Assuming the customer says that your price is too high and your peers are 20% cheaper than you, it’s really difficult to make progress with such a price.
If you don’t use your head and reply directly, “This price is impossible. If you can get this price, you can sell it to me
That can only push up the confrontation, causing a sharp increase in customer psychological pressure. Regardless of whether what he said is true or intentionally deceiving your bottom price, your reply will be ruined and the possibility of cooperation will be greatly reduced.
If we follow the law of reducing stress, how can we give the other party a step and guide them to express their true intentions? It can be divided into two steps. The first step is to give a small step to continue the negotiation; The second step is to convert the reference material and let the customer ponder.
Perhaps you can try to reply like this: ‘You’re absolutely right! If you can reduce it by 20%, I believe it will greatly help the progress of this project. However, in the current situation, based on the existing quality and accessories, we can only offer a maximum discount of 2%, and we really cannot achieve 20%.’.
How about that? I’ll prepare the samples as soon as possible. You can compare and compare our prices and products, and we can further discuss the details. Do you think it’s okay
Not angry, not refuting, not targeting peers, nor questioning customers in just a few words, just agreeing with the other party’s statement first, reducing their psychological pressure, and avoiding becoming irrational due to the rise of antagonistic emotions; Then, a small range of price concessions will be given to provide steps, laying the groundwork for the subsequent conversion of reference materials.
It is normal for prices to vary due to different suppliers, products, and management costs. Our price is indeed not the cheapest, but I am very confident in the product. You can take a look at the samples and compare the prices accordingly.
This is confidence in one’s own products. If even you feel that things are generally not priced well, how can you convince customers?
You need to have confidence, but at the same time, you cannot be arrogant or speak shamelessly. All negotiations are not about venting your anger, but about making customers trust and convert orders. It’s pointless to argue for breath. The ultimate goal is to negotiate comfortably and earn money by the way.
Reducing stress, to put it bluntly, means’ don’t make the other person feel like you’re pushing them, don’t make them feel like you’re pushing them ‘.
Countless messages and reminders may seem as uncomfortable to others as being pinched by the neck. Being very casual in speaking and asking questions may, in the eyes of others, offend people without realizing it.
So in negotiations, what kind of results each sentence and question will bring, and whether it will cause misunderstandings, all need to go through stress testing and need to think from different perspectives.
A true negotiator, most of the time, gives people a comfortable and natural feeling, achieving their goals like spring breeze and rain, and not always being aggressive. It is necessary to create pressure in specific situations and promote negotiation progress. But we cannot always negotiate under pressure, it will only have a counterproductive effect.
If we could treat negotiating with clients as carefully trying to make our girlfriends happy, paying attention to details, carefully selecting language, and doing everything possible to reduce stress, making them feel relaxed and comfortable, and creating a good impression as a foundation, would it be much easier to talk about practical issues?
This is like asking the other party to move the utensils first when eating, waiting for the other party to hang up after making a phone call, accustomed to saying thank you, is it difficult?
So when you are not yet able to control negotiations with ease and let the other party feel no pressure at all, please pay attention, muster 300% spirit, and carefully prepare for every negotiation, communication, and contact with the client.
As long as you always do more than others, be more careful, and always adhere to the principle of reducing customer trouble and reducing customer pressure, there will be more and more customers willing to communicate with you.
Even if there is currently no possibility of cooperation, at least let others not dislike you first.

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