Efficient negotiation skills (3)

In the process of negotiation, whether talking about customers or owners, which side is easy to talk about is persimmon picking up! If the landlord doesn't drop a penny, we will talk about the customer's price increase, and if the customer doesn't add a penny, we will talk about the landlord's price reduction. If both sides can make concessions, we will let both sides make concessions at the same time. In a word, the purpose of negotiation is to make a deal, and one of the two sides must make concessions, otherwise there is no hope of signing the bill.

3, the principle of harmony

The whole negotiation process must ensure a good impression on the landlord and customers, and the negotiation is prone to deadlock. At this time, the landlord may complain that the customer is too stingy, and the customer may say that the landlord is too stingy, so don't agree with both sides, because once the two sides get on bad terms, the negotiation can't go on at all, and both sides start to get angry! Even if the deal is made, it will bring endless trouble to make orders later! So be sure to tell the landlord that the client is very nice and likes your house very much. He talks about the price because of his financial situation. He says that if he has more money, he will not talk about your price at all. Tell the customer that the landlord is good. If it weren't for his affection for the house, he didn't want to sell it cheaply, and this price has been offered many times, he can't give it any more. The landlord said that he also wanted to sell it to you and a good buyer. He has a crush on you. In short, both parties should establish a good impression and create a harmonious signing atmosphere!

4. Trust principle

The above three principles are actually supported by an important premise, that is, the trust of landlords and customers in brokers. If the landlord and customers don't trust us or have a low degree of trust, it will be difficult to talk about the list. We must gain the trust and recognition of both parties, whether in shopping or in negotiation, for example, finding houses for customers who show that they have not eaten in shopping or spending a lot of time looking for how many owners go to Bai Mo to find houses to gain recognition for our services. During the negotiation, we kept stressing that we had been doing each other's work and how many phone calls we made to get the current price, which made them feel that the current price was not easy. In short, we should improve the recognition of both sides. The more customers and owners trust us, the smoother the negotiations will be.

5. The number of calls should be greater than the call duration.

Many brokers have a misunderstanding that they always want to solve all the problems through a phone call, but the consequence of doing so is that they can't solve any problems. Because, the more reasons you throw in a phone call, both the landlord and the customer need them.

When they think about your reasons, take the time to digest and understand? You threw out the second reason and a series of reasons. As a result, both the landlord and the customer didn't know where to start thinking, so they just hung up. Moreover, your reasons are finished in one phone call, so it is not easy to find reasons in the next phone call, which increases the difficulty of negotiation. The correct way is to break down the reasons for your negotiation. In the past, a phone call mainly said one or two points to make the other party think and listen to his feedback! Then, make a second call based on his feedback, listen to his feedback and organize another call for other reasons. By calling every 20 to 30 minutes, landlords and customers can fully think about the reasons and get good results. In short, it depends on the number of calls, not the length of a single call! After all, more phone calls will stimulate the tension and heat of both sides.

6, the principle of neutrality

Many brokers can't position themselves correctly in the negotiation process and always involve themselves in the negotiation. Landlords are often angry: "are you buying a house or a customer buying a house?" Why is my home bad? I don't sell! " ! Then the customer said to him, "if you think I should add money, then you should add it to me." I have no money, so buy the house if you think it's worth it! " ! As a result, I was not a person inside and outside, and no one said anything!

The reason is simple, not neutral! We should remember that any reason we talk about the landlord's price reduction is that the customer says it is the customer's intention, and any reason we talk about the customer's price increase is that the landlord says it is the landlord's intention. If we don't buy a house, we can't ask the landlord's customers to reduce the price and increase the price in our own name.

Every time we say to the landlord's customer, "The customer says that your house faces north, and the one facing south only sells for 2 1000 square meters. As a result, you sold 22,000 yuan, which is too expensive. The customer wants you to reduce the price! " By the same token, when we want to talk about customers with the landlord's mouth, we will say: "The landlord said that Big Brother spent 600,000 yuan to decorate this house and gave us a parking space, so it was not expensive at all. He hopes you can add it! In this way, we will talk in the name of both sides, and both sides will not blame us for standing and talking. In order to better accept our persuasion!

Only when landlords and customers really ask for our opinions can we speak in our own name and give them confidence and advice! Let them give in! Otherwise, always remain neutral!

7. Listening principle

During the whole negotiation, we must remember that we can't talk endlessly on the phone. After giving reasons, pay attention to what the landlord and customers say, listen to their feedback and let them say! Then continue our conversation, so that we can really grasp the real meaning of the landlord and the customer through communication. There are often brokers who call both parties three or four times and still don't understand the reasons why landlords and customers don't give in. In fact, it is because we didn't listen carefully and only talked about ourselves, instilling things from both sides and ignoring the most critical feedback and communication!

8. Dare to ask

In the later stage of the negotiation, when the gap between the two sides is very small or the negotiation is really impossible, we can boldly ask the landlord, "Brother, I don't think you should insist on 2.4 million. If 2.35 million is sold in absolute value, you can trust me! " Also to the customer, "Big Brother, we have already talked about this, you don't want 2.3 million, 235 bought the absolute value!" ?

? At the last step of the negotiation, at the last moment, we sometimes have to stand up and give both sides confidence and dare to ask! (But seize the opportunity)

9. Arch heat

If you want to sign the bill quickly, you must make both parties pay attention to buying and selling the house. For example, customers bid 230 yuan after seeing the house.

10 thousand, the difference with the landlord is 100 thousand If the broker only talks about the price increase of customers, even if 2.4 million customers agree to sign the contract, it is likely that the landlord will say it is too sudden. He wants to consider whether the house is cheap or not, and he missed the opportunity to fold the bill! The reason for this is simple, that is, the landlord's heat is not enough. We didn't arch his heat in advance. He didn't feel the difficulty of negotiation, so he thought that the house price might be low!

Therefore, in order to avoid this situation, regardless of whether the customer's price has reached the landlord's' psychological price', we will continue to talk with the landlord and tell the landlord that the customer's price cannot be reached. I hope you can lower the price, make him feel the difficulty of negotiation, and feel that the price of the house is actually very high, so as to avoid price jump! For example, we offer our customers 2.6 million yuan and 2.4 million yuan, which has actually reached the psychological price of the landlord, but we still have to talk about the landlord. "Big Brother, the customer only asked for 2.2 million yuan. He said that your house price is too high, so you should lower it." Then, we frequently called the landlord several times and held false talks. It doesn't matter even if his 2.4 million points don't drop, because the customer has already quoted the price, and he

10, price principle

Our offer principle is that if the other party refuses to make an offer, our price chips will remain unchanged. Example: the landlord's reserve price is 2.4 million, and we offer 2.6 million to our customers. After the customer looked at the house, the customer paid 2.3 million yuan, and we used 2.2 million yuan to mediate the landlord's price reduction. If the landlord doesn't reduce the price, we don't want to give him money, especially in the early stage of the negotiation. The more money you give him, the less he will reduce the price. Similarly, if we use 2.6 million yuan to mediate the price increase of the customer, we will not quote him if he does not raise the price. If we quote too early, it will only increase his expectation of the landlord's price reduction, so he won't increase the money! If the negotiation is deadlocked, we will consider a special offer, but in general we must adhere to this principle. )

1 1, the price is stable.

The landlord offered 2.4 million and the customer offered 2.3 million. It's just that the landlord talked for a long time and asked him to reduce the price or not, but he was annoyed by the phone call (making him feel that 2.4 million yuan to sell a house is already very high). Tell us that his 2.4 million is a stable price.

12, price difference treatment

If the landlord offers 2.4 million, we offer 2.6 million to the customer, and the customer counteroffers 2.5 million. Therefore, the price paid by the customer is higher than the reserve price. We should give it to the landlord, or tell the landlord that we sold him 50 thousand more than 2.45 million, and tell the customer that we won him 50 thousand again, which is 2.45 million, so that both sides can get better results than originally expected! Customers will be happy to give a commission, and it can be a full commission! If the customer wants a commission discount, then we won't give it to the customer and sell it to the landlord for 2.5 million yuan, so that the landlord can make up our commission from the overpaid house payment! If the maintenance is good, we may increase the commission, and the landlord will return us more commission!

Second, the process of talking about bills.

Client landlords are always a pair of contradictions. Landlords always want to sell more and customers always want to pay less! Then if you easily tell the landlord that the customer's price has increased, the landlord will doubt whether the house is sold at a loss, but it is easy to jump the price; Similarly, if you easily tell the customer that the house price has been negotiated, the customer will feel that the house was bought at a loss, so it is so easy to negotiate! Instead, it is easy to recover the price!

Therefore, in order to negotiate smoothly, neither side will bargain, so we will reduce their psychological expectations through intensive telephone calls! one

The average customer is satisfied with the house, and the bid will enter the negotiation! First of all, we should make the first call to both sides of the negotiation and tell them that we have started the negotiation. Please don't turn off your phone!

1, the first call was to inform, which made both sides nervous and began to heat up, and the signing psychology was accurate.

Get ready! At the same time, tell both parties the price, of course, the price with chips. For example, if the landlord wants 240 yuan, we tell the customer that the landlord will not drop 2.6 million yuan, and the same customer will pay 2.3 million yuan. We told the landlord that the customer would not drop 2.2 million points! Then you can hang up and stop saying anything!

2. I won't say much about the second and third phone calls. This time, I solemnly told both parties that the price is stuck, and the price is fundamental.

I can't talk about it The other party wants you to increase or decrease! Use these two mobile phones to reduce the psychological expectations of both parties and stabilize the current bids of both parties!

3. Generally, negotiations start from the fourth phone call, and substantive negotiations begin to persuade both parties to reduce prices or increase prices! Start following

The above-mentioned 12 principle began negotiations.

4. After the general negotiation, we will stagger the time to invite both parties to the store every month. If we feel that one party is not stable, we will mention it first.

Please come to the store half an hour ago to pave the way for how to meet and negotiate! This will help us control the rhythm of the whole negotiation!

5. For the price deadlock after the two sides meet, the manager or colleagues need to cooperate at this time, and one person pulls one party to talk.

Separate the two sides, and then switch places with colleagues or managers during the period, and feedback the meaning of both sides! Sit down together and sign when things are settled. If it's not settled, we'll talk separately!

6. Only when both parties reach an agreement or can no longer talk on the phone can they be dragged to the store. Don't be easy.

When you meet both parties, you must solve 90% of the problems before you meet, but you can never solve 90% of the problems when you meet!

7. Talk about the key points of leasing:

(1) Who will pay the commission?

When does the lease start? Are the two parties in agreement?

(3) Payment method, annual payment or semi-annual payment.

(4) Whether to invoice and who will pay the tax?

Key points about buying and selling orders;

(1) What's the commission?

(2) Payment method, lump sum or loan, whether the landlord agrees, payment time, deposit and down payment.

(3) Delivery time

(4) property rights, whether the property owner is present, whether it has been five years,

(5) How to calculate the parking space for furniture and home appliances?

8. Pay attention to the role of intentional payment, which plays a great role in locking customer prices and stabilizing customers. At the same time, if you tell the landlord during the negotiation that the customer has paid the intention money, or take the intention money to talk to the landlord, you will get quite good results.

Third, talk about the guidance of monologue.

1, talking about the idea of the landlord

(1) First, let's talk about the national environment and macro-policy regulation. In order to control housing prices, it is difficult for banks to tighten credit and approve loans, resulting in people who borrow money to buy a house in the market not getting enough money (70% people need mortgage loans to buy a house), so the number of people buying a house in the market decreases and the demand decreases. Relatively speaking, the decrease of demand leads to the increase of supply, and according to the principle of economics, oversupply will inevitably lead to the decline of house prices! Therefore, the benefit of selling one day earlier is the highest point in the housing market, so don't hesitate! (Be sure to stick to the principle of saying the landlord with the customer's mouth, that is, what the customer said)

(2) Then, by analyzing the recent transaction situation of Wanliu, it is found that the transaction volume has been declining, the customer's wait-and-see degree is very serious, and the demand is not very strong. At the same time, combined with the price of the owner's community, I told him that the house with the same apartment type and the same area (number) was sold much lower than his price last week! Use historical transactions to reflect the high price of his house! Force him to reduce the price! (also adhere to the above principles)

(3) In the customer's words, pick the fault of the house and reduce the price of the shortcomings of the house.

(4) win the trust of the landlord and persuade the landlord to reduce the price with his own professional judgment.

(5) If the gap is not big, you can use your personal feelings to let the landlord reduce the price and fulfill your performance!

(6) convince the landlord to trust us with the company brand.

(7) Use intention negotiation to inform customers of their sincerity, and at the same time confirm the authenticity of what we say, so as to win the trust and goodwill of the landlord.

(8) Close the distance between the two parties and tell the customer that the customer really wants to buy your house. They have a good impression on you, but the house price is already the highest. This price is beyond our negotiation!

(9) create a sense of tension and tell the landlord that the customer will book a room in a day or two. Now there are two sets of plans in hand, and we have been pushing yours, but if you don't keep healthy, customers may buy another set!

(10) Repeat the same words, not once, not twice, not three times, until you are sure. Just a few words, so be sure to repeat, bombard the owner with the phone to reduce the price!

2. Talk about customers' ideas.

(1) First, let's talk about macro policies. Real estate is the pillar of the national economy, and no matter how the state regulates it, it can't let house prices fall. After all, real estate drives the development of 160 industry, which will greatly affect the government's fiscal revenue and people's employment! Therefore, state regulation only conforms to public opinion and will not really fall! In fact, from 20 17 to now, the state has been regulating, but the house price has been soaring, especially in Wanliu in 2006 and 2008. Therefore, house prices will not fall!

(2) At the same time, Beijing is now the capital of the whole country, and a large number of migrants flood into Beijing every year. Regardless of study, life, work and investment, there are a lot of rigid demands to support Beijing housing prices. Now that Beijing is the world's Beijing, foreigners begin to buy a lot of real estate in Beijing, not to mention China people. Demand has been so great, supply is less than demand, how can house prices fall!

(3) Everyone said that house prices fell after the Olympic Games. Think about it, big brother: many landlords think so now, so they will put it on the market before the Olympic Games! That is to say, their price is the best to talk about now, because now everyone is watching, the landlord is eager to release the offer, the supply is increasing, the customers are watching, the demand is decreasing, and the supply exceeds demand, so buying a house now is the house price.

At the lowest point! It is also the best time. If the landlord hasn't sold it after the Olympic Games, the landlord will feel that there is no difference in selling the house before and after the Olympic Games, and certainly won't want to sell it at a low price. Many landlords will temporarily put their houses on hold and sell them in the future, and the supply will begin to decrease. Then, before the Olympic Games, customers who wait and see will start to buy houses, and the demand will increase again. On the contrary, house prices will rise! Buying a house will be uneconomical! So, big brother, don't hesitate. Now it's the lowest price, and it's not easy to buy if the house price rises again in the future!

(4) The above ideas follow the principle of talking about customers from the landlord's mouth, and at the same time introduce the historical transaction between Wanliu and this community. We should tell him with accurate figures that the transaction is both high and high, and let him increase the price quickly!

(5) convince customers with trust from the perspective of personal experience,

(6) If the gap is small, the mourning policy will make customers complete you!

(7) Close the distance between the two parties and tell customers that the landlord really wants to sell it to you and has a good impression on you, but the house price is already the lowest. This price is beyond our negotiation!

(8) create a sense of tension and tell the customer that the landlord will make a move in a day or two. Now we have two customers to choose from, and we have been pushing you. At the same time, he also wants to sell it to you and has a good impression on you. But if you don't add it all the time, the landlord may choose another customer!

(9) Repeat the same words and bombard with the phone volume!

In short, if 90% or 100% or most of the problems can't be solved before the two sides meet, then make an appointment immediately and try to solve them at the negotiating table!

Efficient negotiation skills [3]

1) Skills of entering questions

When the negotiating parties just entered the negotiating venue. Feeling stiff is inevitable, especially for beginners. In important negotiations,

It often produces uneasy psychology. Therefore, we must emphasize the skills of inputting questions and adopt appropriate methods.

1, detour to get to the point

In order to avoid coming straight to the point in the negotiation process, being too exposed and affecting the harmonious atmosphere of the negotiation, we can adopt circuitous methods to get to the point, such as getting to the point from digression, introducing our negotiators, starting with "modesty", or introducing our company's production, operation and financial situation.

2. Let's talk about the details first, then the principle.

Focusing on the theme of the negotiation, starting with the details of the negotiation, make a detailed analysis, and naturally reach a principled agreement after all the details are settled.

3. Tell the truth first, then the details.

In some large-scale economic and trade negotiations, due to many issues to be negotiated, senior negotiators from both sides should not and cannot participate in all the negotiations, and often have to negotiate several times at several levels. This requires a method of speaking principles first and then details. Once the two sides reach an agreement in principle, there will be a basis for discussing the details.

4. Let's talk about specific issues first.

Large-scale negotiations always consist of specific negotiations. In each specific negotiation, the two sides can first determine the negotiation topic of this meeting, and then start negotiations from this topic.

(b) Fine skills

1, opening statement

After the negotiation enters the topic, the next step is for both sides to make opening statements, which is an important part of the negotiation.

(1) The main points of the opening statement include

First, make clear the theme to be solved at this meeting from the beginning, so as to concentrate the attention of both sides and unify their understanding.

The second is to show the benefits we should get through negotiations, especially those that are vital to us.

The third is to show our basic position, which can review the achievements of previous cooperation between the two sides and explain the credibility we enjoy in each other; You can also look forward to or predict the opportunities or obstacles that may arise in the future cooperation between the two sides; It can also point out the ways in which we can contribute to the benefits.

Fourth, the opening remarks should be principled, not specific, and as concise as possible.

Fifth, the purpose of the opening remarks is to let the other side understand our intention and create a harmonious negotiation atmosphere. Therefore, the statement should be expressed in a sincere and relaxed way.

(2) Response to the opening remarks of the other party, including:

First, listen carefully and patiently to each other's opening remarks, summarize and understand the contents of each other's opening remarks, think and understand each other's key issues, and avoid misunderstanding.

Second, if the content of the other party's explanation is far from our opinion, don't interrupt the other party's explanation, let the other party finish first, and then subtly change the subject and negotiate from the side.

Let the other party speak first.

In the negotiation, when you don't know much about the market situation and the new situation of product pricing, or you haven't decided what kind of products to buy, or you don't have the right to directly decide whether to buy or not, you must insist that the other party explain what products you can provide, how the performance of the products is, how the prices of the products are, and so on. And then you can express your opinions carefully. Sometimes, even if you have a better understanding of the market situation and product pricing, and have a clear purchase intention, you can directly decide whether to buy or not. You may wish to let the other party explain the interest requirements first, quote and introduce the products first, and then put forward your own requirements on this basis. This preemptive approach can often achieve miraculous results. (2) Treat each other with sincerity

In the negotiation, we should advocate honesty, not only telling each other what they want to know, but also revealing some of our motives and ideas appropriately. Honesty is a good way to gain sympathy from the other side, and people often have a good impression on honest people. But it should be noted that it is inevitable to take risks to be honest with each other. The other party may use your honesty to force you to make concessions, and you may be in a passive position because of your honesty. Therefore, there is a limit to being honest with each other, that is, don't tell the whole story. In short, we must win the trust of the other side, but we must not let ourselves be passive or lose interest.

Pay attention to the correct use of language

(1) is accurate and easy to understand.

In the negotiation, the language used should be standardized and popular, so that the other party can understand it easily and avoid misunderstanding.

(2) concise and organized.

Because people's conscious memory ability is limited, they can only remember the limited and distinctive contents in a large amount of information in a short time, so they must use concise and orderly language to explain their views in the negotiation. In this way, we can get twice the result with half the effort in the negotiation. On the other hand, if you talk nonsense, regardless of priorities, and talk endlessly, not only can you not let the other party grasp the main points in time, but you will also make the other party bored.

(3) Be accurate the first time.

In the negotiation, when both sides ask you to provide information, you should say it accurately for the first time, and don't be ambiguous or ambiguous. If you don't know much about the information requested by the other party, you should delay your reply and avoid blurting it out. Try to avoid using values with upper and lower limits to prevent fluctuations.

(4) Flexible language The language used in the negotiation process should be rich, flexible and flexible. Different negotiators should use different languages. If the other person speaks elegantly, our language should be ten.

Pay attention to it and make it different; If the other person's language is plain, then our language doesn't need too much modification.

(3) Questioning skills

The purpose of asking questions is to find out each other's real needs, grasp each other's psychological state and express their views.

1, question method

(1) closed question; ② Open questions; 3 witty questions; ④ Clarify the problem; ⑤ Exploratory questions; 6 ask for help; ⑦ Compulsory selective questioning; (8) Guiding questions; Pet-name ruby consulting questions.

2. Timing of questions

① Ask questions at the end of the other party's speech; (2) Ask questions when the other party stops or pauses; ③ Ask questions before and after your speech; (4) Ask questions during the debate time specified in the agenda.

3. Other matters needing attention when asking questions

① Pay attention to the speed of asking questions; 2 pay attention to each other's mood; ③ Give the other party enough time to reply after asking questions; ④ Try to keep the continuity of questions when asking questions.

(D) reply skills

It is not easy to answer, and every sentence answered will be understood as a promise by the other party, and everyone is responsible.

When replying, you should pay attention to:

(1) Don't answer each other's questions completely; (2) the true psychological reply to the questioner; ③ Don't answer each other's questions exactly; (4) reduce the questioner's interest in asking questions; ⑤ Give yourself enough time to think; 6 euphemistically refuse questions that are not worth answering; ⑦ Find an excuse to delay the reply.

(5) Persuasion skills

1, persuasion principle

Don't just say your own reasons; ② Study and analyze each other's psychology, needs and characteristics; 3. Eliminate each other's wariness and prejudice; (4) Don't be too hasty and be eager for success; ⑤ Don't criticize each other from the beginning and impose your own views on each other; 6. Speak simply and kindly, and don't talk too much; Sincere attitude, equal treatment, and actively seek similarities between the two sides; ⑦ (Admit that the other party is "excusable" and is good at motivating.

The other person's self-esteem; Frankly admit that if the other person accepts your opinion, you will also get some benefits.

2. The specific skills of persuasion

(1) The discussion is easy before it is difficult; (2) Put forward more requirements to the other party, transmit information and influence the other party's opinions; ③ Emphasize consistency and downplay differences; (4) it is not good to say it first; ⑤ Emphasize the conditions that the contract is beneficial to the other party; ⑥ Put forward your own opinions after discussing the pros and cons; (7) When persuading the other party, carefully design the beginning and end to impress the other party; The conclusion should be clearly put forward by you, and don't let the other party try to figure it out or draw conclusions by themselves; Pet-name ruby repeat some information and opinions many times; Attending to know each other better, and convince each other logically in an acceptable way; Make preparations first, it will rain in Mao Mao, don't expect the other party to accept your sudden request at once; Emphasize the possibility and reality of mutually beneficial cooperation. Encourage the other party to accept your opinions on the basis of their own interests. be transferred to a new job