When I wasn't really in sales, I didn't know that these salespeople were too savvy. Her inattention or absent-mindedness at the time was all appearances, but secretly she was observing words and colors, pricking up her ears to obtain information. For example, I sent out a message: "This phone looks a little big." "Well, the resolution is quite clear, the memory is also large, and it doesn't get stuck when playing games. "It's a good feeling to listen to the songs. And so on, and the more I talked, the more information I revealed, and the more the beautiful saleswoman knew about my hole cards, and he understood that I had a crush on the phone and I didn't know anything about her.

The reason for the growing information gap between the two of us is the pressure and time of the team, there is a store behind the beautiful saleswoman who can't be seen through at a glance, and I am just alone. Sometimes, she would casually say, "Do you still need to watch for a while? Do you still need to think about it? It's right to think about it a little longer." Immediately, she casually swiped Weibo and gossiped with her little sisters.

In addition to these two factors, there is power, and power refers to a certain kind of influence, which in this case manifests itself in two different forms: one, the power of the mindset, most people are like me, convinced that they can't bargain here, and if they can, why is it called a fixed price store?

The way to break out of this dilemma is to be adventurous and jump out of your old thinking, old routines. Why can't I bargain at a fixed price store? Is it for fear of losing face, or am I afraid that people will make fun of me?

The second is the power of orthodoxy. This kind of strength table xiàn I saw on the price tag of 1358 yuan, which is from the consensus of the people. It derives from perceived, visible authority. This authority is expressed by inanimate things, such as text jiàn, price tags, signs, etc. Let's take an example.

For example, sometimes I have to go out to open a room, and when I walk into the hotel and see the price sign, I will subconsciously remember "check out before one o'clock." "Because that's what others prescribe, if you exceed it, you have to add money.

For example, the labor contract of my work and the rental contract of my accommodation, I rarely look at those conditions carefully, one is that I don't understand them at all. The second is the power of authority.

"Boss, why am I fulfilling my obligations in this contract?"

"The company stipulates that all companies use this version of the contract. ”

"Oh...... I see, I'll sign. ”

There are many things that need to be negotiated, but that doesn't mean I have to keep negotiating, and before I negotiate, I ask myself three questions.

First, will I be able to negotiate freely in that situation, and will I feel a lot of pressure?

Second, can this negotiation meet my needs?

Three. Is the time and effort I put in commensurate with the benefits I receive?"

If I answered yes to all three questions, then I would go all out to get it!

First, focus on creating an environment.

First of all, I want to think outside my box. My money is something that everybody wants to make, I'm selling money, and there are a lot of people who are interested in my money. I could start by saying, "Beauty. No, isn't this style the dream brand xx five? I was in the store next to me just now, but I saw that it was priced at 1,000 and 1. It's only a thousand dollars online. ”

Second, make a fuss about demand.

I can do this" beauty. How many colors does your phone have?"

"Three kinds, black, white, red. ”

"Hey, I'm a construction site worker, I want gray, gray is dirt-resistant, and it doesn't match other colors, if you don't reduce the price, I won't buy it. ”

"I don't want this power bank, I'm still cheaper to buy a bare metal. ”

"The memory card is too big, can you help me change it to a smaller one, and that phone case, I don't need it." ”

These opinions are just to send a message to the beautiful saleswoman that my needs are not being fully met and that she has to convince me to win from all sorts of negotiation skills if she wants to do business.

Third, make a fuss about special sales.

"Beauty, this phone has been in price for a long time? Is it that I missed the time for the promotion today?" This assumption is this, if it is not in the price reduction period, or it has passed or has not started, why can some people be able to discount? There is no rule in the world that I will be treated unfairly if I miss the time.

Fourth, there are flaws!

"Beauty, look, there's a scratch on this screen!"

"Handsome guy, no, you can take a look again. ”

"Hey, am I lying to you?

Of course, if there are no scratches, I can quietly artificially create a little, and this is not advocating a violation of moral standards, it is just an idea, and sometimes it is necessary to be thick-skinned for the sake of the end. The effect of this is to send a message that the item in question should not be discounted?

Fifth, roundabout tactics.

"Beauty, you really can't go down anymore?"

"Really, I don't have that much power, I gave you 58 yuan less, and I don't know if I will be scolded by the manager for a while. "She's moving backstage right now, and she's using her superiors to put pressure on me, which is another negotiation tactic, and we'll talk about that later.

Now I can still do this: "Beauty, let's do it, my mobile phone, you can take two hundred." ”

"Handsome guy, we are not a second-hand market here, and we don't accept second-hand mobile phones. ”

"Look at you so beautiful, so let's do it, I'll lower the price, a hundred yuan for you!"

This is done in order to send a message. I showed good sincerity to get her to lower the price on the new phone.

Six. If...... What to do.

"Beauty, if I buy ten at once. How much can you drop? I can recommend it to my friends, maybe there will be more than ten units, how much less can you have?" The price of the mobile phone store is 1,358 yuan, which actually includes water and electricity bills, employee salaries, store rent and other expenses.

"Beauty, this mobile phone is repaired for two years, right?"

"Yes, handsome guy, as long as there is any problem with the machine itself within two years, you will fix it. You only need to pay the cost. ”

"I'm an electrician, I know a little bit about mobile phones, my friend specializes in this, I don't want a warranty, you give me less. ”

“......”

This is what I'm trying to compensate the store for by saving costs in every aspect.

7. Engage the other side of the negotiation.

"Beauty, I want to buy this phone, and you want to sell it too, like this. I'll give a thousand, will you sell it?"

Will she chase me down the street when I pretend to leave the store? No, she hasn't put any energy into the negotiation yet. They don't know what my ultimate goal is, and they don't like my rude behavior.

"Beauty, tell me about the functions of this phone. ”

"This phone is the latest version. The memory is large, and I don't get stuck watching movies and playing games......"

"Yes. Thank you, I can't make a decision yet. I'll come back tomorrow. Now, she spends an hour explaining the phone's performance to me.

The next morning

"Beauty, I asked my friend to come, you can introduce him again, he is a connoisseur. ”

"This phone is the best selling right now, with good sound quality and a cheap price......"

"Hey, beauty, thank you for your hard work, I'd better go back and take a look at its information, I want to know more. ”

Now, she's spent two hours on me.

On the third day, she was repeating the same job. And I still pretended to be dissatisfied: "Beauty, you also know that it is not easy for us to find money, I will think about it again, and I will come to you tomorrow." ”

Day 4

"Hey, beauty, remember me, I'm going to buy this phone!"

The beautiful saleswoman frowned and said, "Of course I remember." ”

"You see that I only have a total of 1,200 yuan, and I can use 1,100 yuan at most, I want this mobile phone, is it negotiable?" If she didn't answer immediately, I wouldn't have shrugged my shoulders and walked away.

Will she chase me now? Definitely, because she spent her precious three hours on me, maybe she would helplessly say, "Handsome man, you are so good at bargaining, okay! Sell it to you, remember to introduce me to friends." ”

Why is this so? Because I have carefully designed it, which has cost her a lot of time and energy, and she has successfully given the ultimatum, she naturally hopes to be rewarded for the time and effort she has spent. She would also murmur silently in her heart: "I've spent 3 hours on this tease, he's too thick-skinned, count me unlucky, sell it to him! ”

Eighth, nitpicking.

In fact, this strategy is based on the same principle as flawed, and now let's take an example from my previous work as a second-hand home consultant. Let's say, I become the customer, and the customer becomes my previous role.

"Young man, why is this multi-storey more valuable now? Why don't I buy a garden house or a villa?"

"Why is this big suite of four more cost-effective than the garden house?

"Are you saying there's a subway and an international school nearby?"

When he answered my questions professionally, I would ask, "Is everything you said true?"

I will look at all kinds of apartment types from single rooms, suites one, suites two, suites three, suites four, elevators, multi-storeys, and villas, and consult in detail about the lighting, ventilation, floors, house types, decoration, and warrants of 38 suites, and actually see 90 sets. Just when I am happy to do this, he will copy for up to a month, he will lose patience, at this time, I will say: "Young man, I think the set of that real estate is good, 350,000 yuan, which is the landlord who shouted 360,000 yuan." I buy that one. ”

Because a mature second-hand real estate consultant will never throw off the reserve price, he will secretly breathe a sigh of relief at this time, and 350,000 yuan will definitely be sold. And made a promise: "Well, okay, I'll talk to the landlord in the evening, but it's a bit difficult for this price." (To be continued......)