客戶開發(fā)
經(jīng)過驗證的談判策略可以幫助你防止?jié)撛诳蛻粲唵蔚膩G失。你必須知道如何運用客戶的心理來協(xié)助自己的談判，達到自己預期的結果。如果在談判過程中遇到一些困難，或者談判情況發(fā)生任何轉變，你同樣要知道如何應對談判。以明智的方式有效地推進談判過程，將幫助你以更高的價格更快地說服客戶，拿下訂單。 Proven negotiating strategies can help you prevent losing the orders from your potential clients. You must know how to work with the psychology of your clients in negotiation to reach your expected results. In the event of difficulties or any changes in negotiation, you also need to know what to do to deal with the negotiation . Pushing forward the negotiation process in an intelligent and effective way will help you convince the customer and take the orders faster at a higher price. ——Mike外貿(mào)說 如何與買家談判呢？ How to negotiate with buyers?
永遠不要問客戶的目標價，這會把談判拉進客戶的預設陷阱。如果你是一個外貿(mào)新人，或者你不精通談判，即便拿下訂單，你也會失去大多數(shù)訂單利益點，訂單也便失去了意義。因為訂單就是為了賺錢，談判就是為了擴大利益，減少操作風險。 Never ask the target prices from your clients， which will pull yourself into the clients' pre-set negotiation traps. If you are a newcomer in foreign trade, or if you are not skilled in negotiation, even if you get orders from your clients, you'll lose most of the points of interest in the trading terms. And then, the order also lost its meaning. Because the orders are taken to get profit, and negotiation is done to enlarge the benefits and reduce operational risks. 通常，無論你提供的報價或高或低，買家都會說貴，因此，你可以在先聽聽買家的想法，進一步了解他的心理狀態(tài)和采購意向，找到客戶真正的關注點，這將非常有助于你贏得談判，拿下訂單。 談判在持續(xù)進行，無論結果如何，提出第一個讓步的人肯定處于不利地位，因此，你必須保護自己,不要犯這個錯誤。有時，客戶提出的條件可能比你想要提出來的條件好，在這種情況下，你已經(jīng)是一個勝利者。 學會傾聽客戶是非常重要的！ Business discussions are ongoing and whatever the outcome of the negotiations will be, those who make the first concession will be certainly at a disadvantage. Therefore, you must protect yourself from such mistakes. Sometimes, the conditions offered by the clients may be better than the conditions you want to propose, in which case you are already a winner. It's important to learn to listen to your customers.
Generally, no matter the prices you offer are high or low, the buyer will always say "It's too expensive". Therefore, you can listen to the buyers' ideas first, to further understand his mental state and purchase intention, to find out the clients' real concern, which will be very helpful for you to win the negotiation and get the orders.
在談判的大部分時間里，你可能很難閉口不言。然而，一旦你有效地利用談判中的沉默，你或將從這次談判中取得勝利, 贏得客戶的訂單。這就像你在跟客戶談價格，客戶幾天不回復，你便坐不住了，發(fā)郵件打電話，主動降價，這是一個道理！ It can be hard to keep your mouth shut for most of the time in negotiations. However, once you use the silence skill effectively in negotiations, you may win the negotiations and get the orders from your clients. Just like you are discussing the price with your clients, you may call or mail them and give them a much lower price directly if you get no response from them for days. So it works both ways. 大多數(shù)情況下，這種情況的結果就是其中一方主動做出讓步來打破令人不安的沉默。但是話說回來，用的好就得到訂單，用不好就失掉訂單，會不會用，那就看你的能力了。 In most cases, the result of such a situation is that one of the parties makes concessions to break the uncomfortable silence. But then again, if you use it well, you will get the orders. If you use it badly, you will lose the orders. That depends on your ability.
價值傳遞是Mike在Mike外貿(mào)說中反復強調的一個談判點。在談判時，你不僅要對客戶的關注點深入了解，而且要懂得如何貼合對比客戶的關注點，傳遞價值，引導談判。 The transmission of values is a negotiation point emphasized repeatedly by Mike in Mike's foreign trade theory. In negotiation, you should not only have a deep understanding of the clients' concerns, but also know how to match and contrast the clients' concerns with your situation, so as to deliver value and guide the communication process. 不要總是把談判限定在價格上，要學會多話題談判。重點是，要學會傳遞價值，在談判中引導客戶，才可能獲得訂單，獲得更多利益。 Don't always keep yourself in price negotiations, learn to use multi-topic negotiations. The point is that you must learn to deliver value and guide customers in the negotiations. And only by this way, can you get orders and get more benefits.
良好談判的最佳部分是能夠說服客戶接受你對該交易的最佳期望。所有的價值傳遞都是關于為了引導客戶做你期望的事情。 The best part of a successful negotiation is to be able to convince the clients to accept your best expectations for the deal. All value delivery is done to guide the clients to do what you expect. 當你多次與客戶談判未果后，客戶一定會提出自己的要求，這個時候，千萬不要單方面讓步，一定要有交換條件。 When you fail to negotiate with the clients for many times, the clients will definitely express his own terms. Make sure that you don‘t make unilateral concessions. Add your terms as exchange. 你必須讓對方明白，每當他們要求某些東西時，他們就必須給予回報。否則，對方只會一味地索取，得寸進尺。而最終結果只會是，客戶得到了自己期待的所有利益，而你失去了自己渴望的所有利益。 You must let them understand that whenever they ask for something, they have to give something back. Otherwise, they will keep asking something else, time after time, more and more. The end result will only be that the clients get all the benefits they want and you lose all the benefits you desire.
文章來源:Mike外貿(mào)說
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