After studying business negotiation, I understand that opening remarks, communication, negotiation skills, intellectual factors, timing and negotiation strategies are all very important in business negotiation. The following is a sample essay on business communication skills that I collected for you. Welcome to read the reference!
As a business person, it is inseparable from effective communication with customers to suppress sales, urge payment and engage in vivid terminal construction. The purpose of this kind of communication is very clear, that is, let customers follow their own ideas, let customers obey and do things according to my arrangements.
How can we take the initiative in the negotiation and win by surprise? A famous marketing training master said that negotiation is a process of sitting down and compromising each other. That is, in the case of opposing interests of both sides, how to find a balance point, which side has won in the negotiations, the balance point of interests is more inclined to which side. The author is not an expert in negotiation, but summarizes some problems encountered in the negotiation, hoping to inspire the sales colleagues who are fighting in the front line.
First, don't fight unprepared.
On February 24th, 2006, the company's electrical products went on the market. According to the company's requirements, each specialty store should realize the first purchase of 30 thousand yuan. When communicating with a boss named Wang, I suffered from not being fully prepared. No matter what I say, the boss just doesn't agree to purchase goods, only says that he wants to show samples and sell as many products as he wants. In the two-hour tug-of-war, I talked about the grand plan of the company from the difference between distribution and consignment, from customer loyalty to brotherhood, but the customer was unmoved. Finally, throw out a sentence. This is your personal behavior and cannot represent the company's policy. What makes you believe that as a big brand like * * company, you can't make such a hasty decision. Do you have any documents? In a word, I was speechless. The company has documents, but I left in a hurry and didn't take them with me. Because of a written document, my two hours of hard work went up in smoke.
Therefore, we must make full preparations before the negotiation. First of all, we need to be clear about the purpose of the negotiations and what kind of results we want to achieve. Only when the goal is determined can we turn various factors into factors that are beneficial to us as much as possible.
Second, learn from foreigners and control them.
Once the business is done for a long time, you always give it to people around you? People are getting slippery? This feeling. In fact, because business people often deal with various types of customers, they gradually develop the habit of dealing with customers in the way of customers. It is difficult to deal with outrageous and unreasonable customers, and everything is done according to company policy; Dealing with crying poor customers every day is preemptive, which greatly reduces the pain such as work pressure.
Customers can always find many excuses for not cooperating with the company's behavior. At this time, it is necessary to carefully study the customer's psychology and possible tricks. In this way, we can see the move, and finally take the initiative. There is such a dealer in Jinshan area of Shanghai, and we are responsible for it. We often find all kinds of high-sounding reasons to shirk the tasks assigned by the company, and the work of business people will often run aground here. Later, my business staff and I visited this customer. After exchanging pleasantries, I started a formal negotiation offensive. First of all, I analyzed the disadvantages of the whole industry and affirmed that the business of the whole industry is not good. Then I described the sales situation of various professional markets, pointed out the reasons for the lack of people in the market, and listed all the excuses he might use in the negotiations. Then I began to formally talk about the completion of the company's tasks and the obligations of the dealers. At this time, the dealer took what I said as an excuse, and I expressed sympathy and said, Boss Zhou, I have just mentioned this reason. I know that business is difficult now, but this is not the most critical reason. Other dealers have the same difficulties as you, but others have completed the task. ? After a tug-of-war, the dealer had to promise me to purchase the goods, because I have already stated all the reasons he talked to me. This can only be a fact, and it cannot and should not be an excuse for him to shirk me.
Third, say things through the mouth of others.
Take the second point? Control foreigners like foreigners? Many of our customers are not? Easy? But many of their ideas and practices can be described as a hundred flowers blossom and a hundred schools of thought contend. Therefore, as an excellent business person, you should not only be good at dealing with customers, but also be good at learning from them. Some of my clients are good at rejecting me with factual examples.
In September 2005, I was responsible for the market development of the company's engineering products, and met such a customer in the nine planetary lamps market. When I found him, he was sitting at the computer desk in the shop playing games. After some introduction, he handed over the company's product brochure, without showing any disgust or impatience. But start telling things in other people's mouths. I have a friend who used to make engineering lighting products, and their manufacturers have great support. Manufacturers distribute goods free of charge, and there are hundreds of thousands of advertisements alone. The company also specially assigned five people to run projects for him. ? Before we reported our cooperation requirements to our customers, he stated his expectations for us: free distribution of goods, advertisements and personnel support. This kind of customers are generally very sophisticated and like to borrow other people's things to talk about themselves, so you must listen carefully and study deeply, otherwise it will be difficult for you to find out what he really thinks.
Similarly, business people who learn to speak in other people's mouths will also achieve good negotiation results. Saying things with other people's mouths can make sharp and prominent contradictions relatively soft, and there will be no direct conflict. Finally, everyone will be embarrassed.
Communication is an art, and business communication is an advanced art? Only with superb communication skills can we enhance the competitiveness of the workplace, improve professional quality and be comfortable in complex business activities. ? The course "Business Communication" starts with the basic meaning of communication, which is simple and in-depth, showing us a vast? Advanced art? In the workplace, wisdom flashes with humor. Wisdom includes technology, technical service wisdom and wisdom, covering all aspects of workplace communication. Not only that, it is also of great help to interpersonal communication in daily life. This is a very scientific and useful course. The following is my learning experience.
Business communication can be divided into? Voice communication and? There are two categories of silent communication. Telephone exchanges, speeches, interviews, etc. All are audio communication, while listening, documents and body language are silent communication. What is our usual communication? Audio communication? Mainly? Silent communication as a supplement.
Effective oral expression is very important in audio communication. It contains two elements: accuracy and clarity, and finally shows the persuasive effect. This requires the speaker to start a skillful and attractive conversation after determining the purpose of the conversation. Moving with emotion, reasoning with it, inducing with force, etc. are all commonly used methods.
If appropriate, the 36 measures can be fully implemented in the conversation. Talking about personal experience, one's own cultural accomplishment and personality charm are very important in oral expression. Language art needs the support of cultural accomplishment, which can be expressed from personality charm, which decorates language art, which requires us to constantly enrich our knowledge, improve our moral accomplishment and cultivate personality charm, so that it can become an effective tool in communication and can be used freely.
When expressing orally, we should also pay attention to tone, speed and implication. This requires us to clearly communicate the basic contents of 6W (why, who, where, when, what and how) in advance. Otherwise, it won't help if you say Confucius to a farmer. On the contrary, there will be suspicion of deliberately using knowledge to raise oneself and belittle others.
6W is the basis of sound communication and silent communication. Everything done in advance will be invalid if it is not done in advance, so preparation is absolutely necessary. A good beginning is half the battle, and 6W is also conducive to achieving communication goals more smoothly. Everyone should have mastered this, so I won't expand it here.
Listening is a weapon of effective communication in silent communication. With body language and etiquette as the auxiliary of oral expression, communication purposes can be achieved better. Listening is the key to being a good dialogue leader. Listening can make people better grasp each other's thoughts and purposes, adjust the way or method of conversation in time according to the information they hear, and make the communication go smoothly. In terms of body language and etiquette, such as gestures, standing posture, dress, etc., more attention is paid to details. The so-called details determine success or failure. Wearing a suit and white socks when communicating with others, touching glasses taller than others, crossing your legs when talking, excessive gestures and loud voices are all disgusting. To create a relaxed and free conversation atmosphere, we should take care of each other's habits and be confident, not arrogant and arrogant. After all, business communication, as communication in the workplace, is different from communication in life and cannot be too casual.
The writing of business documents, cover letters and other written materials also belongs to silent communication. In addition to paying attention to hardware such as layout, typesetting and paper, the professionalism, organization and logic of the content can not be ignored. This kind of silent communication has certain requirements for writing skills, and usually needs more exercise. If the writing skills are poor, can it be implemented? Outsourcing? However, if it involves some business Jim, you still need to think carefully about this move. Speaking of official document writing, it is not difficult. The simplest thing is centralized thinking+format+organization. It will be very convenient to master nature in many places.
Modern college students advocate a word, a word and an article. A word computer can help us improve, but a word and an article can't be sloppy. Business communication is a very practical subject, including a word and a first-hand article, with emphasis on the former. It is closely linked with practice and provides a reliable theoretical basis for us to enter the social workplace communication in the future, which should be vigorously promoted. Not only the marketing department, but also some students in the accounting department hope to learn this course, not to mention other departments.
Just as everyone has to learn and speak Mandarin, all college students have to enter the workplace. I hope the school can consider offering this course in the whole school, which is also beneficial to the school? Successful quality education
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