In trade, negotiation is very important, especially in the foreign trade industry, because of the differences in language and region, it is not easy to negotiate with foreigners. Foreign trade salesman must learn to understand the customer’s mind, the customer’s needs, and properly deal with the customer’s problems in order to successfully carry out business and finally promote orders.
Here are 10 trade negotiation tips to help you close the gap with foreign customers.
1. Understand the industry
First of all, foreign trade practitioners should understand the price level of the industry and know the price level of their products in the industry. Secondly, understand the advantages of their own products, understand the customer’s company size, company capabilities, customer purchasing habits, understanding these information can increase the success rate of negotiations.
2. Develop differentiated pricing strategies
For different customers, make different pricing strategies. For example, European and American customers’ product demands are high quality, short delivery time and good service, so the price can be appropriately adjusted higher. Of course, quality and service also need to meet customer standards, price negotiations can be more smooth. And some customers in third world countries, the demand is large, at this time can set a relatively low price.
3. Understand customer needs and answer them patiently
In the process of negotiation, pay careful attention to the customer’s concerns about product quality, price or packaging, transportation mode, delivery date or payment method. In the process of communication for the customer patient answer, dispel customer doubts. This will help to focus on the key points in the negotiation and facilitate the eventual cooperation.
4. Don’t show your cards too early
If you make big concessions at the beginning of the negotiation and show your cards, you will be in a very passive position. Before a negotiation, three prices are usually prepared: the price above the ideal price, the ideal price, and the price below the ideal price.
5. Learn to trade terms when you negotiate
If the customer’s request is difficult, you can adopt the principle of “one for one” : meet the customer’s condition and make another condition.
A slight compromise on price, for example, may require a larger order or a change in the payment method.
6. Manage customer expectations
Foreign trade salesmen should be very careful to manage the expectations of their customers and not let them have expectations beyond the ability of the company. You know, the greater the hope, the greater the disappointment, the smaller the concession. In the case of still not able to get the customer’s consent first, give him a price on the basis that he will not return, yield the 1%. In the end, when I can’t handle it, I send a small gift, indicating that I want to give it to you, but I really can’t.
7. Maintain a good communication attitude
In foreign trade negotiations, communication attitude is an important factor that determines the atmosphere of conversation between the two sides.
In the process of negotiation, to avoid the behavior of losing customers because of their quick words. When a customer makes a request that is difficult to meet, you must let the customer feel that you are very cooperative and sincere, but considering the cost and other reasons, it is really difficult. So as to obtain the customer’s understanding.
8. Be sincere about solving problems
When a customer complains to you, what you should do is not only to appease, but to solve the problem and sincerity.
9. Make the customer feel like he’s winning
Customers buy from you, not just products, but services. Make him feel valued and important. Even in negotiations, make the client feel respected at every turn.
10. Don’t waste your customers’ time
Before the communication begins, it is best to determine the client’s schedule in advance and try to cooperate.
Negotiation is an art, but more like a war, in the front line of the salesman in the negotiation in addition to the mentality problem, more important is the professional ability of the salesman. Of course, it is also important to know the customer information and the industry situation of your product before the negotiation.
Post time: Jul-12-2024