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Price negotiation is the result of a comparison of the combined strengths of both parties. As a negotiator (not so called now) you should know as much as possible about your opponent's situation. Why is an old aunt who often buys food able to buy vegetables at a lower price than those who do not often buy food? This is because she knows the market better than the person who lacks food buying experience. Therefore, "the expert knows if there is any shot". When negotiating, it can better reflect the comprehensive understanding of the market by the negotiators.
First of all, negotiators must have a good understanding of the domestic price level, to understand the international level, as well as the situation of rival companies. Of course, it is not easy to say that it is completely understandable now, but you should take the initiative to prepare relevant information to reach the bottom of your heart.
Second, negotiators need to be very familiar with the company's product structure, cost and production cycle. You should use what you are familiar with to guide customers to increase their awareness and satisfaction with their products. Your own factory knows itself, the bottom line of the cost, the production situation, and the company's capital situation should be familiar. Therefore, the general factory negotiates with the deputy director of sales, while the foreign trade company negotiates with senior salesmen or department managers. The only way to do this is to make timely decisions at a critical time to reach a contract.
Although it is difficult to talk about prices, it is not impossible to change. There are many examples of efforts to achieve results through hard work. When you know that a product is saturated in the country, then you know what the competition will be. And your product has a technical content, a unique place, then you also know why you can get high profits.
Editor's Choice: Experts to negotiate effective negotiation skills 14 business negotiations, you must master the ability!
We will not discuss the details of the negotiations here. We will introduce our past experiences for your research and reference.
1. First list the customer company information, the more detailed the better.
2. The list of major domestic competitors and the name of the boss.
3. What is the focus of the Other party's attention, that is why he wants to buy this product, it is for personal use, it is resale, and the response should be considered.
4. Be very familiar with your own products and technical characteristics. Many businesses cannot tell the technical indicators and national standards of their products.
5. If the price is too expensive, talk about product quality and bring customers to visit the company. A good corporate culture is also a weight to increase prices.
6. Do not entangle your customers with their own prices and similar prices. Avoid this comparison and leave the topic open. Or directly, there is no place to compare.
7. If you directly reject the comparison, you need to be very familiar with the reference product.
8. Talking about quality is easier to accept than talking about price. Talking about service is also possible. First of all, it is impossible to talk about the premise of quality.
9. The order size needs to communicate with the responsible leader.
10. If the person in charge of the company does not agree with the price or contract conditions, do not expose the emotion to the customer.
11. The agreement that does not fall on the text is not counted. Although many people talk about credibility, they still write it down. Good for both parties.
12. High prices may not lead to an agreement. The price should be raised as much as possible.
13. As long as the contract is signed, the price is fair.
14. Negotiation is a failure as long as no contract is signed. Therefore, it is necessary to say something to death when negotiating. For example, we have this price, and then we will not talk about it.
15. You can say that you are on a business trip to ease the atmosphere and give yourself time to study countermeasures.
16. Even if communication makes you gain access to information.
17. For large contracts, you must ask the local government department to come forward and publicize yourself and force the other party to seriously perform the contract.
18. No one doesn't like small gifts. Even if you have dinner, there are some small gifts.
19. Don't be too respectful and polite to customers, there will be adverse effects.
20. Speaking of it must be done. Even if you lose money, you have to do it. Honesty is more important.