永远不要亮出你底牌--销售中谈判心得(外国英文资料)

　永远不要亮出你的底牌--销售中的谈判心得

　Comrades in arms:

　These days there are several representative problems in carrying out business, ask how I should communicate with the client, I sorted out, although they encounter problems although different customers that are not consistent, but the core reason is the same, namely the lack of the understanding of customers and sure, thus unable to guide customers instead of customer guide, and can smoothly and quickly sign back.

　The most common mistake of some of our colleagues now is to tell customers about the product and present promotions without packaging and then wait for customers to make a decision. What will they be waiting for? Additional, he can not meet customer requirements, customer or a sentence: "OK, I understand, want to do when I call you" this sentence.

　Can he wait until the customer tells him to sign the bill? When Chen Shuibian voluntarily asked Taiwan to return to the mainland to embrace reality?.

　So why is this happening? To be cruel, it is himself that puts himself in such a passive position.

　When you to show your cards, you can not expect rewarding.

　Everyone wants their interests to be maximized, and the customer is human. When he feels he can ask for more, he certainly won't let the opportunity pass and sign the contract with you quickly.

　Negotiation is a process of mutual compromise, only a compromise that is not called the negotiations, only to sign and return the humiliating treaty to the Qing government.

　Since the client wants to cooperate with us, it must be because our products meet his needs. Therefore, do not understand the needs of customers and blindly discharge all selling points, you must lead to no characteristics of your products, no features, there will be no competition. As long as the product in this market, which can not say a lot of selling point? Products without a selling point will not exist in the market.

　To sell clothes for example, if a person, is concerned about the brand, and that as long as you tell him, this dress is YAGE enough, he said if certain brand quality is also good, just how much money, if you ask him, so cheap brand, you wear it out? If he is sensitive to fashion, then you have to talk about this dress is a master of design to the western suburbs of Linyi, he said the clothes just how much money you ask him, a western suburb of Linyi, hundreds of pieces of clothes sell, you can touch the streets every day wearing a dozen with you wearing the same. Do you love?

　Not many words, but to the point.

　Each product is actually used to solve customer problems, just as the food is to solve the customer's stomach problems, clothing is to solve customer image and thermal problems.

　Just as a doctor, you should first understand the discomfort of patients, and then analyze the reasons, and then tell him what is the current situation, how should be treated, if not treated in time, what consequences?. If a doctor has just come in, he is talking about some kind of medicine, and lists a lot of good things that must scare away the patient.

　For customers, we must be professionals, we must first understand the customer, understand that all aspects of his business, you can naturally find the problem, no problem of the enterprise, or not yet opened,

　Or it has closed down. To understand the problem, we have to describe the professional point of view, even the proper exaggerated the problem can lead to serious consequences, so that customers themselves to understand the problem, he will find a solution. And right, we are the most suitable person to provide such a program, because some of our products (attention is a major, not to all the benefits of all thrown) characteristics, just right to solve this problem. And the sooner we work with us, the smaller the customer losses, the greater the benefits.

　Successful sales means that customers are more anxious to buy your product than you are.

　And your preferential policies and price fluctuations are used to quickly decide when a customer is hesitant. And you have to give these discounts a time limit, that is, the contract can be signed immediately, and beyond a certain period of time, there is no, causing a sense of urgency.

　You see, DELL's online store offers only one week for each offer.

　It is always the customer's demand, not our product, that determines the price.

　Finally, with everyone review our 256 rhetoric, a strong attack, crazy 2008!

　[opening] threat selling; nuclear explosion arousing interest

　Wang Zong, business is bad now, do?

　Alibaba has just launched a nuclear program, a day 7.6, a pack of double happiness can help you through the winter, are you interested?

　[pause] peer bedding, pass to strengthen confidence

　Yesterday, Lao Chen called me in the past, named to buy this, he said, now the XX industry is not good, or quit, or else to fight, and find an order will have a way out. The government's 4 trillion investment, stimulating domestic demand and supporting small and medium-sized enterprises, this is a clear policy, has been waiting for it is not a way, you have been thinking, why not now?

　[pause] hit the key, angel plus devil, deal with objection

　2800, money is not a problem, the key is, now the industry reshuffle, and by the end of December procurement peak, Alibaba Buyers was active up, ask the XX product inquiry increased 2.7 times, several of your colleagues at this time!

　Abstract: the use of a herd mentality, the real intention comes in the end, forced into the single link

　"I've signed 10 contracts this week," Wang said. "It's 09 years in order for our clients to contact us, and we've launched a nuclear explosion program, that's 4780 of the service. Now it's only 2800."! Gold integrity, to help you find a high profit orders, to help you purchase at a low price! Gold shop, so you can increase the overall exposure! Gold booth allows you to monopolize the industry and enhance the visibility of enterprises! Three in one, to ensure the effect. The customer has, the shop has, the propaganda also has! Isn't that what you want? My former customers signed these days!

　[pause] uninterrupted peer stimulation, oppression forced single, 2800 is an impulse consumption

　You see, I have both the contract and the check. Forget it, save a packet of cigarettes, and go one more way next year! I'll write the contract first. Are you cash or check?

　Finally, I'll introduce you

　Now is the time, and there are activities, introduce two friends to me, let them also do together!

　Development means harvesting,

　The 2800 fight is the fast track, standard rhetoric, short and strong, short dagger key point, standard: clear thinking, momentum and gestures, strong infection