商务英语中下订单（Placing an Order）的日常用语.doc

Managing the Sales Negotiation Process In order to give you a real edge in your sales negotiations, some key points have been listed below: Don’t believe everything you see and hear: Part of a good salesperson’s skill is to learn to read people and situations very quickly. However, when it gets down to negotiating, you have to note down everything you see and hear. Buyers are good negotiators, and thus they are good actors. You may be the only person who has what he needs, but everything he does and says, from body language to the words he uses, will be designed to lead you to believe that unless he gets an extra 10% off, he’s going with the competition. Be skeptical. Be suspicious. Test, probe, and see what happens. Don’t offer your bottom line early in the negotiation. How many times have you been asked to “give me your best price”? And have you ever given your best price only to discover that the buyer still wanted more? You have to play the game. It’s expected. If you could drop your price by 10%, start out with 1%, or 2% or 4%. Leave yourself room to negotiate some more. Who knows you may get it for a 2% reduction. You might have to go all the way to 10%, but often you won’t. A little stubbornness pays big dividends. Get something in return for your added value. What if you discover that the buyer wants to be able to track his expenditures for your products or services in a way that is far more detailed and complex than is standard for your industry? And what if your account tracking system is set up in a way that you can provide that information at essentially no cost to you? Often the salesperson’s overwhelming temptation is to jump in and say, “Oh, we can do that. That’s no problem.” Before you do, however, think about your options. You could throw it in as part of the package and try to build good will. Or you could take a deep breath and try something like, “That’s a difficult problem that will require some effort on our part, but it’s doable.” In the seco