What Are The Reasons For The Failure Of Negotiations?

What is the real reason for the failure of the negotiations?

The sales experts who joined the salesmen into the front-line practical marketing experts are the real experts. I heard many experts speak and many others talked with others. My colleagues seem to have an experience. They are very enthusiastic when they study. After finishing their studies, they do not feel able to use their work. Recently, when we entered the first line, we found that we did not really do enough. We even thought that some of the original steps lacked some details and could not be used at all.

Impression (image)

There are millions of sales forces in China, but people who really get full range of professional training are still in the minority, especially those who are engaged in rural market sales. Most of them come from rural areas, so it is common for salesmen to appear image problems. Dressing up is very important. I found in the front-line sales work that some salesmen came to the door and shouted to customers. Some customers were unreasonable. After my observation, actually, a person's image and temperament are very important. The salesperson who has good image and good temperament often overestimates the salesperson's ability, and he will listen to every word of salesmen. When people talk about impressions, they will inevitably associate the image of the person.

　　本人曾亲历这样一个例子：公司为了扩大销售量，从《大河报》上发布了招聘销售人员的广告，有一天来了一个身穿紫红色羽绒服的男子来应聘，头戴一个黑鸭帽，我仔细一看，这个人的衣服有很多“黑云”片，在和他交谈的时候他一张口我看见还掉了一颗门牙......,这个人的口气还不小：“我以前在**公司做过销售人员，我原来一个月能销售**吨，饲料产品我知道，有预混料、浓缩料、全价料...如果让我做了，我一个月能销售**吨......”我试探了一下“如果我给你机会，你敢保证能达到**吨吗，我录用你可以，我们签一个军令状?”这个人就开始支吾“这我不敢.....”，我以一句“好吧，我会仔细考虑你的情况，如果我们决定了会给你通知的，你回去等通知吧”;其实在我心里早不愿意和他继续谈下去了，因为如果我用了这样的人，客户一看就会知道：这个公司肯

It's very bad. You see, they found the three wheels and the garbage.

When the distance is only 0.5 meters, the customer is only 1.65 tall, although Xiaoli exhausted all efforts, and in the customer's introduction to arouse the interests of customers, but I see the client's facial expression is very bad, and even in casual retreat, this negotiation is certainly not successful; back to me, I said to Xiao Li, "do you feel your height is the advantage?" but when negotiating with customers, when height is not paying attention, it is inferior, because you feel the pressure on customers, which makes him very depressed. He simply has no heart to listen to what you say. He can't wait to leave your annoying person immediately. You must keep the distance between the customer and the customer for 1.80 meters or more. A colleague of mine, Xiao Li, is 1.80 meters tall. When I walk with him in the distributor, Xiao Li rushed to the front to show his ability and negotiate with the client.

Details can sometimes determine success or failure.

I often hear people describe women like this: "that woman is not very beautiful, but very temperament, it is really good! Very attractive!" temperament will give a deep impression, temperament is the highest level of impression training.

I don't remember what the man said: even if you have two thousand gold, you will not buy back the clock. Since the image and impression are so important, why don't we treasure them? Because once the impression is changed, it is very difficult.

Two, skills: words, ideas, methods

Often speaking to my colleagues, "a salesperson is like an actor. Acting like a actor must be performed like a person. The same words, different people will have different effects." in practice, salesmen often have good words, but they can not be tempted to say that they are out of Tang poetry and Song Poetry. Although they are out, but they are not their own things, they become dull. If I want to make my words lively, I recommend a few steps: smile, sincere attitude, interaction, heartbeat, fan learning, trust and gratitude. As an excellent business person, we must be a fan expert, learn to use language to attract people, so that customers can do business with themselves.

　　我另有一篇文章《狼和猫我们会更喜欢谁?》，我主张销售人员要扮演成“猫”，因为通常有的客户一看一个人很“冷”很严肃，像个“杀手”一样，他一定会远离你而去，现在的销售工作绝大部分已经商品竞争白热化，遇到像“杀手”一样的销售人员后，他们会快找一万种理由把你给推辞走，你越是介绍越多，他就会推辞推的越快;而扮演成“猫”的角色呢，他猛一看一个大男人，但一说话，感觉到很细腻很温柔，特别的“内秀”，一般会另眼相看，他的心门也会为你打开，如果深刻的理解这其中的道理，就不难理解为什么有那么多的女人或男人喜欢张信哲了;笑容会让客户感觉你很积极、阳光、自信，人们大多数是喜欢和开朗的人打交道的，你想想有谁愿意和一个一看就是三个月没卖出一件产品愁眉苦脸的你打交道呢?其它几项不再一一细述，大家可慢慢去理

In the end, don't forget to say thank you for your support! Thank you very much!

As a salesperson, he may always think that his job is not a strategy, but at least there must be a train of thought and planning. One of my colleagues, Xiao Yue, has been in the company for over two years. His personality is very good, his image is good, his business ability is not low, but his business is not very good. Later, through the work plan and report, the problem immediately comes out, because he has a relatively large area of jurisdiction, often changes to a place in difficulty in one place, and then changes to another place when he meets difficulties. In fact, it is a kind of "escape". He always thinks of other places to do well. In a flash, it is two years past, and no outstanding achievements have been made.

So I told him: your strategy is wrong, everything is wrong, escape sometimes can not solve the problem, we must face and accept challenges.

Excellent business people must be very understanding, and there will be their own unique methods. I believe that as long as we learn and summarize ourselves, the methods will always be learned.

Three, attitude

Wholehearted devotion, passionate and never giving up is an attitude in itself. This attitude can infect and touch customers. Sometimes customers are an attitude and spirit to sell you.

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Four, character

Type of people, if the customer is happy, you must not be very slow. If the person's character is very slow, you must not worry about it. You must not worry about it. You must not think about the other side, but only think about your personality. If you meet a very steady person, you will eventually reveal your flaws. The other person will only think you are a "clown". In sales negotiations, we are not afraid to ask you questions and haggle. You are afraid to say one hundred people who don't utter a word, so you must see what kind of personality the other party is, and you must talk to the other side about the interactive topic. Install a computer to talk about attributes and configuration, in fact doing business is also the same, you need to see what kind of people the customer is, you are disguised as what.

Five, honesty

Although many people are saying that there is no business, but we should try our best to be "Confucian businessman", and honesty is the solid foundation for many excellent salesmen why sales can keep growing.

Six, perseverance and patience.

Sometimes, it is easier to feel that doing anything than to do sales work. Sales work is not like other jobs, such as doing technology and hands-on work. Once we see it, we will get everything done. We often sell this job. We do everything, but some skills and experience in sales are invisible. Sometimes we are a little bit persistent. Our spirit has collapsed, and we have given up. In fact, success is only a little bit.

One of my colleagues, Xiao Shen, went to the front line to shop one day, and one day he didn't lay a cargo. I asked him what the reason was and asked him to give me a detailed description of his negotiation process.

Xiao Shen was completely desperate, and then left, and I told him, "in fact, all customers have needs, but you have not found them or have not developed them", and suggested using such a technique: "in fact, you can make a comparison with your current products. The same quality is better than the price, the same price is higher than the quality." "in fact, it is valuable to you". "Now the social science and technology progress is so fast, why don't you try new products?" finally, the main reason is that every time the customer says, "I don't need it", "I still have goods now", "a few days later."

The above is the reason why I have observed the failure of the salesperson's negotiations. Of course, if we pay attention to these six aspects when we negotiate, and do well in these six aspects, we will surely increase the turnover rate, and will be closer to success.