作者： 本站编辑 发布时间： 04-24-2019 来源： 知识圈分享
The Business Negotiation has always been a hot topic.
We'll meet many kinds of problems during the period of negotiation.
And the key points of negotiation are to solve problems, to reach an agreement, and to start cooperation.
Some of the problems cannot be solved.
For example, your boss doesn't wanna pay for the high expense of the certification your client requires strongly.
For example, your company cannot provide the clients with the special packaging they want
For example, your company cannot accpet the payment terms the client requires, such as DP, 100% L/C 90 days
For example, the final target price from your client is even lower than your production cost, better leave it.
For example, your client requires free samples and free shipping. But it is not approved by your boss due to the high value of this product.
Some of the problems can be solved.
For example, your client requires a very reasonable discount.
For example, your client requires a visit to your factory before mass production.
For example, your client requires to decrease the amount of the down payment to lower their business risk.
For example, your client requires to use their own shipping agent.
For example, your client requires a copy of your business licence.
For example, your client requires product pics and production videos.
In fact, the real point of negotiation is to check and see whether the problems can be solved or not, or you have to quit.
But, the most important thing is that everything is based on your practical experience.
Some may think it nonsense to say so. There're no relationships between the solutions and experience.
Sometimes, it is only about your ideation when we're faced with various problems.
It is not that the problem cannot be solved, but that you just cannot come up with the ideas of the solutions.
A member of my QQ Group asked a question as below:
My client doesn't accept the high shipping cost, what should I do?
She began to worry about the english expression after I gave her solution. So I wrote down the e-mail as below:
Both of our two sides have checked the freight.
The cost is almost same. There is nothing we can do to reduce this certain cost.
But we ought to focus on the cost of individual product, instead of the whole cost.
If the order qty can be ,1000pcs, then the extra average cost to each single item is just USD1.00 Dollars.
And we all understand that the shipping cost in the international business is inevitable
Your future profit by reselling these items will definitely cover this cost.
Just think about it and kindly advise
Why did I write like this?
Keep your cient on the same line with you and tell him nothing we can do to change the fact.
Disaggregate The Cost & Lower The Cost
Let your client understand that this is normal operation.
Give him a hint about the potential benefits.
Soon after that, I received the feedback from this member that her client has agreed with her ideas and begin to talk about increasing the order quantity.
Meanwhile, I saw some view from other members. They think it is actually the matter of poor english.
In fact, besides English, the more important factor is the ability of thinking. Just like what I always say, I wanna bring you guys the pattern of thinking, instead of the pattern of behavior.
I am Mike, I wanna do something meaningful.