The highest level of negotiation is not to defeat the other party with your own eloquence, but to make the other party feel like a winner after being persuaded by you. This will make the other person feel great satisfaction. At this time, he will feel that negotiating with you is a very pleasant thing and will look forward to working with you next time. In this case, the cooperation between the two sides can last for a long time.
This is the highest skill in negotiation. While meeting the psychological needs of customers, they can also get the benefits they want, and both sides have their own places. Why not?
In negotiations, we often see such a situation. When one side loses in the negotiation, the other side will belittle the opponent in order to show off its cleverness, which will give the other side a feeling of "losing". Even if a cooperative relationship is formed with the other party, the cooperation between the two sides will not be very pleasant, let alone long-term cooperation.
This kind of practice seems to show a person's "intelligence", but it is actually the most stupid one. It is tantamount to adding a stumbling block to yourself and making your future road more difficult.
Smart negotiators will make the other side feel that they are "winners", so that the other side will cooperate with you with a relaxed and happy mood, and the process of cooperation between the two sides will be smooth.
Let's look at the following example. The negotiator used this technique.
After graduating from college, Feng Ling started his own business, selling professional thermal equipment. Recently, he followed up with a big customer, who is also a thermal transfer distributor. If he can win this customer, he will get a steady stream of profits from it.
After many consultations between the two sides, the negotiations have entered a white-hot stage.
"I have read your quotation, and I think the price is still a little expensive." The customer said discontentedly with the quotation.
"There are many people doing this business in the city, and you may have seen it. The price here can be said to be the lowest! " Feng Ling looked at the customer and said seriously.
"But I'm going to buy from you for a long time, and you can get more profits from it." The customer's words hit the nail on the head, and he felt that this time he talked about the customer's psychology.
"You're right. If you buy from this long-term stock, I can really make more profits. " Faced with this, Feng Ling did not rush to deny it, but agreed with the customer's point of view, which made him feel a little satisfied.
"Do you think the price will be more favorable?" When the customer heard Feng Ling's approval, he felt an indescribable satisfaction.
"Since you say so, I can only drop 50 yuan per device. I just came out to start a business. The main purpose now is not to make money, but to make more friends. " According to customer's requirements, the price in Feng Ling is a little looser.
"This is a little too little!" Feng Ling's price reduction still doesn't meet his inner needs.
"Look at this quotation sheet. This is my normal selling price. I also sincerely cooperate with you. I have already told you the price once when I gave you a specific quotation! " Feng Ling said and handed him a quotation sheet.
"There are some differences between the two price lists." When you see this quotation, the customer can save his frustration and feel more satisfied.
"I really take you as a friend. I have never sold this price before. " Feng Ling saw that the customer was a little shaken and wanted to impress him with sincerity.
"But I'm a little short of money. Can you give me a discount on the price? " Once again, customers launched a price offensive.
"If it falls again, I really want to lose money. How's this? You can pay half the money before picking up the goods and make up the other half when selling the equipment. Businessman, we all know that you earn more than this. "
"This method is good, I won't dispute the price with you. Let's solve it like this. " The customer was very happy when he heard Feng Ling's strategy. His main problem now is that the capital turnover is not open, and this time it was solved at once.
"Well, we will be friends in the future. I hope your business is getting better and better. " Feng Ling smiled and shook hands with the customer, and the negotiation ended successfully.
This is a very successful negotiation. The key to success is not that Feng Ling convinces customers, but that he makes them feel that they are the real winners.
From this negotiation, we can find that customers always want to master Feng Ling's psychology and use it as a breakthrough to reduce the price. Faced with such a situation, Feng Ling did not deny it, but conveniently met the psychological needs of customers, and the price dropped a little.
The customer is not satisfied with this small step made by Feng Ling, but the next step is to lower the price. At this point, Feng Ling did not continue to cut prices, but slowed down and took out another quotation with a higher price, which made customers feel their sincerity. At this time, the customer's psychology of price reduction has subsided a lot unconsciously.
Customers want to further reduce the price in order to get more profits for themselves. In the face of the customer's price reduction again, Feng Ling did not give a positive answer, but took the customer's "tight money" as a breakthrough to let the customer pay in installments. At this time, customers are very short of funds. If he can pay in installments, it will be more helpful than reducing the price of the product. Faced with such conditions, customers will certainly agree.
In the whole negotiation process, Lingfeng used different tactics to deal with the customer's three price repression, and each time, the customer got different degrees of psychological satisfaction.
This is the real master negotiator, who not only keeps his own interests, but also allows customers to cooperate with him satisfactorily, so that cooperation can last longer.
Negotiation is an "intellectual" competition. Use your wisdom and skillfully use various skills in negotiation, so that you can get the benefits you want and meet the psychological needs of customers to the greatest extent.
Let's have a look. How can we give full play to this skill?
First, the strategy of concession. In the negotiation, what you encounter most is the customer's underpricing. Faced with this situation, if you insist on the price, the business is likely to close down. Therefore, at this time, you should learn to make clever concessions, which can not only meet each other's psychological needs, but also win more opportunities for yourself.
In the case, we can see that the customer is also analyzing the customer's psychology while lowering the price. At this time, Ling Feng showed that he was right, and took this opportunity to lower the price a little, which just met the psychological needs of customers.
Second, a diversion. This strategy is mainly to make customers pay attention to the problem that we are not interested in, and then make customers satisfied with this problem.
In this case, Feng Ling finally adopted this strategy. He used installment payment to attract customers' attention, which made him relax his demand for price. The client's funds were not running smoothly, which was a good solution, and he accepted it gladly.