? Yesterday with a customer to talk about payment methods. I offered three options 721.631 or 541, keeping the one 3331 unmentioned and uncontroversial, and the 541 fine-tuned to 5221, which is somewhat superior to the one I kept. The numbers indicate, prepaid, installed and warranty. 5221 has an extra arrival in it. The numbers are short for percentages, for example 721 represents, 70%. 20% and 10%.
? As a not senior and not too professional sales people, my humble opinion with the customer to talk about the terms of payment, there can be two ways.
? One is to put forward a very high conditions to see the customer's reaction. The customer will probably have three reactions:
? 1 is that the customer may accept, this kind of needless to say, the negotiation is pleasant.2 is not accepted but will throw out his conditions, and then targeted modifications. As long as he is willing to say, there will be negotiation, because the rules are you first set, even if the change is also affected by the previous rule.3? is more difficult to negotiate, direct negation, let you continue to come out of the conditions, this kind of can be a little bit of some concessions, but can not be more than two times, otherwise he will think that you can let go on indefinitely, and significantly less serious. Or first pretend not to let him out of the conditions. If he is out of the conditions, back to 2, if not, you let a little bit, see his reaction, and strive to return to 2. Usually you let once after he will express his point of view. There are also those who do not say, this kind of is complicated, but also involves a lot of factors. It's also possible that he's got his eye on something else, too. We are talking about a situation where there is no competitor ready to sign. So for the time being, we will not analyze the factor of the presence of other parties. In short, do not say that can not continue to let, find ways to fold back to 2.
? The second, is to put forward three options for him to choose, of course, there are several favorable programs in the case, the hand to stay a slightly lower than the three programs, but also has the advantage.
? The customer will also make two responses, 1 is the logical choice of one he thinks is optimal. 2 is not accepted, in all of them are not accepted. 2 is not accepted, there will be two kinds of customers who do not accept, one is based on the program to modify the program, and ultimately satisfied. If this kind of negotiation is not agreed, you can take out the last card. There is also a kind is to let the re-proposed program, this customer is less, if there is still the same, let him mention, in short, let him show his heart. Can guide him to modify the program, because he took the initiative to modify the program, he exposed the intention, you can target the negotiations. Finally come up with the bottom card.
? There is another kind is independent of these two kinds of outside, he oil and salt, soft and hard. He will take the initiative and forcefully put forward a bully agreement for you to accept. This kind of customer is the most difficult to deal with, they pass all the purchase risk to you, not at all bear. When this happens, it depends on the value of the product to allow this to work. For example, the extreme case, the requirements of a point not to, the product trial, unqualified but also return.
? Personally, I think that those who are slightly low value and portable, transportation costs are not too high, there will not be too much risk in the transportation, and the use of not many factors that interfere with the use of simple and clear criteria for judging, you can try. Successful trials can also be marketed. But like our company this kind of precision analytical instruments, high cost, high labor costs, transport to the site but also for the installation and commissioning, the use of the environment and the use of people on the operation of the instrument will have an impact on the product. It is not acceptable to accept this kind of program. Leaving aside those labor and time costs, testing standards are also subject to many factors interfere with the difficult to unify. Therefore, when it comes to this kind of customers, it is a bit difficult to negotiate, and it is not easy to reach the ideal conditions. But must have to accept the bottom line, the product arrived at the customer side must also grasp the initiative, that is, can clamp down on the other side to avoid breach of contract effective program. If the other party allows you to negotiate conditions, must be in accordance with their implementation, after weighing the pros and cons can have the intention to give up.
? The most taboo in sales negotiations is the rush. The ultimate goal of selling our products is to return and maximize the benefits as much as possible. If the sale of products will face a great risk of default, do not take chances. In order to temporarily sell the performance of the first say, the later bad collection, such a single do not make any sense. Like that in the negotiations, step by step, every cent of the customer, if you have been to him to make concessions on the conditions, it is likely that after the transaction of the after-sales problems there are also many problems, you can never meet his requirements. Especially the kind of overbearing treaty, be careful to sign. Can put forward overbearing conditions of the customer, the company may be very strong or perhaps the company is very prestigious, may also be the procurement of personal advocacy. But with the ability to successfully pay back no relationship at all. Often the larger the company, the more processes, the more people involved in decision-making, but the more trouble. The kind of small and overbearing company, there is a suspicion of taking advantage.
? Psychological issues about sales negotiations is also an important factor affecting the effectiveness of the negotiations. The other party, regardless of what title in the company, and even whether there is social status and background, etc.. This is all his personal attributes. In the matter of buyer and seller, you are equal and opposite. You can make some considerations for his identity to change a suitable way of conversation, but never because of scruples to lower their principles and bottom line. Often people will say to me, I am the general manager of the company, sit down and talk to you a sales price. I appreciate this humble attitude, but at heart you are not my general manager, I still have to give my general manager to deliver it, I broke the rules to sell you something, you can still be in front of my general manager for me to block a knife not?