您已经引用了一个价格并发送了合同。剩下要做的就是签名，这笔交易已经完成。您在勘探电话和跟进过程中骑得很高。
但是...您收到可怕的电子邮件。
"I'd like to talk about some of the details of this contract before I sign."
Even if a salesperson has properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation.
然后，代表需要将齿轮从顾问转移到谈判人员，以设计一项对自己和潜在客户公司的双赢的协议。
While negotiations can go in a seemingly infinite number of directions, salespeople with the following negotiation skills will be well-equipped to roll with the punches.
销售谈判技巧
销售中最重要的谈判技巧是：
- 明确定义让步
- 说第二个
- Steering clear of ranges
- 拒绝“分开差异”
- 在适当的时间编写条款
- 与决策者交谈
- 获得
- 谈论超过金钱
- 作为人类
- 知道什么时候走开
Read on for a detailed explanation of each skill.
1）定义您愿意提前接受的特许权。
In the heat of the moment, a 30% discount or additional six months of support might seem perfectly acceptable. It's only when you get back to your desk and start drafting up the contract that you realize you agreed to terms you can't or shouldn't accept. Clearly defining the limits on price discounts, freebies, or other add-ons before you meet with your prospect will ensure you come to a mutually beneficial agreement.
2) Let the prospect go first.
You've presented the terms of the deal, and the prospect would like to negotiate them, so let them start the conversation. In the spirit of being accommodating, salespeople are often tempted to offer a discount or an adjustment before the prospect even opens their mouth. But you don't know what they're going to say! Just as in other areas of sales, it pays to listen first, and then speak.
3）不要给范围。
If the customer would like money knocked off your product's price tag, don't say,"Well, I could probably reduce the cost by 15 or 20%."在提供20％时，谁会接受15％？始终引用一个特定的数字或数字，然后在必要时越高或更低。应不惜一切代价避免“之间”一词。
4) Avoid splitting the difference.
According to sales expert艺术sobczak，提出要分开差异可以弊大于利。例如，如果产品或服务的价格为100美元，并且潜在客户希望获得50％的折扣，那么销售人员不应以75美元的价格反击，尽管这样做似乎是合乎逻辑的。如果销售人员提供略有折扣，但仍然保留原始价格附近的数字，那么潜在客户可能会接受，并且利润率较小。
5）在谈话结束之前，不要以书面形式列出任何东西。
Negotiations can swing back and forth and around again. Many ideas will be proposed, and while some will be accepted, others will be shot down. A salesperson would be wise not to revise the contract until the meeting has ended, and all parties have verbally agreed to the terms.
6）与决策者进行谈判。
This tip might seem obvious, but according to John Holland, many salespeople make the mistake of negotiating with the wrong person. And this means that when talks begin with the true decision maker, they'll likely start at the already discounted price quoted in the first meeting. A great outcome for the prospect, but a poor outcome for the seller.
7）得到一些让步。
健康的销售人员与客户关系是由相互尊重和信任所证实的。考虑到这一点，销售人员不应在不提出一些要求的情况下接受潜在客户的要求。通过保持谈判对双方的双赢，销售人员和客户保持平等地位，这为互惠关系奠定了基础。
8) Expand the conversation beyond money.
The most commonly negotiated aspect of a sales deal is price, so salespeople should be prepared to talk discounts. However, since price is tied to value, and value tied to a customer's perception of and satisfaction with a product, salespeople might consider offering other add-ons or freebies in lieu of a smaller price tag. But bear in mind that this is not a hard and fast rule -- the specific concessions a salesperson can offer depends on the situation.
9) Keep the conversation light.
Although prospect and salesperson sit on opposite sides of the table during a negotiation, they will be partners if the deal is signed. Keep the talk light and jovial to avoid creating bad blood.
10) Walk away if necessary.
Salespeople shouldn't be willing to accept any curveball a prospect throws at them. If demands become unreasonable or unprofitable for the company, don't be afraid to walk away from the deal. A customer who only agreed to sign if the contract was radically amended or the price was drastically dropped is bound to cause problems down the road. And since they clearly don't see much value in the offering, it's only a matter of time before they become dissatisfied. Get out for your and your prospect's sake.
Editor's note: This post was originally published in March 2015 and has been updated for accuracy and comprehensiveness.
Originally published Jan 29, 2016 8:30:00 AM, updated December 21 2021
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销售谈判