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

Chapter 45 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
Section [-] Negotiation Nirvana: Carrying out Rhetorical Questions to the End
Mini Scene House: In business negotiations, when the other party shows favor or weakness on purpose, how to use rhetorical questioning to find out the other party's true intentions.

Question story session:
Negotiations have been going on for two hours without a final result.A always hopes that B can buy his product, but B is always hesitant.

A: "Actually, you should be able to see our sincerity. The reason why we want to cooperate with you is because of your company's strength and reputation in the industry. So, can't you think about it?"

B: "What are you considering? What are you considering? Just because of your sincerity? Commercial transactions and product quality must be guaranteed. Do you have solid capital?"

A: "Of course."

As he spoke, he took out a dozen documents.

"Look, this is the product we provided to the previous company and their evaluation of the product. Do you know Fangtong Company? This company is still good."

When B heard this, his complexion suddenly became bad.

"Fang Tong Company? Is it the goods you provided them?"

"Yes, you've heard of it? That's all the better."

"It's easier to handle. Now I can solemnly tell you that the negotiation can be over at this point. Do you know that you have made Fang Tong miserable? The quality of the product is not up to standard, the appearance is old, and there will be a long backlog of goods as soon as they arrive. , can’t be sold at all, this is the excellent service you provide, your sincerity?”

"No way, you might have made a mistake." A was a little flustered, "Oh, I took the wrong material, I'll get someone to bring the right one right away, and it will be ready soon." A seemed even more anxious.

"Ridiculous! Do you also want to use our reputation in the industry to first disclose the news of our cooperation, expand your influence, and gain fame and profit?"

"No, no, we don't think so at all."

"Before showing me the information, I was really hesitant. What you said is really good. You can also offer a variety of preferential services at the same time. Isn't this a pie in the sky? After reading the information, I understand, you They want us to be that unlucky guy again. Why don’t you learn to be smarter and change the information?”

"No, no, you really misunderstood. I will call the company now to check. Someone must have made a mistake."

"No need, that's all."

Wonderful question:

In commercial negotiations, if one party deliberately shows favor, there are generally two possibilities: one is that the other party is really weak, and it is necessary to win the favor of the other party in this flattering way; One party obtains commercial benefits.A in the story belongs to the latter.

At first, B didn't see the real face of the other party, but he kept asking the other party in a rhetorical way.The use of rhetorical questions itself shows that B has some distrust of A. He wants to use a slightly questioning method to let the other party express his own shortcomings, exaggerating the huge gap between the strengths and needs of the two parties.Although A covered it up at the right time, he inadvertently told about Fang Tong's company.When this matter is exposed, B will have more capital to question the other party, and thus see the other party's true face: first gain the other party's trust by deliberately showing favor, and then sign the contract, and then shoddy it to achieve the despicable commercial purpose of harming others and benefiting oneself.

After being seen through by B, A feels uncomfortable and even speaks incoherently.I wanted to deceive the other party through the usual tricks, but I didn't expect to be able to overcome the other party's problems one after another, and finally showed my flaws.

Rhetorical questioning is just like this. Through continuous questioning, the point of problem is pointed at the other party, putting them in an embarrassing state of embarrassment.While continuously widening the gap between one's own demand and the other's supply capacity, it forces the other party to reveal its old background.

Contrast can also achieve the effect of rhetorical question.That is to compare the strength or measures of the other party with the negotiating party, and let the other party realize the gap between them during the comparison, and give up the previous unrealistic ideas.for example:
"Our company's products are very good, why don't you order ours?"

"Really? Compared with the top ten companies in this industry, how is your strength? Is the product quality comparable?"

If you ask this way, the other party will obediently shut up and restrain themselves when they know they don't have enough capital.

Therefore, no matter on the negotiating table or the debate table, if you learn to use rhetorical questions, you may gain an advantage in the confrontation with your opponent and shift the victory to your side as soon as possible.

(End of this chapter)