[China Glass Network] There are a lot of books and negotiation courses for negotiation. Many sales people read the books of negotiation. After the course of sales negotiation, they all have a feeling: the writing is correct, the teacher’s class is very good. But it is not used in sales practice. In fact, the reason is very simple. If you want to understand the negotiation, you must understand the sales negotiation. If you want to understand the sales negotiation, you must understand the Chinese sales negotiation. Otherwise, don't talk about negotiating and learn the negotiation strategies and skills. Fashion Pillows,Fashion Stylish Pillows,Fashion Throw Pillows,Fashion Sleeping Pillows YANGZHOU XIANGYU GARMENT CO.,LTD , https://www.yzxygarment.com
Sales people need not only the skills and strategies of negotiation, but also the strategies and techniques that need to be negotiated. More precisely, they require strategies and techniques for Chinese-style sales negotiations. Many of the current negotiating books and courses are misleading to sales people in the following areas:
1. The misleading goal of the negotiation: The goal of the general negotiation is to reach an agreement, and the goal of the sales negotiation is often to serve another big goal, that is, to complete the transaction and to collect the money smoothly, so as to become a long-term partner or customer.
2. The misleading form of negotiation: The negotiating books and courses we see now are usually based on trade negotiations, diplomatic negotiations, and military negotiations. The main feature of this form is that negotiation is an independent activity; Negotiation is an inseparable act of the entire sales activity, and it serves the entire sales activity. Therefore, the situation of sales negotiations is not as strict as the negotiation and negotiation process of diplomatic negotiations and military negotiations. Sales negotiations are often carried out at any time during sales activities.
3. Misleading of the negotiating body: The usual negotiating courses and books are part of the main body of the negotiation strategy and skills, that is to say, the method he introduces can be used by Party A, and Party B can also use it; and the strategies and methods required for sales negotiation are not The negotiation of the seller under the condition of damage.
4. Misleading of negotiation methods: Many negotiating books and courses are often introduced by Western negotiation theories and negotiation methods. For example, international negotiator Roger Dawson has taught his "advantageous negotiation" theory many times in China, but these negotiation theories When China arrives, it is often unacceptable. The fundamental reason is that China's market environment has its own unique characteristics.
5. Misleading of the negotiation background: The cultural background between China and the West is very different. The Chinese and Western characteristics of the company, the characteristics of people's life, the habits of communication, the ability to adapt, and the attitude towards the system are all very different. These differences will be reflected. In the sales negotiations, it also constitutes the characteristics of Chinese-style sales negotiations.
If you don't understand the problem described above, then the content of the talks will be ridiculed by the sales staff: can not fall to the ground. The strategy of "Chinese-style" sales negotiation that I am talking about is mainly divided into the following three aspects:
1. The best policy: to create new value for the key players in the negotiation. The specific method is 9 big emotional social gifts.
2. Zhongce: The overall layout is taking advantage of the trend. It mainly includes the evaluation of the strength status of the negotiating parties; the setting of the negotiation objectives; the quotation strategy for constructing positions; the four elements of the concession strategy; the arrangement strategy of the negotiating issues; the coordination strategy of the negotiators; the end strategy of the negotiations 3. The lower policy: 15 sales Tactical weapon for negotiation