Proven negotiating strategies can help you prevent losing the orders from your potential clients. You must know how to work with the psychology of your clients in negotiation to reach your expected results.
In the event of difficulties or any changes in negotiation, you also need to know what to do to deal with the negotiation . Pushing forward the negotiation process in an intelligent and effective way will help you convince the customer and take the orders faster at a higher price.
How to negotiate with buyers?
Learn to listen to the clients first, not to say directly
Never ask the target prices from your clients， which will pull yourself into the clients' pre-set negotiation traps. If you are a newcomer in foreign trade, or if you are not skilled in negotiation, even if you get orders from your clients, you'll lose most of the points of interest in the trading terms. And then, the order also lost its meaning. Because the orders are taken to get profit, and negotiation is done to enlarge the benefits and reduce operational risks.
Generally, no matter the prices you offer are high or low, the buyer will always say "It's too expensive". Therefore, you can listen to the buyers' ideas first, to further understand his mental state and purchase intention, to find out the clients' real concern, which will be very helpful for you to win the negotiation and get the orders.
Business discussions are ongoing and whatever the outcome of the negotiations will be, those who make the first concession will be certainly at a disadvantage. Therefore, you must protect yourself from such mistakes.
Sometimes, the conditions offered by the clients may be better than the conditions you want to propose, in which case you are already a winner.
It's important to learn to listen to your customers.
The Power of “Negotiating Silence”
It can be hard to keep your mouth shut for most of the time in negotiations. However, once you use the silence skill effectively in negotiations, you may win the negotiations and get the orders from your clients. Just like you are discussing the price with your clients, you may call or mail them and give them a much lower price directly if you get no response from them for days. So it works both ways.
In most cases, the result of such a situation is that one of the parties makes concessions to break the uncomfortable silence. But then again, if you use it well, you will get the orders. If you use it badly, you will lose the orders. That depends on your ability.
The Transmission of Values in Negotiation
The transmission of values is a negotiation point emphasized repeatedly by Mike in Mike's foreign trade theory. In negotiation, you should not only have a deep understanding of the clients' concerns, but also know how to match and contrast the clients' concerns with your situation, so as to deliver value and guide the communication process.
Don't always keep yourself in price negotiations, learn to use multi-topic negotiations. The point is that you must learn to deliver value and guide customers in the negotiations. And only by this way, can you get orders and get more benefits.
Avoid Unilateral Concessions
The best part of a successful negotiation is to be able to convince the clients to accept your best expectations for the deal. All value delivery is done to guide the clients to do what you expect.
When you fail to negotiate with the clients for many times, the clients will definitely express his own terms. Make sure that you don‘t make unilateral concessions. Add your terms as exchange.
You must let them understand that whenever they ask for something, they have to give something back. Otherwise, they will keep asking something else, time after time, more and more. The end result will only be that the clients get all the benefits they want and you lose all the benefits you desire.