Although the price is not the whole of the negotiations, there is no doubt that the discussion on price is still the main part of the negotiation. In any business negotiation, the price negotiation usually takes more than 70% of the time. Many of the negotiations without ending are also because of the two sides. The divergence in prices has led to a disappointment.
To put it simply, as a seller wants to trade at a higher price, and as a buyer, he expects to cooperate at a lower price. This is a general rule, and it exists in negotiations in any field. Although it sounds easy, in the actual negotiation, both parties are satisfied, and it is not a simple matter to achieve a win-win situation. This requires your negotiation skills and courage, especially when relying on the previous offer. Is the key.
A good start is half the battle. It takes some time to think about it when you quote the customer. A high bid may lead to an unsuccessful trade. If the offer price is low, the other party will not stop the price counter-offer because they don't know your price bottom line and can't guess your negotiation strategy, so you will still think that you are in the sky. The asking price will definitely be in the opposite direction of the price until it is close to or below the bottom line of your price. This is of course a negotiated failure. Unfortunately, such negotiations continue to occur.
So how do you master the previous offer? A golden rule is that the offer price must be higher than the actual price you want.
During the negotiation process, both parties will try to expand their negotiation space continuously. The higher the price, the greater the negotiation space and the more rewards. Negotiation is an art of compromise, and successful negotiations are what you need in the process of making concessions. A higher offer will allow you to maintain a larger room for manoeuvre in price concessions.
Quotations are not static and can be quoted differently depending on the customer or channel. It is not impossible to be able to trade at a higher price. You are not aware of the acceptability of each customer. I learned that an international sales terminal charges 20% of sales to each supplier as a trading condition. I did not hesitate to increase my original offer by 25%. The other party also investigated before the negotiation. My price system, of course, objected to the quotation. After a difficult negotiation, I made a 5% concession and provided a large-scale promotion program to support my quotation. The other party charged the same rate as I increased. I did not suffer any losses. As for the large-scale promotion plan, I would do the same if I did not raise the offer.
Everyone in the life is a consumer, and the price of the product in each purchase will influence your willingness to buy. Taking the refrigerator as an example, the “Haier†brand in the domestic refrigerator is high in price, and rarely sells on a special price, but its sales volume has always been among the best, and consumers’ reputation is also good. Why is the price high? So good? In fact, the truth is also very simple, high prices will certainly increase the added value of products or services. Everyone wants to have good quality when choosing goods. If it is durable goods, it requires good after-sales service. Brand products will meet the needs of consumers, but they will be higher in price than non-branded products. The spread is not very big, I think most consumers will choose brand products, because in the subconscious of people, high prices must be equal to high value.
Is the low price necessarily low value? Certainly not. The pricing of goods is determined by many factors such as production cost, labor cost, corporate strategy, sales channels, etc. Products with low prices can also become brands, and product quality and after-sales service will not be inferior. When you buy a product, it will take a lot of time and effort to analyze the production cost and labor cost of the company? I am afraid that most people will not, and the former indicator to judge the value of the product may still be the price. High prices will give people a better sense of product front, people will believe that high prices will have high-cost reasons, the so-called Chinese people admire the "one penny of goods."
No matter what the conditions are, it is more important to let the other party feel that they have won the negotiation. Many negotiators are accustomed to giving customers a more favorable price when they make a previous offer, hoping to make an early transaction. Since the price is close to the lower bottom line, the price cannot be compromised. There are also some enterprise managers who are more eager for quick success. The order quantity is an indicator of performance appraisal. As a result, the sales representative lowers the price at the beginning of the negotiation. Regardless of the quantity regardless of the quality, the company forgets that the final purpose of the enterprise is profit rather than the number on the report. . This is like a table tennis match with only one round, and it will be very boring whether you win or lose. In fact, the process of negotiation is as important as the outcome. The other party can only believe that this is a lower price that you can afford if you talk about the price through your own efforts. Otherwise, even if you have a three-inch tongue, the other party will not believe it. Small business needs to be long-term. Only in the balance of the other party's heart, you will have the opportunity to trade next time. If you don't let it go, you may be able to make a deal this time, but next time it will be very difficult, negotiation. There is no trust on the table, even if you have excellent customer. Keep in mind that when the opponent can't guess your hole and you can't make the price, you are likely to miss the next trading opportunity.
Also be careful not to let the quotation not scare away the customer. Maybe the quotation will exceed the psychological tolerance of the customer. If you have a tough attitude, the other party will terminate the negotiation at any time. I suggest suggesting some flexibility in the language of the quote, but be sure to emphasize the return, such as "If you can pick up the goods, I can give a 5% discount on the price.", "If you provide special display, and provide it for free Promotional venue, I will consider the price."
Negotiations consist of four main factors: your offer and the opponent's counter-offer, your hole card and the opponent's hole card. The quotation and counter-offer will gradually become clear as the negotiation progresses, and both sides will try to figure out, speculate and test each other's cards in the whole negotiation process, which is a comprehensive contest of psychology, wisdom and skill. So no matter what happens, don't easily show your reserve price.
By applying the principle that the offer price must be higher than the actual price, the start of the negotiation can play a role in compressing the negotiation space of the other party. Of course, the quotation must be kept within a reasonable range. If you want to sell an ordinary computer at a price of 100,000 yuan, I think only waiting for the miracle to appear. In addition, higher quotations need to be supported by compelling reasons to increase their added value. Our company recently purchased a set of "4R business management process operation plan" VCD produced by Xien Enterprise Management Consulting Co., Ltd., the price is very expensive, but Xien promised to provide "execution power" training for our company free of charge, the trainer made a special trip to me. The company taught, although not Dr. Jiang Yuxiang, but we still think that value for money. The reason for being able to stand still may be low, even far below the price you raise, but it doesn't matter, as long as I can get approval from the other party, I think this is enough.
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