[China Glass Network] We know that magic is not real. The reason why we can rely on fake music is really the skill of the magicians. I believe that every viewer will look at all kinds of flaws with big eyes, but it is basically difficult to do so, but It does not affect people's enthusiasm for magic, this is the charm of magic.
I think that the negotiation is sometimes magical like magic. It is obviously the advantage you have. You can wait until the end of the negotiation and find that you have paid a higher price. It is obvious that the other party is under tremendous pressure, but it was discovered during the negotiation. Your pressure is constantly increasing. Why is this? The explanation is that your opponents are more experienced than you, and they know how to use them.
Let's uncover their secrets together.
A home appliance chain store is your company's key customer. In recent years, they have continuously expanded into new markets, and the number of stores has been ranked first in the country. Especially this year, 60% of your company's profits are derived from this company. As a key account manager, you need to negotiate with them and deal with emergencies. One morning, the other purchasing director gave you a call. Because there is not enough stock, you are required to immediately deliver 50 DVD players to the central warehouse. Otherwise, you will be fined according to relevant regulations. When you hear this news, it is impossible to mobilize 50 DVD players. You need to negotiate with the relevant departments of headquarters, logistics, finance, etc. If everything goes well, it will not meet the time requirements of the other party. Although the amount of the fine is not large, it is not a glorious thing after all. It has just been upgraded for less than half a year, and the boss is very important to you. Such an inexplicable fine will affect the development of your career. At this time, you are already overwhelmed and helpless. You can't think of a solution to the problem.
At this time, you should calm down and think about the ins and outs of things. You will find that it is not as complicated as you think. According to historical sales data, it is impossible to sell 50 DVD players a day, and the possibility of group shopping can be ruled out, because your resident shopping guide did not report to you. So why is the other party so eager to ask for goods?
Their secret is: there is a problem with the safety stock! It must be that the two departments of sales and inventory have problems in coordination and coordination, so that the store is out of stock and can be sold, and even complaints from customers. Obviously this is the problem of the store rather than your responsibility, but they pass on this tricky problem to you and let you take the pressure on them. This is really unfair. If you can't find this secret, then you can only Put all the pressure on your own.
You are a business manager of a food packaging company. The company has many long-term partners. Your main job is to maintain and consolidate this partnership. It is worthy of pride that you not only did your job well, but also The principal responsible person of the other party has established a good personal relationship and is very comfortable with the work. Just when you are proud of it, the product manager of a dairy company suddenly made a mistake to you - he asked your company to send 50,000 yogurt boxes to the production workshop before 7:00 the next day, otherwise the production line Will be discontinued due to no packaging! The yogurt of this company is of superior quality and is a major producer and seller in this city. The direct loss caused by the suspension of production can be imagined. If it is really because the shortage of packaging materials and stop production, then the troubles will come one after another, it is not good to see in court.
Who is responsible for the lack of packaging materials? On the contract, the two parties agreed to order one week in advance, but in the execution, the other party only advanced one day in advance, and the other party’s experience will never make such a naive mistake. It must be a problem in a certain link, and this is not your problem. If you don't figure out this responsibility relationship, you will fall into the trap of the other party. Of course, you can go all out to help your customers get through the difficulties, because this is your job responsibilities, but you must talk to the other party beforehand about the attribution of responsibility, so as not to have unnecessary trouble in the future.
Therefore, the problem is indeed that you have to bear it bravely. If it is not for you, you must clear your way.
Readers and friends may think that this is very simple when looking at the above two examples. It is easy to distinguish between right and wrong, and it is not complicated. In fact, otherwise, because this case has been clearly placed in front of you, it is relatively easy to make a conclusion. Secondly, everyone is an outsider, and the so-called bystanders are clear. If you are living in them, but not very seasoned experience in negotiations, it is inevitable not trapped in them so that the authenticity of irrational thinking <br> <br> pressure
If you want to verify the authenticity of the pressure is not difficult, you can completely figure out on the spot, is the inevitable pressure or the other party just want to test your reaction.
Give an example of selling a car. There are two models in your store, one with low price and low gross profit, and the other with high price and high profit. Most customers usually choose the one with a lower price, which is a situation that you are less willing to see. How to identify their funds? Of course you can't check their bank passbook, but you can find the answer by asking.
They will generally tell you that you can only accept the price of this car in the current economic situation. You can ask him: "If you have a car that can make you drive safer, you can be more reassured when you are outing with your family; it can travel faster. Fast, and the starting speed is even more amazing. When the green light is on, you can leave other cars far behind. Its stylish and trendy appearance, with a face at the party of friends, and interior decoration, make you feel at home. Of course, it is 20,000 more expensive than this one, but I am sure it is worth the money. Are you interested in seeing it?"
Don't worry that they will blame you. Few people will say to you: "Are you mistaken, I said it is very clear that I am only willing to buy this car. I don't care about other better deals, even if I can fly. The car of heaven." On the contrary, most people will say: "I can go and see if I am as good as you said, I can only use my death certificate, although I will lose some interest, but compared to one. It’s still worthwhile to have a car that is satisfactory.†It seems that his problem is not immutable. By the way, if a person plans to buy a product that sells for more than 100,000 yuan, he still has at least tens of thousands of dollars in his credit card, otherwise there will be no purchase action, as long as you make him feel worthwhile, he is I don't care if I have more points, why not?
Let me give you a small example. For example, if you introduce products to buyers, they usually say: "Your product price is too high, we can't afford it, because without this budget, I can't do anything about it." Maybe you will have a lot of pressure. I am afraid that this business is leaving you, maybe there is only one way - price cuts. This is a last resort. It is purely a policy, but what is the solution?
At this time, you have to figure out whether the other party really does not have this budget, or deliberately put pressure on you to force you to lower the price. You can ask: "Who decides this budget?" Sometimes the other party may answer the truth truthfully. It is the responsibility of a certain manager. You can temporarily give up the consideration for the success of the transaction and ask to meet the manager. It is not a non-discrimination requirement. If the other party agrees to meet, then convince the manager to agree to purchase. This depends on your ability; if the other party does not agree with your meeting with the superior, then please be careful, he may be passing on the pressure.
Seeing this hope that you have some clearer understanding of stress. A more critical sentence: Don't let the other party throw the pressure you don't have. You have to identify its authenticity in time. If you are only testing you, then don't hesitate to give back the pressure. This can be called "the original owner."
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