Negotiation is a valuable skill that takes years. Professional salespeople who are results-oriented know how to find a potential customer, apply the right approach to him and close a deal with him. To learn all this, you must follow certain rules. Over time, you will develop your own rules, following which you will successfully carry out your actions.
Instructions
Step 1
The most important thing is to make the first good impression. The most important thing is the timbre of your voice and your gestures. What you say is by and large not important. You must look neat, collected, and be confident. When you meet, be the first to give your hand and say hello. Introduce yourself and find out the name of the interlocutor. Talk about a distraction to relieve potential stress. A benevolent smile and open gestures will only enhance a good impression and help establish contact. Follow the "Rule of Three": a smile, a compliment, a question that the client will definitely answer "Yes".
Step 2
When contact is established, you can get down to business. Explain your area of expertise and you can start asking questions that will lead to a deal. Here are just a few of them. Question-opinion. You bring a certain fact concerning the subject of your conversation, and find out the client's opinion on this matter. Leading question. It should be aimed at stimulating the interlocutor's thoughts, which will lead him to the conclusion you need. Reasonable question. You can ask this question to the client about his company, or about his activities. This question arises when there is not enough information about the client's company. Summarizing question. In the question, you summarize the conclusions that you came to with the client in the course of the conversation to a consensus. Clarifying question. If the client is not open enough, you can find out his opinion by questions: "Did you like it?", "Perhaps you are not satisfied …" Question-assignment. This question is an attempt to arrive at a mutually beneficial proposition. The so-called concession to concession. For example: "If we give you a discount, will you meet halfway?"
Step 3
When asking questions, be an active listener, that is, do not interrupt while the person is speaking, repeat his words (not as a carbon copy, but as if with a clarification: "You said that …"), do not argue. Instead of entering a conflict of opinions (the client sharply closes in), say "You said … I agree, your point of view has the right to be, but …". By doing this, you gradually lead the client to close the deal.
Step 4
A positive result of contact with a client is not necessarily a conclusion of a deal. If you find an approach, then next time you will definitely become partners.
