How To Win In Negotiations

The purpose of the negotiations is to achieve a win-win solution.

However, in real life, it is too rare to squeeze orange juice while another to bake cake with orange peel.

When you sit in front of a buyer, you all share the same goal.

There is no magic like win-win solution.

He or she wants the lowest price, and you want the highest price.

He wants to take money out of your pocket and put it in his pocket.

Power sales negotiating is completely different.

It teaches you how to win at the negotiating table and let the other party feel that he has won too.

In fact, it is this ability that determines whether a person can become a strong sales negotiator.

Like chess, the use of powerful sales negotiation skills must follow a set of rules.

The biggest difference between negotiation and chess is that the other party does not know the rules in the negotiation and can only predict your path.

Chess players refer to these steps in Chinese chess as "chess game".

Let's make the situation on the board beneficial to you at the beginning.

The middle game must maintain your strength.

When you get into the mess, take advantage of your advantage to kill the other party.

Opening: layout for success

Rule 1: quotation is higher than what you expect, and there is room for negotiation.

In negotiations, you can always lower the price, but you can never raise the price.

Therefore, you should ask for maximum plausible position (MPP), that is, the price you want is most beneficial to you, and the buyer can still see that the paction is good for her.

The less you know about each other, the higher the price should be, for two reasons.

First of all, you may make mistakes in your assumptions.

If you don't understand the buyer or its needs, maybe he will pay higher prices than you think.

The second reason is that if you do business for the first time, if you can make a big concession, you will be more cooperative and sincere.

The more you know about buyers and their needs, the more you can adjust your offer.

The disadvantage of this approach is that if the other party does not know you, your initial offer may be a bit daunting.

If your offer exceeds the best offer price, you will imply that your price is flexible.

If the buyer feels that your offer is too high and your attitude is "buy, buy, not buy", then the negotiations are yet to start and the outcome is doomed.

You can avoid the high price that makes the other person fearful through the following way. "Once we have a better understanding of your needs, you can also adjust the offer."

But for the quantity of your order, the quality of packing and the requirement of timely inventory, we can only get 2.25 dollars per piece.

In this way, the buyer may think, "the asking price is too high, but it seems that we can talk about it."

I'll take a moment to see how much pressure I can put. "

After proposing a higher than expected price, we should consider the following: how much more should it be?

The answer is: the target price is the fulcrum.

The price of the other party is lower than your target price. Your initial quotation should be much higher than your target price.

Let me give you an example.

The buyer is willing to offer $1.60 to buy your product, and you can bear the price of $1.70. The principle of fulcrum price tells you that you should start offering a price of $1.80.

If the final outcome of the negotiation is a compromise price, you will achieve your goal.

Of course, not every time you talk about the compromise price, but if you have no other way, this is the best policy.

Central Bureau: maintain superiority

When negotiations enter the medium term, the issues to be discussed become clearer.

It is very important that negotiation can not be antagonistic.

Because at this point, the buyer will quickly feel that you are striving for a win-win solution or a tough attitude.

If the positions of both sides are poles apart, you must not strive for it!

Striving will only prompt the buyer to prove his position is correct.

It is best to agree with the buyer's viewpoint at the beginning, and then apply the method of "first thought and feel felt and found" to reverse the situation.

When the buyer is unexpectedly hostile to you, this advanced retreat will give you time to think.

For example, if the buyer says, "I heard there was something wrong with your freight department," don't argue with him after you hear it.

That will only make him doubt your objectivity.

If you say, "I understand your feelings very much.

Many buyers feel the same way.

I think that was when we moved the warehouse a few years ago.

Now, big companies like General Motors trust us, and we have never had any problems.

But do you know what we can always find?

When we let the buyers look carefully, they always find...?

Another way to win the best position is the paction law.

Whenever the buyer asks you to make concessions in the negotiations, you should also make the request accordingly.

If you are selling forklifts, you have recently sold a large order to a storage hardware store.

They asked for delivery 30 days before the opening date.

Later, the chain store's business manager called and said, "our store has been completed ahead of schedule, so we want to open it early.

Can you deliver the forklift to the next Wednesday? "

Although your first reaction is likely to be "good", I suggest you use the paction method.

You can tell the business manager, "to be honest, I don't know if I can deliver the goods so quickly."

I have to confirm with the planners to see what they can do.

But can I ask if we can do it for you, what can you do for us? "

It is emphasized that this can prevent the other party from being "soft and hard".

If the buyer knows that every time they ask for a request, you ask for a corresponding return, so they can prevent them from demanding more and more.

Ending: Winning loyalty

Nibbling is an important method because it can achieve two purposes.

First, you can give the buyer a little bit of sweetness, and then you can make the Buyer agree with the earlier disagreement.

Maybe you sell packaging equipment.

You are trying to persuade the customer to buy the latest model equipment, but he insists not.

You hesitate, but you regain confidence and be determined to try again before you leave.

So, after agreeing on all the other points, you say:

"Can we take a look at our latest model?

I am not recommending this device to anyone, but considering your production and development potential, I think you should buy a new model, only invest more than 500 dollars a month.

Then you will probably hear the other person say, "well, if you think it's important, we'll buy it."

Another way to win the final success is to make a small concession at the last minute.

Strong sales negotiators know that the best way to let the other party be willing to accept deals is to make small concessions at the last minute.

Although such concessions may be ridiculous, for example, the payment period is extended from 30 days to 45 days, or free equipment operation training is provided, but this is very effective, because the important thing is not how much you conceded, but the timing of concession.

You may say, "we can't change prices, but we can talk about it in other ways.

If you accept this price, I can personally supervise the installation and make sure everything goes well. "

Perhaps you had intended to do that, but now you find the right time, do not impolitely to mobilize the other side, so that he responded: "if so, I will accept the price."

At this point, he will not feel that he lost to you in the negotiations, he will feel that this is a fair deal.

Why is it not possible to give the buyer the lowest offer directly from the beginning? It is one of the reasons for the other party to accept the paction easily.

If you make a full concession before the end of the negotiation, you will not have the weight of the buyer at the last minute.

The last moment of trading may change everything.

Just like in the horse race, there is only one key point: who will rush across the finish line first.

As a strong sales negotiator skilled in negotiating skills, you should be able to control the whole negotiation process freely until the last minute.