Because business trade and business cooperation are mostly achieved through different forms of negotiation, successful business negotiation is the result of excellent use of language art by both parties. Specifically, in business negotiations, we should not only pay attention to the general requirements of civilized language, clear articulation and fluent sentences, but also master certain language skills.
At the beginning of the negotiation, the first impression of contact between the two sides is very important. Use words and manners to create a friendly and relaxed negotiation atmosphere as much as possible. Be natural and generous when introducing yourself. The introduced person should stand up and smile, and can politely say "Nice to meet you" and "Please take care". Ask the other person politely, such as "May I have your name?" . After the introduction, you can choose both sides to talk about topics of common interest. Say a little hello to communicate feelings and create a gentle atmosphere. Smart negotiators often start from outside the central topic and gradually introduce the topic. As the saying goes, "Kung Fu is beyond poetry".
Astronomical geography, anecdotes, personal hobbies, light jokes, etc. Look at each other's likes and dislikes. Talking about wine can be friends who drink, talking about the internet can be netizens, talking about drama can be ticket friends, classmates can be classmates, and fellow villagers can be fellow villagers. On the one hand, likes and dislikes and knowledge may become "bosom friends".
If we can let the other side have a feeling of seeing each other late, it will lay a good foundation for the negotiation, create a relaxed and harmonious negotiation atmosphere and narrow the distance between the two sides. After getting to the point, it is easy to find the same language and resolve the differences or contradictions between the two sides. In addition, a good negotiator is not only good at language expression, but also good at inspiring the other party to say more without showing obvious signs, and he should try his best to "seduce".
The biggest weakness of inexperienced negotiators is that they can't listen to each other patiently. They think that their task is to say their own situation, say what they want to say, and refute each other's objections. So in the process of negotiation, they always think about what to say in their minds and don't pay attention to each other's speeches, so a lot of valuable information is lost. They mistakenly believe that good negotiators have the initiative in negotiations because they talk too much. In fact, successful negotiators will spend more than 50% of their time listening. They listen, think and analyze, and constantly ask questions to each other to ensure that they understand each other completely and correctly. They listened carefully to everything the other party said, not just what they thought was important or wanted to hear, so they got a lot of valuable information and increased their bargaining chips.
After listening to the other party's opinions, we should judge what kind of negotiator the other party is from the aspects of the other party's expression, speech speed, voice and thinking logic. According to different commodities, negotiation contents, negotiation occasions and negotiating opponents, targeted use of language can ensure the success of negotiations. For example, for impatient and straightforward negotiators, short and lively language may be popular; For a slow-moving opponent, it may be better to have a long talk like the spring breeze.
In the negotiation, we should fully consider the differences in personality, emotion, habits, culture and needs of the negotiating opponents, and use targeted language appropriately. Then come up with a set of coping strategies according to your own principled position. At the same time, it should also change with the change of the other party's strategy, or try to lead the other party's thinking to their own strategy. Only in this way can we talk and laugh and take the initiative in the negotiations. The important task at the beginning of the negotiation is to find out the details of the other party, so we should listen carefully to the other party's conversation, carefully observe the other party's behavior and expression, and make an appropriate response, so as to understand the other party's intentions and show respect and courtesy.
In the negotiation, this is the substantive stage of the negotiation. An excellent negotiator must first master language skills and realize that negotiation is not endless bargaining, nor is it arrogant and unreasonable. A good negotiator should not only stick to his own position and pursue uncompromising, but should fully communicate with the other side, start from the best interests of both sides, create various solutions, and exchange relatively small concessions for the best interests. Negotiations should be mutually beneficial, and each party who succeeds in negotiations is a winner. Negotiations should proceed from the needs of both sides and seek the greatest interests.
As Napoleon said: If we can turn enemies into friends, it means that we have won. In the process of negotiation, we should try our best to make the other side understand their own narrative, use less professional language, and use concise and customary language to explain and express. What you say should be consistent with the information. In narration, we should pay special attention to the expression of numbers, such as words such as value, price and exchange rate. It is necessary to prepare relevant questions in advance, raise them when the atmosphere is harmonious, and be open and honest. Don't ask questions excessively or endlessly, so as not to cause the other person's disgust or even anger.
However, we should try not to let the principle issue. It is not appropriate for the other party to interrupt at will when answering the inquiry, and thank the respondent when answering. Try to use euphemistic and implicit language in the negotiation, which is easy to be accepted by the other party. For example, when you refuse the other party's request, you can say "what you say is reasonable, but the actual situation is slightly different" and then put forward your own views without showing any trace.
Doing so will not hurt each other's face, but also make them listen to their opinions calmly and carefully. In the meantime, negotiators often try to disguise their views as those of the other side in a euphemistic way to improve their persuasiveness. Ask your opponent how to solve the problem first, and then put forward your own opinions. When the other party puts it forward, if it is consistent with his own point of view, let the other party believe that this is his own point of view. In this case, if the negotiating opponent feels respected, he will think that opposing the plan is opposing himself, so it is easy to reach an agreement and win the negotiation.
In the process of negotiation, we often encounter some unexpected embarrassing things, which requires negotiators to have flexible language adaptability and get rid of difficulties skillfully. When the opponent forces you to make a choice immediately, if you say something like "Let me think", you will be considered by the other party as lacking definite opinions, thus being at a psychological disadvantage. At this time, you can look at your watch and politely tell each other, "I'm really sorry, I have to call an appointment friend." Please wait five minutes. "
So, you won five minutes gracefully. Be patient and calm. Don't get angry because of contradictions, or even make personal attacks or insult each other. The trick will not remain the same, the key lies in your usual tempering. Only through continuous training can you feel the true meaning of negotiation, become an expert in business negotiation and pave the way for your wonderful life!
Different types of customers need different methods:
1. Coping skills of nagging customers Compared with silent customers, they have to be led by the nose, ask questions and find topics, and they will definitely find nagging customers much easier to deal with. If you really think so, be careful. Meet with this type of guests, at least the following three kinds of crisis:
First, giving such customers the right to speak may never bring them back to the theme of their promotion.
Second, such customers will not give up easily when they finally find someone who will listen to them.
Third, for a salesman, wasting time is wasting money.
Why do nagging guests always talk endlessly?
First, he is naturally talkative and eloquent.
Second, I have been lonely for too long, and people around me are deeply aware of this habit and may have escaped long ago. Only my own suckers, I don't know why, it's hard to meet!
Third, arm yourself with endless speeches, interrupt sales promotion and make sales impossible. A talkative guest will never understand the value of a salesman's time. They may even think that it is appropriate to spend more time chatting since they want to make money from customers. But as a salesperson, you can't live without such awareness. Chatty guests are usually more likely to criticize, or comment on their own opinions, or just be the standard gossip of parents and family. Since the other party is an out-and-out egoist, we might as well help such customers draw a conclusion as soon as possible. The way of (asking) is absolutely to be avoided here, otherwise a casual question may lead to his free flow again. Secondly, try to guide his speech to something related to the product. When customers express their opinions, if they can seize the opportunity in time, they will have a little chance of winning. Be especially careful, this type of customer is first-class in changing the topic, and don't let the other party slip away from the topic cunningly.
2. Friendly customers and their coping skills are most popular with salesmen. They are modest and courteous, very attentive, and show great interest in listening to and explaining products. Even if they want to refuse, they will act very sorry, as if they were sorry for each other. For the salesman, this is really a very warm-hearted and touching customer, and all this is because he has a feeling of being respected and valued. But friendly customers are not without shortcomings. They are indecisive and always have to think for a long time between buying and not buying. Their ears are soft, and other people's opinions can often make him change his mind and go back on his word at once. So for such a caring and helpless customer, everything still needs to be fought for step by step.
3. Coping skills of proud customers. Proud customers are really annoying. They like to cry roast meat. It's like stepping on everyone else. They always feel superior and think highly of themselves, as if no one else can compare with him. I have been proud of my achievements for a long time, and it is difficult for everyone to praise him to the sky! Such guests are really unbearable. However, as a salesperson, we should not forget the marketing rules (every customer is lovely), or temporarily put aside our subjective likes and dislikes and sincerely knock on the door of this proud person. (Proud) Guests seem unattainable, and it is difficult to convince others. They always have unique opinions and are proud of them, but in fact, this type of guest still has his personality weaknesses. As long as he is happy and feels that the other person really agrees with his social status, and there is something in his personality that others can't surpass (sublime), he will quietly bend down (take care of each other's needs). A proud man had better respect his title more. In addition, try to find out his tallest hat, his most concerned, most proud and most relished position to address him respectfully. Shooting the right place will have a greater effect. Echoing the theory revealed in his speech. Forget yourself for a while! Don't argue with him, you know, arguing with proud guests is the most hopeless.
4. Coping skills of sour customers He seems to have no intention of buying products, but he is entangled in the salesman, and the topic goes around. Said he might be interested in buying it, but he was too cocky to buy it. It's hard to figure out what types of customers are thinking! It must be a hard tug-of-war between buyers and sellers. This kind of customer deeply enjoys it because he fully enjoys this extreme criticism and sarcasm. However, in order to realize the lofty ideal of trading, all this is nothing. This is a brand-new challenge. Naughty guests have one characteristic: they are always picky about all the hard-prepared product catalogues, explanatory materials and market research. This kind of customers never agree with other people's views, and even constantly refute them. Generally speaking, a novice salesman who is new here may lose his cool, so bear with it, submit to humiliation, suppress his emotions, and never go against his meaning. Customers can say whatever they want. However, it is not completely in the vulnerable position of being attacked. Occasionally, he can say some humorous words that hurt himself, dissolve his arrogant character, and replace the confrontation with humor, so he will be more interested in sales. As long as he can tolerate his weird personality and satisfy his desire to conquer, it will be time to become a cyst when his harmful game is over.
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