Purchasing communication skills and methods. To be an excellent purchaser, communication is a prerequisite. After all, the purchaser's job is to communicate with suppliers. If the two sides communicate well, the work will be more convenient to handle. Below, I will share with you the skills and methods of purchasing communication.
Procurement communication skills and methods 1 principle 1: understand the nature of your opponent and determine your role.
1. The essence of negotiation is exchange. Remember that when a salesperson comes to ask for something, there are some conditions that can be given. On the contrary, we need to think that when we make a request, we also need to prepare some exchange conditions. Win-win (not necessarily 50%=50%) can achieve "a long way to go."
2. The seller's sales staff is your opponent. So, never try to like a salesperson, but you need to say that he is your partner.
3. Take the initiative to wage war. Before submitting the evaluation form to the buyer, the seller has made a detailed understanding and review of the supply and demand situation, the number of competitors and the market situation. Therefore, unless the buyer takes the initiative to attack (counter-offer), the negotiation cannot start.
Principle 2: adhere to the procurement goal of focusing on me.
1, your slogan must be "I sell and I buy, but I don't always buy what I sell". In other words, the most important thing for us is to purchase products that can bring us profits and flow well.
2. Keep the lowest price record at any time and keep asking for more until the salesperson stops offering discounts. Principle 3: Adequate preparation is the basis of intelligence gathering.
1. We should try our best to understand the personality and needs of the salespeople who visit us every day and try our best to find out their weaknesses. Salespeople, old or young, don't worry. They give in easily. Older people think they know everything, while younger people have no experience.
3. Remember that salespeople don't ask for it. He's already waiting to buy it. Usually, he never asks for anything in return.
4. Use arguments without hesitation, even if they are false; For example, "competitors always provide us with the best quotation, the best circulation and payment terms."
5. Don't let the salesperson read the data on the screen. The less he knows the situation, the more he believes us.
Principle 3: Don't compromise easily, persistence is victory.
1, never accept the first quotation and let the salesman ask for it; This will provide us with a better trading opportunity.
2. Keep repeating the same objection. Even if they are absurd, the more you repeat them, the more salespeople will believe them.
3. Always think of yourself as someone's subordinate, thinking that the salesperson always has a superior, and he may always get extra benefits (unequal authority).
When a salesperson is easy to accept, or go to the lounge, or call for approval, he can think that what he gives is easy to get and ask for it further.
5. Be smart, but pretend to be a fool. Don't give in until the other party raises an objection.
6. If the salesman comes with his boss, asks for more discounts, participates in promotional activities and threatens you to withdraw his products, he will often get good conditions. Because the boss doesn't want to lose customers in front of the sales staff.
7, often in the last round of negotiations, will get 80% of the conditions.
Principle 4: Kung Fu is outside the negotiation venue.
1. Invite sales staff to participate in sales guarantee at any time, provide more sales and get as many discounts as possible. Carry out quick sales promotion activities and make profits through price difference sales.
2. Ask impossible things to bother the salesperson and threaten him to wait at any time by delaying the agreement; Set a meeting time, but don't show up and let another salesperson take his place; Threaten him that you will remove his products, you will reduce the display position of his products, you will dismiss the sales staff and give him almost no time to make a decision. Even if it's wrong, you do the math yourself, and the salesperson will give you more.
Please note that there are other names for discounts. For example: bonuses, gifts, gifts and souvenirs, sponsorship, funding, tabloid advertising, compensation, promotion, listing, shelf fees, hope fund, re-listing, anniversary, etc. These are all welcome. So before negotiating, we must think clearly about skills and strategies.
Behind a great trademark, you may find a salesperson who only relies on the trademark without any experience, so don't be afraid of the business people of big manufacturers.
Purchasing communication skills and methods II. Establish good interpersonal relationships.
Communication is to deal with "interpersonal problems", and the best time to deal with "human problems" is before it becomes a problem. In other words, before you go to the negotiating table, you should establish a good personal or organizational relationship with the negotiators to increase their friendship and buffer the possible opposition between the two sides in the negotiation; In addition, establishing a good relationship with the negotiating party outside of work may also obtain information that is difficult to obtain at the negotiating table.
Te Li Deng, a famous linguist in new york, said: "People are willing to say that they are only dominated by reason, but in fact, the whole world is transferred by feelings." In the process of negotiation, negotiators don't want to change human nature, but just want to use it. Therefore, it is very important to respect and use people's emotions in communication.
There are many ways to establish good interpersonal relationships, such as more contact and communication. However, the time that negotiators can use to woo their feelings is very limited, so they can only shorten the meeting time and increase the number of meetings, or arrange some banquets, entertainment activities and sightseeing tours after the negotiation, so as to enhance their feelings and establish good interpersonal relationships in the leisure activities that * * * participates in.
Create a good communication atmosphere.
It is very important to carefully consider the opening remarks and create a positive tone. Good opening remarks can create a positive tone. On the contrary, bad opening remarks will affect the smooth communication. For example, you can start with a lighter topic-your respective study, work or life experiences, the latest industry news, or even ask some personal questions, such as how you spent your weekend. These relaxed topics are easy to create a more positive atmosphere, which is more conducive to the next communication. We should not only know how to create an atmosphere, learn to guide the topic, but also know how to stop and give up this kind of communication at an appropriate time and find another time and place to communicate again, so as to retreat.
Be good at listening
Communication runs through the whole business negotiation. The most important ways of communication are listening, asking and answering. These comprehensive skills not only run through the whole process of business negotiation, but also run through the whole process of business activities. Talk less and listen more. This is a negotiation strategy. Calculative negotiators often introduce themselves in less than two minutes, leaving the other party 20 minutes to speak. Listening is as convincing as speaking.
Negotiator McCormack thinks: If you want to give the other side a concession without any harm, just listen to him. Listening is a cheap input. There is no doubt that negotiation itself requires you to listen, because listening is the easiest and quickest way to understand your opponent. You can find out your opponent's purpose and requirements, their negotiating environment and status, and find out the truth. In most cases, the truth is said by myself. For example, in negotiation, you can try to figure out the expectations of the other party from the rhythm of their speech; You can see his negotiation method from the expression of concession.
Moderate praise
As the saying goes: three good words are money, and one good word warms three winters. People want to be praised by others. Sometimes even a few words will have a magical effect on his spirit. He is in a happy mood and excited. At this time, he is most likely to show generosity and easygoing. In the process of praise, the feelings and friendship between the two sides will be deepened unconsciously, and the enthusiasm for mutual exchanges and cooperation will be mobilized.
There is a story in Laughter, a collection of jokes in Qing Dynasty. A Beijing official is going to take a local post and bid farewell to his teacher before leaving. The teacher taught him, "It's difficult for foreign officials to do it. Do it yourself." Beijing officials said smugly, "Please rest assured. The students are going to put down a hundred tall hats and give one to everyone, so that the danger can be saved. " The teacher said with a sad face, "How can we be straight?" The court official quickly said, "There are very few people in the world who don't like wearing a high hat like a teacher. My generation should learn from you. " The teacher just smiled. He closed his eyes and stroked his beard and said, "What you said is not unreasonable!" When the man went out, he said to himself, "There are only ninety-nine of my hundred tall hats left." This story shows that people all over the world like to listen to praise, but rarely want to listen to derogatory words. In the process of negotiation, praising the other party in time can make the other party feel more comfortable, more open-minded and more active, which is more conducive to reaching a consensus and promoting the success of the negotiation.
Praise is accepted and recognized, but it should be noted that there is a limit to everything, and you must never cross this limit. There is an African proverb: "I would rather hear the painful truth than the sweet lies." As he said, praise and praise for people in negotiations should be realistic. Making something out of nothing, exaggerating it, will be regarded as flattery or misunderstood as ulterior motives, which may have negative effects, generate distrust, make people doubt their own personality, and is not conducive to good communication and exchange.
Put forward your own ideas in a timely and appropriate manner.
In order to communicate actively, both sides need to put forward their own ideas. It will be more beneficial for you to be brought up by the other party first, so usually, if things are as you expected, adjust your strategy accordingly. However, as Party B, it is often anxious at this time, or generally Party B is willing to put forward his own ideas first. Usually people think that if they have to put forward ideas first, or decide to put forward open ideas first, then they should put forward higher requirements than they want. For example, in terms of price, first set the price higher, and then slowly reduce it through communication, which will create more room for manoeuvre and will not be too passive.
Respond to each other's questions tactfully
The language of the business community must be official, the pronunciation of Putonghua should be standard, the speech should be crisp and neat, and ambiguity should be avoided. Based on the need of negotiation effect, we should accurately grasp what to say, what not to say and how to say it. Advice for successful communication: when explaining the problem, the argument should be prominent, the argument should be sufficient, and the logical level should be clear and concise. When explaining problems, you can be specific, avoid using some little-known jargon and terms, and try to be easy to understand and simple to understand. In the process of negotiation, you should answer each other's questions, don't talk with your mouth open, think while talking, and if necessary, you can answer irrelevant questions and change the subject.
Grasp the upper and lower limits of negotiation
There is always a limit for negotiators to accept each other's proposals, and they can't give in without principles. In other words, there is always a limit in negotiation, beyond which you may not consider the other party's proposal. Then, every negotiator must know his minimum, that is, the guaranteed benefits, and the maximum, that is, the most desired benefits. With such measures, the two sides can negotiate successfully. Grasping the upper and lower limits of the negotiation goals can give the other side room to play, find the point of convergence between the two sides, that is, the balance point of their interests, achieve mutual satisfaction and promote the success of cooperation. If the upper and lower limits of the negotiation objectives are unclear or too rigid, it will not be conducive to reaching an agreement or even reach a deadlock.
Actively break the deadlock in negotiations
When the negotiations are deadlocked, if we want to break through the deadlock, we should not only analyze the reasons, but also find out the links and specific contents of the differences, try our best to find out the key problems and key figures that caused the deadlock, and then carefully analyze what factors are restricting the negotiations. And actively do a good job in dredging with relevant parties, seek understanding, help and support, and make their own general choice of advance and retreat policy and discretion through internal coordination. Then, we should carefully study the specific strategies and skills to break through the deadlock, so as to determine the overall action plan and implement it, and finally break through the deadlock.
In the face of deadlock, we should pay attention to starting from an objective point of view and pay attention to interests rather than positions; Look for alternatives; Refute unreasonable demands; Or retreat for progress, the purpose of any party in the negotiation is to succeed in the negotiation. When the negotiations are deadlocked, mature negotiators will wisely consider making some concessions on some issues and strive for better conditions in other areas, so as to obtain long-term benefits.
In a word, we may meet all kinds of people and situations in business communication, so we need to take the best way to communicate in time in order to adjust the unfavorable factors and achieve our goals. Never forget the goal of communication, and never underestimate every detail of communication. Moreover, communication is also a comprehensive reflection of a person's professional quality, professional knowledge and experience, which requires learners to constantly think and summarize in their future work and life, actively explore the best way to improve their communication ability and create more communication skills.