Teach you how to collect information about negotiating opponents.

Real and effective information can bring great help to our negotiation, but to get good information, we need good methods to collect and analyze information first. There are many good methods, so let's take a look at the following information collection methods: ask the key merchants of the negotiating opponents. The so-called key customers are usually what we call big customers, which usually include dealers, agents, wholesalers and suppliers of competitive brands. Many big customers buy our products as well as those of our competitors. Due to the importance and influence of big customers, general manufacturers will give this customer preferential policies, including price, sales policy, credit policy and so on. At the same time, after all, the business needs someone to coordinate and handle, and many aspects will be "treat each other with sincerity and talk about everything", and the big customers will be very clear and even know the situation of the manufacturers like the back of their hands. Therefore, it is a very important shortcut to ask big customers and establish a feedback mechanism for information exchange between customers and merchants. For example, by asking the secondary distributors of shells, we can know the price, market support, rebate ratio, market sales, product structure, sales network, advertising strategy and other important information of shell products. Recruit the backbone of competitive brands. The backbone of a competitive brand has information that you may not get when you spend several times your time and energy. As far as marketing negotiation is concerned, the importance of enterprise personnel from low to high is: front-line sales personnel, regional management personnel, headquarters sales personnel, brand and sales director, etc. The higher the position, the more information you have, and you often know many confidential information of competitive brands, even core secrets. Recruiting key personnel of competitive brands is an effective way to collect confidential information. For example, French Total hired a person from Shell with a high salary, which effectively established the sales system and policies and saved a lot of consulting and investigation expenses. Through large-scale exhibition activities. Any industry has related industry exchange activities, such as industry exhibitions, industry seminars and so on. Almost all manufacturers will participate in such activities regularly, and some will launch new products and formulate new sales policies at the exhibition, hoping to improve their visibility and find potential customers through the exhibition. Exhibitions or seminars like this are the best way to get to know each other's intelligence information. It should be noted that the arranged personnel must be clear about the industry and have high information judgment ability in order to dig more information. Usually, the information in this kind of communication activity is messy and not deep enough, so the ability of information collectors to judge and mine information is very important. Track the words and deeds of competitive brand leaders. If you have high sensitivity and judgment, then information is everywhere. Just as a word from the central leadership can cause stock market shocks, a word from a competitive brand leader sometimes indicates the beginning of major R&D, investment, merger, reorganization, career change and other actions. Therefore, we can take precautions by tracking the words and deeds of leaders of competitive brands and analyzing the information they inadvertently reveal. For example, the President of Shell said that it would increase investment in China and extend its product line, so it is necessary for petrochemical enterprises in China to analyze and formulate countermeasures. For example, the owner of Hualong Noodle proposed to form a strategic partnership with the agent, and then he bought 2000 cars for the agent in 2000 and sent them to college. Many times, the leader's words are not groundless, but only careful people will perceive the intelligence behind such words. Get information by visiting or studying. If you can't get information from other places, it is an effective choice to get information through visiting and studying. In fact, the most reliable and authentic information often comes from recent and zero-distance visits and studies. Visiting mainly enters the defensive zone of competitive brands by means of investment investigation or seeking cooperation, and obtains sensitive information such as production scale, sales channels and manufacturing procedures of competitive brands. Learning is mainly in the form of technical exchange or "internship" to obtain some important technologies or secret recipes. It will be more effective if it is combined with high-tech tools.