Ingeniously seeing the customer’s “sounding east”

In today's business war, it is easier to encounter a plan - the sound of the East. When encountering such an opponent. They are chilling, and if they are not careful, they will fall into the trap of each other. If you don't have a 12-point grasp, play with him and you will die.

Before entering this company, I was still a salesman on the line. At that time, the training was like cowhide. Basically, it was book knowledge, and there was no practical experience. At the N training sessions, I dreamt of the elderly people of Zhougong. Drink tea, play chess, fortune telling, and enjoy yourself. But one day, the training teacher said: Knowing yourself and knowing each other can make a hundred wins. Pulled me back from my family. That is a lesson that I have heard more. Also helped me successfully complete a difficult negotiation in this company.

Keeping in mind the instructions of "knowing ourselves and knowing each other", after entering the company, I did not immediately visit the customer, staying at the computer all day to find the other party's information. The boss’s eyes are strange every day. It seems a bit regretful to recruit me into the company. I am too lazy to care for him. Anyway, just coming in, I believe he will not dismiss me immediately.

After half a month of finishing, I have made a detailed understanding of the products and markets of the relevant peers. I don't know if it can be used, but with these, I will be more confident to sell my products. They can also break through the vacancies in their markets and put products into blank spaces. A month has passed and there have been no major breakthroughs. At this time, Zhang Sheng from Taiyuan, Shanxi. Came to the company.

Naturally, the warm reception made it quick to stop us from being wary. After trying the product, it will enter the substantive price negotiation. One of the people who accompanied me was my direct boss. The other is Mimi of the Customer Data Department (on many occasions, she is used because she is the main person we know about our customers). Shanxi customers are very calm, and the level of familiarity of his products is more than that of my products. Although we have always stressed that products can not be measured solely by price. But he still insists that our price is expensive.

The negotiations were a bit stale. At this time, Zhang Sheng stood up and accidentally knocked down his handbag and leaked a few brochures. Later, Zhang Sheng gently told us: This time, I am coming from afar, and it is impossible to visit only one company. Along the way, I have learned about other machines that produce this product. Their offer is lower than you. Although it is not much lower, for a businessman, if you can purchase less, you can make more profit. In the truth, the boss nodded and looked at him. He also had a preparation for the price. But I know that if you are relaxed, there will be a second price cut in the future. The third price cut...

Just now, from the leaflet, I can see that those products are products of Zhejiang. I know a little about the product and price. So I said: Zhang Sheng, first of all, I said that whether you are deliberate or passing by our company, I am very welcome. We are also very sincere to cooperate with you. But on the basis of cooperation, both parties are still based on profits. As the saying goes: a penny, a share of goods. Until now, it is still the reason for iron. Providing such products and services at such prices is a good example of value. Any product will have thousands of units. What kind of product is placed, what kind of price is more suitable for you. You have visited a lot of companies, and naturally there are counts.

Zhang Sheng feels a little sudden. I gave him the option again. The results can be imagined. Zhang Sheng quickly signed his own name on the purchase and sale contract. At the time, the boss cast an eye for appreciation. And ask me how I am so sure. Not afraid that guests really have a lower offer than us. I laughed: knowing ourselves and knowing each other. Zhang Sheng’s few leaflets revealed his strength secrets. These albums are products of Zhejiang. What is the price and product quality there? I still know better.

Zhang Sheng’s voice hit the West, and I was seen through it. They are all victorious and self-confident.

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