In foreign trade business, negotiation with customers is a common and important link. However, different types of customers have different needs and characteristics, so different negotiation skills and strategies need to be adopted in a targeted manner. This article will explore in depth the negotiation methods under the identities of end customers, middlemen and different purchasing personnel, aiming to help foreign trade practitioners communicate and cooperate with various types of customers more effectively.
1. End customer category
End customers usually pay attention to product quality and delivery time, because this directly affects their production process and product quality. When negotiating with such customers, in addition to reasonable prices, we should pay more attention to product quality and on-time delivery. Understanding the technical details of the product, finding the selling points of the product, and focusing on quality and delivery time can make it easier to convince end customers to choose our products.
2. Middlemen: Earning commissions and earning price differences
For middlemen, relationships and profits are crucial. For close relationships, it is necessary to give sufficient commissions; while for profit-seeking middlemen, it is necessary to ensure that the price is reasonable and can guarantee their profit margins. For the latter, price is the key, but attention should also be paid to product quality and delivery time, so as not to affect subsequent cooperation.
3. Different identities of purchasing personnel
The identities of purchasing personnel include ordinary purchasers, purchasing managers and business owners. For ordinary purchasers, we should establish a good cooperative relationship by finding common language and understanding their needs. For purchasing managers and business owners, we should focus on their corporate interests and development direction, provide specific and feasible solutions, and deepen the tacit understanding of cooperation by understanding their industry and corporate characteristics.
In foreign trade negotiations, it is crucial to understand the needs and characteristics of different customer types and adopt targeted negotiation skills and strategies. By clarifying the customer type and identity, and grasping key factors such as product quality, price and delivery time, we can better communicate and cooperate with customers to achieve a win-win situation.