[China Glass Network] is closer to negotiate with a channel system, talk about entering the cooperation, the channel system is an important channel for our company to sell, and the channel that the company must pay attention to in the next ten years. Therefore, the company also attaches great importance to The cooperation of the channel.
The channel system has more than 90 stores across the country, and it belongs to a store with more stores in the domestic building materials system. After continuous contact and communication, our company has carried out in-depth cooperation with the channel system throughout the country. However, in the cooperation, they also have to face such a problem: some of the stores have good quality, and good stores are flocking to the head. Some stores are poor, and the poor store doors can be used to attract business. In particular, some areas of the company are agents operating the market, poor stores, agents consider input and output, if you can't make ends meet, you certainly don't want to enter.
The channel system is sure to know the situation of store investment, so often the poor stores are linked to good stores, that is, if you do not enter the store, good stores will not let in. This is also a headache problem that I am facing. The quality of Chengdu stores is good. The annual sales volume of each store is expected to reach 1 million. Therefore, the enthusiasm of Chengdu agents is high. Please ask the local investment person to eat, sing K, public relations," I am tireless."
The quality of Shenyang Tiexi store is generally high, and the annual sales volume is expected to be 300,000. In terms of expenses, the rent is 90,000, the management fee is 12,000, the shopping guide is 36,000, the booth is 30,000, and the total is 168,000. It is on the edge of breakeven. The agent æŽ refers to a calculation, doing a good job, can save the book, do not do well, is to lose money, after thinking again and again, the results do not enter.
The channel system headquarters of the China Merchants said: If you do not enter the Shenyang store, you will not be allowed to enter Chengdu two stores. As a result, the company pressured the Shenyang branch within the company: it must be entered, and it will be punished if it is not stationed. Later, the Shenyang branch had to obey the order and enter the store. It can be said that this negotiation, I talked about losing, the other party talked about winning, why, because he used a negotiation skill: hook.
For those who have not studied the negotiation course, they may not understand why this is the case. For example, a colleague from Chengdu said: In Chengdu, agents are waiting very well before and after, and later take things from Shenyang. This is a feeling of being cheated. In fact, in the negotiations, this is a common skill, there is no deception or not.
The formula for hooking up this negotiation skill is: If you don't give me A, I won't give you B, or even scrape C together, even C won't give you. There was only one thing A on the negotiating table, but I hung up B and C.
There is also a form of hook: If you give me A, I will give you B, which is a way of positive hooking, the above is the way of reverse hooking.
Speaking of the "hook" negotiation skills, some readers may mention that they have not been used. In fact, in real life, everyone has used or "used", but they are unaware of it. such as:
"The boss, can you drink cheaper here?"
"No, it’s cheaper to lose money."
"If you are cheap, I will buy it from you."
Here is the link between “beverage†and “buyâ€.
You order your subordinates to do things, and you will tell him that you have to get this thing done. If you are not sure, I will not give you a promotion, or even let you take a vacation. Here is the link between “doing things†and “promotion†and “vacationâ€.
This technique is often used in business activities.
Purchasing: If you can deliver on time this month, I will pay you on time.
Supplier: Good, I will deliver on time.
I often encounter this kind of situation in my work. The purchase will tell me seriously. If you don't agree with this deduction point, you don't want to enter the market. Even local agreements can't be signed.
To use the hooking technique, pay attention to the following two points:
1. What you are hanging is what others want.
I often tell me when some friends in the industry communicate: I can't hang up. For example, if you negotiate with the store, you say to the purchase: If you lower the point by one point, I will change the delivery time from 30 days to 20 days. Procurement may ignore you, because, for him, he cares about the point, the company is also a point to assess him, so the delivery time is not what he wants.
The things you hang up are what others want, and you can do it. In this case, your hooks will have an effect. If the things you hang are not what others need, then it is equivalent to not hanging.
2, the order of the hooks
When the issues are hung together, we must distinguish between the master and the slave. We must be clear about what is what we want, and what is needed and the order in which it is presented to me is not the same.
Case 1: Many tooling and decoration companies have now renovated the house for Party A. However, due to the poor economic environment, developers (Party A) often cannot pay on time, and even the last paragraph cannot be recovered. What should I do?
The decoration company said to the developer: "The boss, now you can't give the end of the project here. Ok, I don't want it, you give me some houses as the last one."
The developer will definitely say: "Don't think, there are no doors, this is to sell money."
However, if one of the following methods is used, the result will be different.
Decoration company: "Boss, you give me a few houses, I don't think about it." In this way, he can get the house.
A joke says that the girl said to her boyfriend, "If you buy a diamond ring for me, I might consider marrying you," or "If I marry you, can you buy me a diamond ring?", that kind of statement More diamond rings can be obtained, of course, by the former.
Therefore, the order is different and the effect is different.
Case 2:
“If you subscribe to the newspaper for a year, give a beautiful teapot.â€
“Do you like this beautiful teapot? Just subscribe to our newspaper for a year, this beautiful teapot is yours.â€
The above two statements, I believe that most people like the second, because the second is more comfortable than the former, in the former saying "if" there is a kind of forced person inside.
Case 1 and Case 2 are also the techniques of hooking, but it is not the same as asking for it first. Because, this is two different situations, the former is "equivalent exchange" and the latter is "willing to hook." At this time, the requirements are as heavy as the ones you give. If they are the same, they are called "changing"; if they are not the same, they are called "hooks."
Hooking is a technique often used in negotiations. When using this technique, it is also necessary to pay attention to the content of the hanging and the time of hanging. Whether it can make others willing to exchange and willing to go to the hook, this is the time to test the negotiation ability.
Cushions could be used in many different places and show different functions. The main function of it is to keep warm and decorate your room. You could put them on your sofa, bed, or car or any other places you want. They will make your room looking very modern and comfortable, and as one happy place to be with your families.
Besides of these characters, the special feature of our Cushion is the various materials for the surface, such as cloth, and different shaggy yarns and so on. The length of the yarns could be short or long. These surfaces could give you totally different feelings and well show your personality. And all of them are washable.
Many fashion colors and designs are available. You could choose your favorite to match your furniture perfectly. Believe they will be one highlight in your room.
Cushion
Polyester Cushion,Soft Plush Cushion,Long Pile Car Seat Cushion,Soft Long Pile Cushion
SHIJIAZHUANG SUNRISE CARPET CO., LTD. , http://www.sunrise-carpet.com