I just graduated from college and started selling five-star hotels. What if there are no customers? What skills do new customers have? The finer the better!

1. Make full preparations before the negotiation.

Know yourself and know yourself, and you will win every battle. Purchasing personnel must understand the knowledge of goods, category market and price, category supply and demand, enterprise situation, acceptable price bottom line and upper limit of enterprises, and other negotiation objectives, which are not repeated here. Just a reminder, all conditions must be listed in order of priority, and the key points should be simply written on the note-taking software, such as cloud notes for good written business. The reason is software, because security is not afraid of computer damage and data loss. In this way, you can refer to it at any time during the negotiation process, or set the time of customer visit on the software to remind yourself.

2. only negotiate with those who have the right to decide.

Before negotiation, it is best to know and judge the authority of the other party. Depending on the size of the supplier, the purchaser may contact business representatives, business executives at all levels, managers, deputy general managers, general managers and even the chairman. These people have different authorities. Purchasing personnel should try to avoid negotiating with people who have no right to decide affairs, so as not to waste their time, and at the same time avoid revealing the position of the enterprise to the other party in advance.

Try to negotiate in the office of this enterprise.

Retailers usually explicitly require buyers to discuss business only in the business negotiation room of their own enterprises. In addition to improving the transparency of procurement activities and putting an end to personal transactions, the biggest purpose is actually to help procurement personnel create an advantageous position in negotiations. Negotiating on one's own site can not only have psychological advantages, but also get the necessary support from other colleagues, departments or supervisors at any time. At the same time, it can also save time and travel expenses, and improve the buyer's own time utilization and work efficiency.

4. The principle of reciprocity

Don't negotiate with a group of suppliers alone, it will be extremely bad for you. When negotiating, we should pay attention to the principle of reciprocity, which means that our number and level should be roughly equal to each other. If the other party really wants to talk collectively, refuse first and then study the countermeasures.

Don't show your recognition of suppliers and interest in goods.

Before the transaction begins, the expectation of the other party will determine the final transaction conditions, so experienced buyers, no matter how good the goods and prices are, should not over-express their inner views. Let the provider get the impression that you have made great efforts and finally made some valuable progress! Don't forget: in every minute of the negotiation, you should always be skeptical, don't show interest in cooperating with the other party, and make the supplier feel dispensable in your heart, so that it is easier to get favorable trading conditions.

Politely refuse or object to the terms first proposed by the supplier. The buyer can say, "What! ? "Or" Are you kidding? ! "This will make the other side have a psychological burden and lower the negotiation standards and expectations.

6. Take the initiative, but avoid letting the other side know the position of this enterprise.

Make good use of consulting technology, "asking and soliciting is more effective than judging and attacking", and in most cases, our suppliers are more professional than us in their fields. If we ask more questions, we can get more market information. Therefore, the buyer should try to ask questions in an "open" way and expose his position. Then take the initiative to attack, pursue victory, and give each other enough pressure. The other party is at a loss and will naturally give in.

7. During the negotiation, avoid the breakdown of the negotiation, and at the same time, don't make hasty decisions.

Experienced purchasing personnel will not let the negotiation break down completely, otherwise there is no need to negotiate at all. He always leaves a little room for the other side until the next negotiation reaches an agreement. On the other hand, the buyer must make it clear that it is better not to reach an agreement than to reach an agreement, because a reluctant agreement may lead to endless troubles.

Many people know the general direction in the negotiation process, but a good purchaser will break the whole negotiation into several parts. When you are exhausted after talking about one point, he suddenly jumps to another point and sometimes goes back to that point. At this time, manufacturers may not know their best choice and bottom line at every link.

Secondly, for the manufacturer, you should keep telling him what you have done for him and let him feel that you have paid a lot. If you can't reach an agreement, don't rush to temporarily terminate the negotiations, and don't be afraid of the negative impact of actively terminating the negotiations. You should fight to the end. At the right time, you should also do something to surprise them and make them pay attention to you. This doesn't mean that you should stick to it. The main purpose of "struggle" is to find a win-win strategy (only I will try my best to win more).

8. Retreat for progress

Some things may be beyond the buyer's authority or knowledge. Buyers should not be too hasty, pretend that they have rights or know something, and make decisions that they should not make.

At this time, it is not too late to give a reply or make a decision after asking the leaders or studying with colleagues to find out the facts. After all, no one knows everything. A hasty decision is usually not a good one. A wise man always thinks carefully before making a decision. As the old saying goes, "think twice before you act" or "if you can't bear it, make a great plan", it's best not to put things off until next time-you know, often we can wait, but suppliers can't. In this way, at the end of the negotiation, you claim that it must be decided by the superior manager to buy yourself more time to consider rejecting or reconsidering a plan.

9. The dialogue focuses on our advantages (sales volume, market share, growth, etc.). )

Tell each other about our company's current and future development and goals, and make suppliers interested in our company hot pillow. Don't talk too much about our weaknesses, a supplier's negotiator will attack your weaknesses to reduce your advantages.

While affirming the supplier enterprise, point out the weakness of the supplier and tell the supplier: "You can and need to do better". Repeat this sentence until the supplier starts to adjust his evaluation.

10, control the negotiation time

As soon as the scheduled negotiation time arrives, you should really end the negotiation and leave, making the other side nervous and making greater concessions. If possible, interview his competitors at the same time, and ask your assistant to come in and tell you that the next interviewee (that is, his competitors) is waiting.