Chapter 34: The Skills of Negotiation

In Li Shaoqiang's office, Lin Qiang saw the report posted on the wall, a total of six 23-storey buildings in the first phase of their real estate have been basically sold, and five buildings have been capped in the second phase, and they are about to enter the decoration stage. According to the average of six sets of houses per floor, there are more than 100 suites in each building, and if these houses all use Lin Qiang's background wall, the amount is really a lot.

"Mr. Lin, our boss Zhou came to see the sample room yesterday, and he was very satisfied with the effect, let me first discuss with you the way of cooperation, the most important thing is the price and your supply capacity. Li Shaoqiang pointed to the reports and said: "These five buildings will be renovated soon after the Spring Festival, and we have several decoration teams here to start work together, and the progress is very fast, can the supply capacity of your factory keep up?"

"Mr. Li, rest assured, our company has plans to increase production capacity by more than five times, and now we have begun to plan to build a new plant. The supply of the early villas of Yamato Villa can be completed soon after the Spring Festival, and their western-style buildings have not yet been capped, so we can just take advantage of this gap to concentrate on supplying you, and we will not delay your progress. ”

"That's good. To be honest, Mr. Lin, your products are good, but I saw in your factory, the production process is also very complicated, and you can't make many pictures a day, so I'm a little worried about your supply capacity. Since Mr. Lin said so, I am relieved. What about the price?"

Lin Qiang had already thought about it when he came over, Li Shaoqiang was not the last person to make the decision after all, if Zhou Qingquan was not present, he would never be able to say the reserve price first. This is a negotiation technique, many times, the other party will let his subordinates test first, and then the person who has the right to make the decision will lower the price again according to the information that has been tested, and the bidder will often be passive. "Mr. Li, you have also seen our production process, and the price of our products is determined according to the complexity of the process. The price of craftsmanship like the one required by Yamato Mountain Resort is really high. Therefore, only if you determine which process to use, I can quote you an accurate price. ”

"Mr. Lin, our boss's idea is not to rely on these background walls to increase housing prices, it is completely a means of profit promotion, therefore, in terms of cost control, the boss will definitely grasp very tightly, his idea is that the effect should not only be effective, but also the price can not be too high. This sounds a bit greedy, but value for money is really important to us. ”

Because Lin Qiang had just heard it from He Qianwen, he knew that what Li Shaoqiang said was true, and since this was the case, he had to change his strategy in time. After thinking about it quickly, he said: "Mr. Li, since you are so frank, I am also very honest with you, our company has always taken the high-end route, but your situation is obviously not suitable." In fact, if you are not a real expert, it is difficult to see the level of craftsmanship, like your manager He, I dare to say, she sees the background walls of your sample room, and there will not be much difference between seeing those in Yamato Villa, but the craftsmanship is much worse, and the price is several grades worse. I can also simplify the process, but the effect will be very good, so the key question now is what is the psychological price of your boss, and we can provide you with the corresponding products according to this price. ”

Li Shaoqiang didn't expect Lin Qiang to kick the ball back to himself all of a sudden, and he didn't know the boss's psychological price, the boss just asked him to keep the cost down as much as possible, but to what extent he wanted to lower it, the boss didn't say clearly. This is also a new product that has just appeared, and it is difficult to find a price comparison on the market, and Li Shaoqiang himself really doesn't know how to determine this cost performance, so he honestly told Lin Qiang what he thought.

Lin Qiang thought for a while and said: "Mr. Li, do you think this is good, with your years of experience, combined with the total decoration cost of each house before you, estimate that if our products are adopted, the increase in the total decoration cost is within the range that your boss can afford, and we can calculate the psychological reserve price of the boss." ”

Lin Qiang was very clever to go around the problem, which reminded Li Shaoqiang at once, he thought that in the usual decoration, because of the fluctuation of the price of decoration materials, as well as the change of decoration labor, under normal circumstances, the total decoration cost fluctuates by 15% within a reasonable range. And now the average decoration cost of these small and medium-sized houses is about 80,000 yuan, that is, there is more than 10,000 yuan of floating space. Li Shaoqiang thought that the more than 10,000 yuan was obviously not enough to buy the background wall of the whole house. Therefore, when he reported this number to Lin Qiang, he was a little embarrassed.

After Lin Qiang listened, he quickly said: "Mr. Li, when it comes to this, the two of us are also fateful, I have an idea, let's first calculate how much money per square meter is for the background wall of the whole house according to the price range of 15,000 to 18,000 with a total value, this price should be low enough." Mr. Li, if you can successfully sign a contract within this price range, 8% of the contract price will be used as your tea fee, how about it?" Lin Qiang made a killer move at the right time.

Li Shaoqiang didn't expect Lin Qiang to accept such a low offer, and he could give himself a kickback from it, so he looked at Lin Qiang in disbelief at the moment.

Lin Qiang smiled, lowered his voice and said, "Mr. Li, there is another point, if the total price is higher than 18,000, 50% of the excess will belong to you." ”

Li Shaoqiang's heart moved, "Mr. Lin, our boss will come over in the afternoon, I'll report to him first, and then I'll call you." ”

"Okay, then I'll go back first, and wait for your good news, Mr. Li. The fish erbium had been thrown, and Lin Qiang knew that it was not suitable to stay for a long time, so he immediately left.

Li Shaoqiang looked at Lin Qiang's tall back, thinking that this young man was very responsive and quick to do things, so he couldn't help nodding secretly. Lin Qiang's proposal is quite attractive, even if it is calculated according to the lowest total price of 15,000, he can get a rebate of 1,200 yuan for the background wall of each house, and it is more than 100,000 yuan for a building.

Li Shaoqiang took out the calculator and calculated carefully, even if the total price was raised to 20,000, the price per square meter was much lower than he had imagined before, and he was sure that such a low price must be within the psychological reserve price of their boss----

Li Shaoqiang began to feel a little restless in his heart.

When Lin Qiang passed by the sales department, He Qianwen trotted over, "Mr. Lin, you are really good at making trouble, causing people to get axes, and bragging in front of you, an expert, for a long time." ”

Lin Qiang said with a smile: "Manager He, I didn't make a fool of people, I listened to you very carefully, you spoke very professionally, very dedicated, and very able to grasp the psychology of customers. ”

He Qianwen watched Lin Qiang drive away, and felt that this man had a very different temperament.

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Dear readers and friends, this novel is the sequel to my other novel "Time Apocalypse", if you want to have a deeper understanding of Lin Qiang, Cao Xu, Wen Jie, Qin Xiaohua, Su Juan, Zhou Wenjie and other people's previous experiences, please read "Time Apocalypse" first, and please give more suggestions, send more comments, thank you!