Whether it is opening a store or doing business, it is inevitable to encounter bargaining. Even if the pricing is real, the profit margin will be reduced and the customers with price reductions will not be avoided. Price is always the focus of trading, and price negotiation is a process in which both parties continue to make concessions and finally achieve value exchange. Concession requires both grasping the timing and mastering some basic skills. Perhaps a small concession will involve the entire strategic layout, and it is not advisable to make sloppy concessions and inconsistencies.
Examples of changing the outcome of a negotiation due to personality are everywhere, and weaker negotiators are more likely to make concessions. Buyers are willing to work with such negotiators. They always ask for unacceptable demands and then continue to exert pressure. Forced negotiators to accept again and again. However, some people, they are more casual in their lives, but at the negotiating table, they are judged to be two people, and they are doing things resolutely, and they have done a good job of changing roles. So I don't think that personality will affect the growth of negotiators. As long as you grasp the normal mentality and strengthen the determination of the negotiations, you will not easily give in, even if you are in a weak position.
Some sales people believe that negotiations always require a party to make concessions, otherwise the negotiations will not be able to proceed. This idea sounds really good, but the question is why do you have to give in first? Your concession may make the other party think that you are showing sincerity, but the veteran opponents will never see it this way. They will not be touched by your sincerity. On the contrary, they will think that you are weak and bully, and the attitude of negotiation will become more and more tough. It will be intensified to force you to make concessions again.
I think that concessions are inevitable in the sales process, but please keep in mind the following principles during the concession process:
First, be careful to make concessions, let the other party realize that each of your concessions is difficult, so that the other party is full of expectations, the extent of each concession can not be too large.
Second, try to force the other party to make concessions on key issues, and the party will make concessions on the secondary or minor issues under the strong demands of the opponent.
Third, do not make unnecessary concessions, each concession requires the other party to exchange with certain conditions.
Fourth, understand the real situation of the opponent, and hold the position on the conditions that the other party urgently needs.
5. Plan for making concessions beforehand. All concessions should be orderly, distinguish between conditions with real value and no actual value, and use them under different stages and conditions.
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