Negotiation is also a good opportunity for sellers and buyers to communicate with each other, enhance mutual understanding, and make buyers familiar with the seller’s market and terminal market.
First of all, we must learn to think from the other person’s perspective. When negotiating and communicating with the other party, the salesperson should pay attention to figuring out the other party’s psychological changes and insight into the other party’s psychological needs, so that the other party can be guided along their train of thought and finally accept your views and opinions.
The other party’s interests are the best topics for conversation. If the salesperson can find the other party’s interests, he can focus on the conversation, use it as a bond to communicate feelings, find a breakthrough point, create a relaxed and pleasant atmosphere, and speak to the other party’s heart, so that talking about things will be twice the result with half the effort.
The negotiation process is not only a verbal communication, but also a physical behavior communication. In the negotiation, especially in offline face-to-face negotiations, the salesperson should be good at using a series of actions to cooperate with his own conversation, and at the same time observe the customer’s words and deeds, not only listen to his words, but also observe his actions, capture the clues of his inner activities from the customer’s words and deeds, and adopt corresponding persuasion strategies and sales tactics accordingly to guide the negotiation to success.
Secondly, salesmen should not only be able to speak, but also be able to listen. In the process of sales, you can’t just have one mouth, but also two ears. A successful negotiation is by no means a one-man show of a salesman. If you don’t give customers a chance to speak, you will never get an order or solve the problem. Learning to listen and hearing the hidden meaning is a communication skill that salesmen must master.
If you can’t speak, you can’t sell, and if you don’t have good eloquence, you can’t achieve your goals in negotiations. But good eloquence is not innate, it needs to be learned and trained, and improved through practice in the front line of sales. We must be familiar with easy-to-understand theoretical knowledge and vivid and successful experiences, understand the training methods and practical skills of negotiation eloquence in various situations, master powerful communication tactics to conquer customers, break through the misunderstandings in negotiations, comprehensively improve negotiation skills, and quickly grow into a negotiation expert who is good at persuading customers.
Finally, negotiations may reach an agreement or break down. If an agreement is reached, it is naturally a win-win situation, and both buyers and sellers are happy. If you fail to reach an agreement, don’t be discouraged, let alone break the jar and break the jar, without any grace, giving people a feeling that you can’t afford to lose. You must know that buying and selling is not about personal relationships, and there should be room for everything. You can be friends first, and you may cooperate in the future if you don’t place an order now. Of course, the most important thing in the follow-up is to fulfill the negotiated agreement or contract on time and with quality and quantity, and strive to become a long-term partner.
It is particularly important not to negotiate for the sake of negotiation. Business negotiation is a “technique” and business strength is a “way”. Many times, your strength or your price or your R&D technology and other business strengths are not on the same level as the buyer, and are far apart. For example, a small clothing factory cannot even dream of negotiating directly with Nike. In this case, negotiation is not a panacea to solve all problems. What needs to be done is to make product quality more reliable and durable, design more novel and more humane, delivery more timely and convenient, price lower and more popular, R&D faster and more targeted, etc. It’s like a weak country has no diplomacy. Only when our comprehensive strength is greatly enhanced can we be more calm and more advantageous at the negotiation table.