How do salespeople negotiate with dealers?

A distributor is a unit or individual who only owns sales or services in a certain area and field. This is a dealer. Then, I collected some methods to

How do salespeople negotiate with dealers?

A distributor is a unit or individual who only owns sales or services in a certain area and field. This is a dealer. Then, I collected some methods to tell you, hoping to be useful to you.

As we all know, the most difficult job in selecting distributors is how to promote the cooperation will of distributors, but many business people lack sufficient attention and preparation in this link. How can it be easy to succeed by simply introducing the company's products and policies to each other after locking in the dealer candidates?

Therefore, it is important to find the target of attack in the actual regional market, but how to occupy the position at the least cost is more important-winning the initial negotiations? How to eliminate the situation that the target customers don't trust the brand, doubt the product quality, question the sales guarantee and worry about the manufacturer's service at the initial stage of cooperation? At this time, marketers should fully prepare and practice the materials and words according to the actual situation of their own enterprises, and then negotiate and incite the dealers. Compared with the simple and straightforward way of stating the company's policies, the former can often receive unexpected good results. This tells us that before negotiating with dealers, salespeople should first know themselves, understand the market and the competing products, so as to win the first battle easily.

Negotiation method with dealers: confidant

Is to fully understand their own business situation, product situation, policy situation, marketing strategy, marketing support training, etc. Such as enterprise honor, enterprise strength, product variety combination, price and rebate policy, channel mode, sales personnel deployment, marketing promotion plan, promotional items plan, advertising plan, customer training and so on. Let customers feel the systematicness and rationality of the enterprise marketing plan and enhance the credibility.

Negotiation method with dealers: get to know each other.

Business situation: brand, financial strength, main business, sales ability, marketing awareness, promotion ability, business circle status, etc. ; Personal relationship, manufacturer relationship, social relationship, group buying network, etc. ; Sort out personal information, personality, hobbies, taboos and birthdays, and comprehensively analyze them to find out the breakthrough point of the negotiation. According to the information and the purpose of negotiation, analyze and weigh the interests of both parties, and prepare three sets of mutually acceptable alternatives during the negotiation process.

Negotiation method with dealers: understand the market.

Local population, administrative divisions, income level and local pillar industries; How many wholesale markets there are, how many docks there are, where they are distributed, where the goods in each wholesale market flow, some wholesale markets are out of town, and some wholesale markets cover urban areas; The number of channel fees such as entrance fees for retail stores, supermarkets, hotels and stores; Other local market characteristics, such as: there are several large-sized units with large area and strong purchasing power. Let dealers feel their professionalism.

Negotiation method with dealers: understand competing products.

Fully grasp the product packaging, price, functional selling point and sales profit of major competitive brands; Do you know which channel sells the best and which channel sells the worst competing products? Which channel is still blank? Do you know which competing brands sell best and worst? Know what kind of promotion model competitive brands adopt and how many people are stationed here? Is there an office or branch office? What level of access did they directly access? Fully grasp the advantages and disadvantages of competitive brands, find the focus to support the successful listing of this product, seize the opportunity to cut in and impress the hearts of dealers.

Therefore, when negotiating with dealers, salespeople should be fully prepared, know yourself, know the market, and understand competing products. And come up with a systematic cooperation plan between manufacturers, so that dealers can be really moved and reach a deal with you happily.