Learn some wonderful questioning techniques, mind reading techniques, and psychological control tech

Chapter 44 Part [-]
Previous: Questioning skills: how to speak so that others will listen, how to listen so that others will speak
Chapter 9 Interrogation Scene 9: Persistence or Showdown: Interrogation Skills at the Negotiation Table
The second quarter deliberately belittles, there is a mystery in the faultfinding
Mini scene house:
When bargaining, how to get the other party to lower the price.

Question story session:
Once, a buyer from a department store went to a clothing factory to purchase a batch of winter clothing.The buyer took a fancy to a leather jacket and asked the manager of the garment factory:
"How much is one piece?"

"500 yuan a piece."

"Is 400 yuan okay?"

"No, this is the lowest price for us, and we can't afford any less."

"Let's discuss and discuss. We can't just set the price at whatever price we want, and we can't drop it at all, right?"

The manager of the clothing factory felt that winter was coming soon, and it was the peak season for leather jacket sales, so he couldn't easily give in, so he said simply:

"The price cannot be compromised, there is nothing to discuss."

Seeing that the buyer had reached this point, he had no hope, so he turned his head and left.

Two days later, a buyer from another department store also came.He asked the garment factory manager:

"How much is one piece?"

The answer is still 500 yuan.The buyer added:

"We will ask for more. How much is the minimum price for a batch?"

"We only wholesale, not retail. This year, the wholesale price in the city is 500 yuan per piece."

At this time, the buyer is not in a hurry to counter-offer, but checks the product calmly.After a while, the buyer said:
"Your factory is an old factory, so I can trust you, so I came to your factory to purchase. However, the style of your batch of leather jackets is a bit outdated. Last year, the style was okay, but this year is no longer good. The color is also monotonous. You only have black ones. And this year the trendy colors for leather jackets are brown and sky blue.”

While talking, he looked at other products, and suddenly saw a crack in the pocket of a piece of clothing, and immediately said to the manager:

"You see, your workmanship is not as fine as other factories." He was still talking and checking, and found that the leather on the back of a piece of clothing was not good, so he said:
"Look, the leather quality of your clothes is also not good. Now customers are very particular about the quality of the leather. How can such leather quality be sold at such a high price?"

At this time, the manager lost his temper, so he said in a negotiating tone: "If you really want to buy, and if you want more, the price can be negotiated. Please give me a price!"

"Well, we can't let you suffer, we buy 50 pieces, 400 yuan a piece, how about it?"

"The price is too low, and you don't buy many pieces."

"Okay then, let's buy more, buy 100 pieces, and each piece will cost 30 yuan more, okay?"

"Okay, I think you are also a happy person, so I will do it according to your opinion!" So, the two sides reached an agreement with smiles.

Wonderful question:

The same is purchasing, why does one return empty-handed, while the other returns with a full load?The reason is simple. The latter adopts a fault-finding strategy. He will belittle the products and interfere with the thinking of the merchants.

Constantly find out the so-called faults of the product, and constantly ask questions. While asking questions, smart buyers are also constantly challenging the bottom line of the other party and reducing their own costs.Every problem he has is targeted, and the faults in his eyes are not necessarily the real flaws of the product. This is a strategy.

This is true in the store, and it is also true on the negotiating table.A shrewd negotiator will seize the loopholes and shortcomings of the other party as a bargaining chip to force the other party to make concessions.

"My friend, does this part of your contract comply with the regulations?"

"Is your product really flawless?"

Regardless of whether these are the other party's problems or not, if you raise them first, the other party will think about them carefully, and the process of his thinking is likely to be a process of giving in.Back and forth, one side's bargaining chips and confidence surged, but the other side's thinking was confused by your questioning skills, and the negotiation lost its previous rules.Once you get to that point, it will be you, not anyone else, who will take the initiative at the negotiating table.

(End of this chapter)