reject the other party's unrealistic request, you can take the approach of "retreating to advance".
Whether it is fighting or selling, the temporary retreat is to better attack. This is also the flexible application of the dialectics of "retreat" and "advance" at the negotiation table. If new salespeople master this skill, it will help them better control the negotiation situation.
In sales negotiations, no matter how sincere the two parties are, or how many creative solutions they propose, due to the opposing interests of both parties, it is inevitable to go through explicit or covert, dynamic or silent bargaining in the end. Among them, the quotation is the main content at the beginning of the negotiation.
The timing of the quotation will affect the outcome of the negotiation to a certain extent. The party who makes the quotation first is equivalent to defining a category for the entire negotiation, which can affect the psychological expectations of the other party to a certain extent. In addition, if the offer exceeds the other party's expectations, it may deal a heavy blow to the other party's negotiation arrangements and shake its "military morale."
The effect of the quotation will be throughout the entire negotiation process, so the first quotation has a greater impact than the later quotation. However, quoting first also has its disadvantages, that is, it is easy for the opponent to lower the price, forcing the negotiators to reduce the price step by step, and without knowing the other party's quotation, it is easy to fall into a passive situation. Therefore, new salespeople should consider the specific situation before quoting. The advantage of quoting later is that when the other party quotes first, you can readjust your own quote based on the other party's quote, thereby taking advantage of the situation.
There are advantages and disadvantages to quoting first or quoting last, so what kind of quoting sequence should new salespeople adopt?
Generally speaking, when one's own party is in a favorable position in the negotiation, it is more advantageous to quote first. If the negotiation strength of both parties is balanced, the competition will be very fierce, so you should quote first to gain the initiative; If your own party is weak, especially if you lack negotiation experience, you should quote later, because you can observe the other party through the other party's offer, and it is also convenient for further in-depth research and adjustments to your own offer.
People know that there is not much difference in quality between famous brand products and ordinary brands. When someone tells you that famous brands sell for 2 yuan and ordinary brands sell for 1 yuan. Which one do you choose? Most likely the price is low. So if you are told that a famous brand sells for 1.3 yuan today, you may not buy the low-priced one.
There are two situations in sales negotiations: one is when one's own side makes a quotation and the other side makes a counter-offer; the other is when the other side makes a quotation first and one's side makes a counter-offer. So, how should a new salesperson respond to the other party’s offer during negotiations?
First of all, don't accept the first offer.
Secondly, pretend to be surprised. Sales experts are always shocked by the bids made by buyers, as if they were taken aback.
Similarly, there are no absolute requirements for quoting first or quoting last. Everything depends on the situation. When new salespeople make quotations, they should also pay attention to the timing of quotations. When negotiating a quotation, new salespeople should first discuss the use value of the product, and then discuss the price after the other party understands its value.
This article is excerpted from the book "Sales Mind Attack" edited by Cao Huazong. If there is any infringement, please contact us to delete it
