Negotiation Tactics解析.pptVIP

Negotiation Tactics Is price the most important aspect of the sale? No. Never has been, never will be. Customers have never based their buying decisions solely on price and I doubt they ever will. However, salespeople convince themselves that price is the number one motivator to purchase. Studies show that salespeople bring up price before the customer does 60% of the time. Why? I’m not sure but I suppose salespeople feel obligated to bring it up, or perhaps they have been trained to do so. It could even be lack of confidence or corporate self-esteem. Negotiation Tactics Many salespeople violate the sales process by introducing price too soon. Ideally, price should not be discussed until after your initial confirmation. During the call you need to focus on selling value and benefits to the customer. Don’t mention price unless the customer asks or you are negotiating. I realize this concept may seem somewhat manipulative and irresponsible, but it isn’t. I have confirmed several deals without the customer or me mentioning price. I think it’s part of the rapport and trust issue I spoke of earlier. If a customer trusts you and feels comfortable with you, price is not an important issue. There is and implied understanding that your price will be competitive, otherwise you wouldn’t be in business. However, salespeople convince themselves that price is the number one motivator to purchase. — But salespeople believe / fell certain that price is the most important thing for people to decide whether they will buy something or not. 然而，销售商坚信价格是消费者在购买时所考虑的首要因素。 Motivator: something or someone that makes you want to do or achieve something 激起行为（或行动）的人（或事物） e.g. You can add one additional motivator, and then see if it works. 你可以增加额外的动力，然后看看它是否能够起作用。 Fear of humiliation is a powerful motivator. 怕受羞辱是一种强大的推动力。 bring up:提出；教育；养育；呕出；（船等）停下 bring along :把...一起带来 bring back :归还 bring ...out :发表，拿出 bring on :引起 bring in :引来，引进，介绍，收入，领……进来 bring ...