What Are The Skills Of Negotiating With Different Character Decision Makers?

People who are indecisive

Characteristic:

1, there are consistent excuses and excuses.

2, often by new problems (such as competitors' advantages, etc.).

Countermeasures:

1, find

2, test the real idea of a clapper (for example, do not deny a certain point of view, such as a competitor).

3, test the clapper's other difficult questions or concerns (price, effect, service, etc.): a careless repetition of the clapper's viewpoint as a pition, then abruptly asking questions, quietly converting the conversation and regain the initiative of the conversation.

4, list various programmes (including services, etc.), and compare them with competitors. As long as they are put to them, let them consider, such a person is not difficult to deal with.

5, evaluate various plans and inform the other party of the evaluation results.

6, list all the advantages and vision of our cooperation.

7, develop a time schedule for cooperation between the two sides.

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To deal with people who are reluctant to part with love.

Characteristic:

1, if we keep our distance, we will neither give nor deny nor progress.

2. For

Countermeasures:

1, in view of this kind of people, we must let the clapper know that only by putting the problem out can we solve it.

2, put forward the most specific and substantive problems, and not give the clapper the chance to evade the problem.

3, talk more about successful cases, talk about cooperation sincerity, Dora relations.

4, director role, reduce the risk of decision-making.

Deal with people who are quick to agree.

Characteristic:

1, when the negotiation time is refreshing, when the reminder comes back, (as soon as the action stage changes the mind).

2, look for various reasons to avoid key signing cooperation problems (such as busy, meeting, campus recruitment, busy time...)

)

Countermeasures:

1, look at them, do not let them have too much time to think, otherwise they will be useless, because they will be left behind by many ideas.

2, tell them the benefits of early cooperation.

3, find a reason to promote (push).

Time, price, interest, others

4, develop a simple and clear schedule (including negotiation of key issues and time plan for signing contracts).

5, do not give him any further opportunities and excuses.

6, confirm our previous recognition.

7, pursue.

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Dealing with pessimists

Characteristic:

We refuse to use our competitors or our products (services) for a bad result.

Countermeasures:

1. Understand all reasons and use details.

Methods: open questions were used to induce the clapper to speak.

"How do you know about our products (services)? Can you tell me?"

"How did you serve?"

Reasons for refusal of customers as a whole: no effect / waste of time

2, there may be reasons for poor listing results.

(1) "opposites"

(2) clarify our advantages.

(3) to analyze the crux of the problem, to dispel customer concerns (our current advantages, our targeted products (services) and typical customers, etc.)

3, many in-depth discussions, giving detailed solutions (including service programs) (Note: the pessimistic people's common characteristics: do not believe that any way to solve their problems).

4, for people who are pessimistic and disappointed, what we need to do is to guide them to decide what the worst case will be like (or not where to go!), and then try to solve the problem, or put forward a solution to the problem, and tell our customers that our solution can solve problems at various levels and angles, so as to ensure the recruitment effect! {page_break}

Against people who are tall and big.

Characteristic:

1, why do we all understand (in fact, we are the real experts in this industry).

2, always look down on others and things!

Countermeasures:

1, satisfy their conceit (and Xu Rongxin).

"You are an expert. I haven't been in this industry for a long time. You have to teach me more later."

"You know that, too."

2, more use of the industry's insiders' words, can properly talk about professional terminology, in order to gain identity, to deepen communication.

3, identify targeted selling points to arouse the interest of each other, then lobby.

4, the key is to be a student first.

As the saying goes, only buy the wrong ones, do not sell the wrong ones, "do grandchildren first, then do masters".

Of course, in the final analysis, it is a win-win situation.

Dealing with people who are deliberately hostile.

Characteristic:

1, overbearing, get angry when answering the phone.

2, take us (salesmen) as competitors, determined to win the battle of telephone.

3, rudely interrupt our introduction, militant and strong minded, disdain salesmen, like humiliating people, and like to take initiative.

Countermeasures:

1, with the mind of an extroverted person, we can accept the nails of such clapper and work hard to deal with such people. We must have perseverance.

2, first of all, we affirm that it is a compliment to some of the points we have slandered, or even to these views. (we can even say that some of our senior members had some views and opinions when we first contacted each other. At last, we all had a very pleasant cooperation).

"Ah, you look at the talent website industry's unique vision, very unique."

3, to treat this kind of person, it is important to know all the facts and reach consensus with them as far as possible.

4, we must pay attention to this kind of person.

(1) try to avoid using too bright adjectives to modify our products and services.

(2) try not to ask questions as much as possible, and try to compete with them less.

(3) if you want to use the compliment to ease the atmosphere, you must leave no marks! Praise!! do not laugh easily! Be sure to be sincere, neutral and confident.

(4) at any time, we must remain calm, reengage and unfurl, and not be irritated with it. At the same time, we should put forward various solutions to problems and not give them the chance to make a difference.

(5) never deviate from the theme and focus on the theme of communication between our program and the two sides. Try to avoid making too many modifications to the characteristics, service characteristics and prices of our website, and try not to stimulate or provoke such people's extreme phone personality.

(6) try new, better and more perfect ways of communication, such as mail, letters, face-to-face, etc.