However, the third set of models is also more targeted, suitable for the negotiation of middlemen, small batch purchases by middlemen, large quantities of wholesalers, or purchases of factories and mining enterprises, and whether it is the purchase personnel who come to the door in person, or through telephone, telegram and other contact tools to facilitate transactions, you can use the Edpa model.

And there are also special words.

It also has 5 letters in English, IDEPA,

1. Identification, that is, to combine the sales with the needs of customers.

2. Demonstration, that is, to demonstrate the product to customers.

3. Elimination, that is, eliminate unsuitable products.

4. Proof, that is, to confirm that the customer's choice is correct.

5, Acceptance, that is, to prompt customers to accept the product.

In fact, negotiation, or bargaining, is simple and simple, complex and complicated, sometimes it doesn't take too many skills, words, Wang Ba stared at the mung bean, looked at the right eye, and bought it as soon as the wallet was pulled.

This is where there is a real need to buy.

However, there are many complications that can arise during negotiations.

For example, what should I do if I have competitors? What should I do if I don't have a high interest in the product?

People in Western countries are very rigorous about everything and like to summarize, and what is summarized is generally very comprehensive, and there are many things that can be learned.

Many CEOs of companies go to various business schools and talk about this.

A class often takes two or three days, and the fee is as high as hundreds of thousands, and there are still many people who participate.

Most of the lectures are Western textbooks.

Because most of these private entrepreneurs in China have never been exposed to these, in short, they are teaching you all kinds of fools.

In his previous life, Fan Yang had heard many of this kind of courses, and the company had also organized internal training.

It just so happens to be known.

Among them, the Edpa model involves a lot of anti-sales cases, and the best way to match middlemen is, of course, to have this demand for each other.

However, Li Qilin may not know what anti-sales is, but after all, after so many years of trade, it is natural to make sense, and you will promote your products as soon as you meet, isn't this a revealing thing?

It would be best if he could oppose the generals, and said, "That's a good idea, what are their export products? I'll see if I can find some opportunities for them." ”

"It's too late. Fan Yang said: "Time is too tight, just make up a fiction, you quickly ask the Qingdao company, what kind of steel they use, just say that the Qingdao company has a batch of steel import needs, and directly talk about this." ”

"Okay, then that's it. But as soon as he picked up the phone, he suddenly stopped: "This, this, can you be specific, I don't know much about steel." ”

"Then you wait a minute. Fan Yang frowned slightly and thought about it.

In the automotive industry, steel is widely used.

It can be said that the whole car is supported by a steel frame.

The chassis and wheels require hardness, which must be structural steel, high-carbon steel or medium-carbon steel, and the shock absorption of trucks also needs to use spring steel plates, which are all large pieces, and trucks are manufactured without such high-quality materials, and Kazakhstan's technology is fully supplied.

The fourth rolling mill, what products do they produce?

Quickly picked up the industrial structure information of Hama Steel, and turned to the last one, the product catalog, there were indeed many thin plates on it.

"Sheet, mild steel, ask what kind of steel is used for cargo boxes and structures. ”

"Good. Li Qilin called and asked.

The other side replied: "Structure, ordinary mild steel, what's wrong?"

Li Qilin replied: "It's okay, learn more about it, lest we can't answer when the other party asks, isn't it funny?"

Fan Yang hugged his arm in one hand and interjected: "Let him give a specific model." ”

The other side obviously heard it and replied directly: " Our car is Baosteel's QSTE320TM, 0.8mm to 2mm plate, grade GB700-79, GMW general global engineering standard GMW2V-ST-CR1, cold-formed hot-rolled automotive structural steel plate, completely international level, so let's fax it to you later, write the model to you, insiders will understand at a glance, all are genuine good things, leather durable, pull a twenty or thirty tons can also run sixty or seventy yards, six gears, with a low gear, climbing is also very strong. ”

Li Qilin listened loudly.

Fan Yang simply grabbed the phone and said, "You just said a lot, what do you mean? Can you explain it briefly?"

"QSTE is the grade of Baosteel, the cold-rolled plate of fine-grained steel, the tensile resistance is 450mpa, GB700 is the technical condition of ordinary carbon structural steel, GWM is the general global engineering standard, I tell you too much and you don't understand, I suggest you just show them this, they naturally understand." ”

"Okay, you fax them together, but I'm going to take note of them first, and you read these detailed parameters again. ”

On the other end of the phone, one by one, the English letters were pronounced.

Fan Yang took a pen and carefully wrote it down, plus Chinese annotations.

I hung up the phone and began to recite it silently.

This operation made Li Qilin and Jia Jingyuan dumbfounded.

Jia Jingyuan took the piece of paper, looked at it for a while and asked, "I said Mr. Fan, this is done, can you understand what is written on it?"

"I don't understand the details, but I probably still know, these three data look complicated, in fact, it is very simple to understand from another angle, they are all explaining the technical conditions of this batch of steel plates, but one is a domestic standard, one is an international standard, after the reform and opening up on our side, it is the use of this technology, and the world is in line, the GMW behind is an international standard, we can't understand, foreigners can understand, understand. ”

"Oh, what's the use of that?"

"We made up a batch of import needs and talked to them. ”

Li Qilin felt helpless, he didn't even understand Russian, but he couldn't help at all.

frowned and said, "How can you talk about this?

Fan Yang raised a finger: "A batch." ”

"One batch, I'm afraid it's a better quantity, right?"

"What do you want to do? Do you really want to trade with him? When the time comes, stealing chickens will not make you lose rice, if you really want to talk about it, I shouldn't use steel billets, that is, I should use this kind of technical one, just throw a bait, and after the incident, you can also use technical conditions to yellow this list." ”

The two pondered for a moment: "High, really high." ”

"So the number can't be too accurate, just the cage is uniform, anyway, it's just an introduction, it's not important, we wait downstairs for the fax, get the data and hurry away." ”

At this time, the two of them were already impressed by Fan Yang's assertiveness.

I waited downstairs for more than ten minutes, and the fax came.

A few minutes on foot will bring you to Gogol Street, the only café in the whole of Almaty, where the British-owned COSTA sat down at the third table at the entrance.

The waiter is actually an Indian Ah San?

Fan Yang looked big.

The urine of the British has not changed for a hundred years.

The Indian Asan was still a standard Sikh with the iconic Sikh turban wrapped around his head, and he bowed and said, "Welcome, gentlemen, what do you need to come?"

Jia Jingyuan's English level is still good: "Bring me a cup of flower tea." ”

Li Qilin said: "It's the same. ”

Fan Yang waved his hand: "Three more cups of mocha with cream." ”

Jia Jingyuan said: "No need, I can't get used to that thing." ”

"Listen to me, another fruit bowl, a bottle of vodka, three desserts, a sandwich?"

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