If the other person asks for help, and we accept it unconditionally, they will become demanding, and if the other person is a bad person, we will be led by the nose until we bleed to death. But by using this method now, we have avoided a lot of trouble.

In the past twenty or thirty years, although we have made many mistakes, we have helped tens of thousands of people, and now that we look back, we can see that if we blindly sympathize, the situation has not evolved even worse? If we hadn't used the Great Divine Law at the beginning, would anyone have responded to our call to attack the Dark Sect and the Bright Sect? Definitely not! Even if some people are very kind, they are very few people.

Greed is in our nature, it's not anyone's fault, it's our own fault, just like a little story, in a certain residential area of the earth, a young man gets up very early every morning, he is warm and kind, and often helps this old lady or that old lady to buy breakfast. At first, many people would be grateful for this enthusiastic teenager.

As time goes by, more and more people will not go downstairs to buy breakfast for convenience, but let this kind boy bring one, and the problem is born, some people will complain, this soy milk is cold, how to buy this bun into bean paste filling, I want fresh meat, how to copy it, I want beef noodles...... Wait a minute.

In the end, people's gratitude to this kind-hearted teenager has turned into resentment and cursing, which has a certain relationship with the suzhì of the person concerned, but the most important thing is that this enthusiastic teenager has his own problems, when he does good deeds, he forgets jì and should immediately ask for something in return. If you help without asking for anything in return. This is a mistake.

Quid pro quo is an important skill in negotiation. It is also a good way to behave in the world.

However, we understand this. When others ask for our help, we also have to avoid being tempted to take advantage of the situation and to take advantage of the situation to get something we want, but to make a very gentle and simple request. Even if he answers that I don't have anything in return, or that I will help you in the future, it doesn't matter, we don't really ask them to give us anything substantial in return, just to avoid breeding the evil in his heart.

If we say, "Hey. You can help me, but you have to do this, that. "Then we're going to be too sharp, and we can't go ahead from a negotiating level alone. Morally speaking, we are robbers!

Well, let's talk about cannibalization, which not only makes it easier for us to build a good relationship with the other person we negotiate, but also makes the opponent accept what he will never accept in the first place. These two words are best explained at a certain time in the country in which I used to live, when one country swallowed up the other six and thus completed the unification.

Why is it so effective? We can learn from children. Children are natural negotiators, and they can easily negotiate to get what they want. The reason for this is that our minds always reinforce the decisions we have just made. If we gamble, we will be affected by this.

There is a very famous real yàn here. That is to buy a lottery ticket, a type of lottery called lotto. The lottery can get 5 billion yuan, but the real person negotiated to buy the lottery ticket for 100 times the face value, but no one was willing to sell, because at this time they were fantasizing that they had won the jackpot, which is a strong proof that the mind will always strengthen the decision just made.

So, to be an advantage negotiator, you have to be proficient in this skill, and we assume that the negotiation process is like pushing a snowball up a mountain, as long as you go past the peak and push to the other side, it is easy because the mind always strengthens the decisions made before.

Many people in the sales industry have been trained to ask some questions that the buyer will definitely come back to, such as did you drive here today, did you come to see the property today, and these seemingly nonsense questions, because this sales skill is included in it.

But this is only the practice of a good salesperson, not only him, but also his colleagues, competitors, and even those who come to apply for jobs, because people always work very hard the first time, but super salespeople are different, they always try a second time, they are never knocked down by difficulties, and they don't give up a chance to close a deal.

For example, in this example, after a few hours of mediation, I finally persuaded the client to buy a set of four, and when signing the contract, I would smile and mention the problem that the two parties had not agreed on before: "Sir, wait, I think we should take a look at the best apartment again? I wouldn't recommend this to him, I really think it's very suitable for you, and I only need to pay an extra thousand yuan a month." "Why do you want to do that? Because through the conversation, I know that he has the money, and now I am a super salesman.

Most customers will say, "Well, since you value it so much, let's decide!"

Encroachment, what was not negotiated before, when his mind strengthens the previous decision, all the negotiation pressure will disappear very subtly, and then re-propose the previous conditions, the chance of success is very high. That's the difference between a good salesperson and a super salesperson, because they always try a second time, and they don't get satisfied just because they close right away, because they know that they're going to get more and what is the most critical time to negotiate.

Good salespeople themselves will strengthen their thinking about the fact that the deal is closed right away, and they will also be afraid of losing the small profits in front of them. Here's an example:

Suppose I am now a salesman of office equipment, I go to a company to talk about business, when the negotiation is made, the other party is very disdainful and says: "You don't want to sell your service guarantee, I know you want to make a lot of money from this, our company has strong financial resources, if there is a need, we will hire someone at that time." ”

If I'm afraid that I'm going to be a good salesperson at best, but super salespeople are different, and they're brave enough to laugh and say, "Are we really not looking anymore?" If we purchase this now, your staff will call us right away, because you have taken precautions against the company, these devices can be used for a longer period of time, because you have made an investment now, and our technical department will always monitor the problem and not let it happen. I really think you need this so much, and you only have to pay 200 yuan a month for this. ”

The other party is likely to change his mind at this time: "Okay, since you think it's so important, let's decide so!"

So, in order to become a super salesperson, we have to try to convince them of something they didn't agree with before at the last critical moment, because that's where the gap is fundamental!

Of course, this is no exception, we also have to prevent the other side from using the cannibalization strategy against us, in the negotiation, we will all have weak times, that is, at the time when we think the negotiation is over, in fact, we have become victims of this strategy many times, but we did not know it before.

Remember the nitpicking of the previous master? It's like when I'm negotiating for a few days, after a lot of hardships, he will suddenly bring up things that have not been negotiated before when signing the contract, because there are two reasons, one is that I think the negotiation is over, and the mood is good, and when people are in a good mood, they will generously give things that are usually not lightly given, and the second is because I have put so much effort into it, I can't care about these anymore, I will convince myself to complete the other party's requirements, of course, this is how we became victims.

Therefore, when we are the weakest, that is, when the other party decides to buy our things, or when we agree to our conditions, we must not forget that the other party will strike a fatal blow [cannibalization], because we don't want to renegotiate again, for fear that the cooked duck will fly. But don't forget that super salespeople are definitely not afraid to try again, and even if the other party doesn't use it, they will take the initiative to use it.

To counter [cannibalization], we need to gently let the other person know that this is not right, we can say something like: "Please, you know how great our price is! So, don't let us wait for our money stupidly! That's fair!"

Let's review the key points of cannibalization:

One, when the timing is right, we can get something that we couldn't get before.

Second, when the buyer decides to buy, it is very likely that he will change his original intention, and we can persuade him to buy more other services at this time.

Third, be willing to spend a little more time and work harder, which is the main way to distinguish a good salesperson from a super salesperson.

Fourth, in order to prevent the buyer from asking for a small favor from us, we must tell him how strict the price of concession is, and we must explain that we do not have the right to make this decision, and we must ask our superiors.

Fifth, when the buyer asks for a small favor, we must make them feel that they are bad, but they must not hurt or offend the other party.

Sixth, avoid asking for small favors after negotiation, before that, be sure to explain every little detail clearly, and let the buyer feel the need to buy.

Let's summarize these three principles:

1. Why does the value of the services we provide decrease rapidly?

Second, quid pro quo, when the other person asks for us, we always ask for something in return.

Now, instead of using these negotiation techniques, we will focus on how to control the buyer, not on us, what are the eight things that they are likely to make us dumbfounded......?