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How to negotiate in the business field can be invincible ------ hard ball negotiation
The so-called hard ball negotiation, as the name suggests, is to adhere to its own principles in the process of negotiating with customers, and never give up its own weight. We often say that negotiations are about getting a win-win situation, or that the two sides sit down and compromise each other. However, the hard ball negotiations emphasize more on their own interests. Regardless of how harsh the negotiation conditions of the other party are, they will always present a superior person, and the other party seeks the position of the party, thus achieving the goal of defeating the soldiers without fighting.
I. Professionalism
The word "professional" sounds scary. Professional people like to call him "experts." Both advertising and life experience tell us that when you are a layman in some way, the way to ensure that you don't suffer is to listen to experts. Therefore, before you negotiate with your customers, you should be professionally prepared to negotiate with the expert.
I am currently working for a very well-known residential lighting company. At the end of 2005, the company wanted to use existing channels to expand its product line and develop commercial lighting products. The original intention of designers to develop commercial lighting was good, but when the products were placed in front of dealers, they were boycotted. There is only one reason, expensive. Of course, this is just an excuse for not wanting to buy it.
In March of this year, in order to make commercial lighting products open to the Shanghai market smoothly, the head office dispatched a product engineer to help sales personnel make product explanations. Only one round, one of our unrelenting dealers, was easily messed up by professional product engineers. When he once again shouted "product expensive" to us, our engineers started his professional negotiation: "You? What basis do you have? Do you know our materials? Do you understand our process?" "You Do you know the cost of our aluminum procurement?" "Good, the appearance is almost the same, do you know how much time can we install less than others?" "Do you know what our service life is?" "You know What is our loss power?†From the life of the light source, color rendering, illumination of the lighting design, beam angle, anti-glare, a series of technical terms and professional issues, only the dealer is speechless, After the heart eagerly erected a thumbs up. The outcome of the negotiations can be imagined, because the dealer, like most people, believes in experts.
So, if you want to be a hardball negotiator, you have to pay attention to it. How much do you know about your product expertise, more or less than your customers? If you still have a gap, start to narrow this gap now. Another point is that you are not an expert today. When facing the negotiating party, you still need to pretend to be an expert, because you can't lose to each other in attitude and posture.
Second, leadership
As a hard-selling salesperson, every negotiation will always firmly control the situation. In the daily business management behavior, most of the leaders are people who are quiet and eloquent. They often let things move in the direction of their own planning. Sales personnel need to become such a controlling leader when facing customers. If you can make your customers become your subordinates and willingly follow your nose, all the problems will be solved.
Who said, "I don't want to be a marshal's soldier is not a good soldier"? Then there is a large group of people echoing, I don't want to take the world's big and unspeakable, this sentence is unreasonable or reasonable, but a basic fact is: Without pressure, most people want to be good employees (the soldiers are still life-threatening, and the death of their death is not as good as the death of a marshal). Because people are inert, when leaders need to work hard, they need physical strength and need to take on more responsibilities. Because of inertia, some customers can be your subordinates as long as they can make money easily.
Whenever a company has a new person to report, the day before I run the market, I will tell him like this: "I don't care what your previous work styles and habits, please contact us directly in our company, whether you visit customers or call customers. Your own name, not to say 'I am Xiao Zhang, Xiao Wang'.
"Whenever I heard the business person call the customer: "Hello, Boss Wu, I am Xiao Liu of the company", I am very angry. Why do you have to pay for yourself and say that you are Xiao Liu? You think that small is your young words, it has nothing to do with your work. When you negotiate with customers, you represent the company, and the company has several or dozens of small Liu, you are not special, when you leave this When you have a company, there will be a second Xiao Liu who will serve the boss Wu, so you can't win the respect of Wu Boss, and you can't be his leader. You can't get control of every negotiation. Who is there? Dare to call his boss is Xiao Sun, even if he is only in his twenties.
Some people also told me that it is Xiao Liu who seems to be more intimate with his clients. Sales work does not require you to whisper to ask others, because every time you open a sales meeting or report, you will say that we have a win-win relationship with customers. I really don't really see those successful sales executives who act as juniors in front of customers, but those who just do sales work often do this. If you want to succeed, learn from the successful sales executives, speak your name directly to your client, and then talk to him confidently as a leader.
Third, the right to speak
We rarely have the opportunity to communicate with the leaders alone. His words seem to be very few, but each time the public speech and morning meeting of the leader are so exciting, his speech is so powerful. As a hardball negotiator, in the process of negotiating with customers, their faces like to have a confident smile, then listen to the customer's speech, and continue to nod to indicate that the customer continues. Many people understand the truth that "speak more than words", and these people often like to express their own eloquence. Future sales are no longer "people who can talk", but people who can say and ask. Being good at listening, being able to understand the true meaning of each sentence of the customer, and understanding the true thinking of the customer, can guide the customer to quickly achieve the desired result.
Of course, listening only to poor players who can't be a hardball negotiator. Mastering the right to speak in a negotiation requires you to become a teacher, a speaker, and a master of storytelling. I have met such a hard-ball business person. When he talked about the management of a 40-year-old mall executive, he really played it. "Do you know the level of first-class management? Do you know the level of management of the third-rate? Do you know where you are now?" After immersing the appetite of the supervisor, he began to teach as a university professor. We have heard the theory of "bad" in "Marketing". His performance was quite wonderful. The stories he told were unheard of by the supervisor. From IBM to Dell, from Panasonic to Haier, the stories of these international giants cheered the supervisor. From the expression of the supervisor, she was very intoxicated. The business staff of this Philips company is full of adoration.
Fourth, forever home
Do everything you can to get customers to your company to talk about business. The advantages of home fighting don't need to be explained here. If the customer does not want to, then he will make an appointment to the coffee shop where you go more often. If the customer only wants to wait for you at home, then you have to prepare for it. It is not so easy to turn the away game into your own home. Unless the strength of the two sides is very different, of course, you are weak.
There is a book on sales techniques that writes that in order to make the visiting person feel uncomfortable and thus lose the initiative to lose the negotiation, the owner deliberately lowered the seat of the guest by a few centimeters. I am not here to teach you to make it bad. I despise this unfriendly little trick. I just want to tell you that you can run into any problems in the away game. If you want to negotiate successfully, you should choose the stadium from the very beginning.
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