Keywords: business negotiation skills Sales Manager Q brand was born in Yiwu, Zhejiang Province, is a relatively mature leather goods brand, it is for this reason, this brand of products most affected by agents are of all ages. In 2003, Q brand at momentum is of casual market. In the autumn of 2003, Q brand men's official launch on the market. Thus, investment negotiations become marketing one of the most important work, and I was just in Q card casual as area manager, responsible for the trans-what business seven provinces.
Based on past experience, the most successful investment approach is to let the agent's own heart, play a little bit of preferential policies, however, as long as catalytic agents see qianjing, half the success. So, campaigned more than anything else.
In market research for the next three months, I never travel, is just a courtesy phone and sent with the invitation letter, trying to get to static brake effect. In fact, in the market research process, I've visited various better dress agents, and the establishment of the preliminary friendship.
Come prepared for customers
2003 November 23, brand Conference and investment will be formally convened. The company will make a grand meeting, central-level officials to on-site guidance, counseling sessions, presenters, the province's cultural media company responsible for costumes show. Meeting place arranged in close proximity to the city of Y is a holiday resort. I am responsible to Shandong intention customers four or five, Shaanxi customers to three dial, Zhengzhou customer is checked before the investment will be about, so he took a dozen dealers.
Conference welcome reception that evening was to intentions customers welcome. The reception that many regional managers tend to be the intention of the same market, the customer seat strictly confidential. I, on the contrary, intentionally or not, will the same area of intention customer arrangements and described. On the surface, this meal to eat some embarrassment, but the results were surprisingly good, because the next afternoon to several customers and I am talking about. I know very well that the campaign was a success.
Negotiations on rule 1: merchants negotiate must make full use of all means for reductions in the external environment to customer pressure and power.
The next day, the brand of the workshop, the policy statement, visit the company dinner, time is very tight.
Just after dinner, Mr. Z of Shandong and Mr. L of Shaanxi had already stood in front of my room. The customer is very promising.
Mr. L of Shaanxi Province, is one kind of Frank, as well as a strong business sense, is the ideal agents. Mr. Z of Shandong is born businessman, he met with L, attached to follow, in his words, Mr. do L Q card, he would do the Q cards. This is a fairly high level of negotiation tactics, using two market "encircle and suppress", to fight for the most favorable conditions of cooperation. Now, the two of them together is the door to me.
At the same time facing two customers, is taboo in investment negotiations. What the hell to the way they negotiate? I was never a bottom, but constantly thought, hoping to find answer.
Simply delay the first time. Bubble tea, greeting a few words, said: "I go and other customers to stop by and say hello and then we'll go into?" with the consent, I went to several important customer there, everyone said that a little busy at night, more than a half hour later judged fairly.
Customers are of course knew that night is an important time and investment negotiations, understanding of my difficulties. In fact, I was on the schedule that I lay with l and Mr. preparing negotiating Z.
About 40 minutes later, I'm back in business rooms, two have been waiting for.
Negotiations on rule 2: in the passive state, be sure to give yourself an adjustment in time and space.
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