Hello my dear readers, today, 19th of october Georg von Bekesy got a Nobel Prize on physiology and for his researches in a sphere of hearing.
If you daily duties include negotiations with clients or with suppliers or somebody else – its important for you to know and follow few rules. Just note them and try to keep in mind all the time of negotiations:
1. Let your client say everything he wants firstly.
2. Ask. Ask. Ask him.
3. Clarify what he means (e.g. if client tells that he is seeking a reliable company – you have to ask him what he means under the word “reliability”.
You can spend half an hour with him, explaining to him that your company is very reliable because its authorized capital is 100 000 000 dollars.
But for client reliability means reputation, or quantity of clients etc.
Do you see the difference? Ok, go on…
4. Note his answers.
5. Never interrupt him, even if you’ve understood already what he is going to say.
6. Never dispute with him. If you want to make objections – don’t say it like bad managers do: “Yes, but…” – it’s totally wrong. Better say “Yes, and…” – add your point of view.
7. Finish negotiations positively.
So, Mr. Jones, as I understood, its very important for you to find a company with a good proved reputation which provides 24 hour support for clients. Am I right?
Yes, I said that, you are right.
So, Mr. Jones, our company provides exactly what you need. We have a best reputation which confirmed by testimonials from our clients and you can all us any time of 24 hours to get instant advice.
Hm, sounds good…
Then, would you like to try our service? (successful ending)!
