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How does sales skill analysis treat loyal customers?
Customers are the life that your business can sustain, but what do you do when someone is an obvious bully (no, you can't beat them with your fists). Sales guru TomSearcy shared some suggestions. If you have spent some time on sales, you may know that you have to face a buyer who makes the bargaining power stunned. In other words, they have a tendency to behave like a bully. I recently had time to get in touch with a CEO who was once bullied by the buyer, whose job meant most of her income. This is a very difficult situation. For her and other companies in the same situation, my first advice is to figure out what the motives are. Here are five typical motivations: Obeying buyers in the process of passing, including competitor pricing, is designed to make the right surface phenomenon, and in fact there is no real desire to change. Consider that buyers need to win, but buyers are willing to give you something to make you flexible. This is the discussion that both parties are willing to provide concessions. Compromise buyers feel the need to get a discount or win in the discussion and are not willing to make concessions. Controlling a buyer wants to punish or harm a supplier in order to indicate a perception or to establish a gesture or based on a feeling that was used in the past. Termination Sometimes buyers use unreasonable requests as a way to expel suppliers from their company. Once you have determined what the motivation is, you have several ways to deal with bullies. There is a risk to confrontation, but if you make a concession, it will always be what that person expects you to do. Option 1: Seeking Negotiation Equality You want a fairer and more balanced approach to discussion. Try this: Commonality begins with questions that do not differ, ensuring that both of you can agree on these issues. Reduce the topic and let the conversation focus on real differences. Usually such conversations are limited to less than 3 core entries. Establish a penal mechanism for both parties to ensure that you are able to clarify the risks faced by buyers and yourself. This shows that partners benefit from cooperation and are penalized for unqualified partners. Don't be angry, bragging, or bluffing, don't get caught up in intimidation or threats. Option 2: Create time and distance By reducing the progress of the conversation, you can wait for the opportunity to wait for the bully to choose a different question or goal. This will take away some of the negative energy in the disagreement and allow other reasonable voices to support your claim. Then go back to the conversation. Option 3: Winning the help of an intermediary Sometimes you have to find a reasonable voice and explain your point of view to them. This is a very subtle thing, because bullies don't like to interfere. What your supporters will need is to understand the concessions and actions you have provided, the market conditions, and the questions that are raised on your behalf. Option 4: Make a series of small concessions Usually bullies need to win something, anything can be, otherwise they will feel that they are not doing the job well. By emphasizing this concession, it is the importance your company rarely gives to others to make this person feel his. Option 5: Let the bully understand the most tempting and dangerous strategy. Most of us know why. However, when you try all the other routes, you feel that you will fail anyway, then this is the time you have to take the initiative. Bullying is also part of the business environment. Usually with the guise of procurement and negotiation, this process is just a bullying of a more civilized version. You will inevitably face bullying, so take the time to make your strategy more effective.