Qualitative agreement or business transaction – it is art that can be learned. Such a cooperation agreement between business partners is aimed at mutual benefit and carried out according to certain rules.
The following methods of conducting business agreement has proved itself very well in practice – both at the level of relations within the company and among the clientele. It consists of three stages.
The first stage of the transaction – a familiarity with the potential partner (client). The ability to introduce yourself and your company in a favorable light – over 50% success rate. How is it done? Need to introduce himself (incomplete form, with no middle name), voicing your status in the company and core responsibilities. Next, call the company, mentioning some of its most significant achievements in the market, and exchange business cards. The rules allow the exchange of business cards at the beginning and the end of negotiations. Such an exchange is not only color information, but also serves to confirm (or advance) for further cooperation.
The second stage of the negotiations involves the mutual adjustment of the main points of discussion with leading questions. For example, you can ask a potential partner (client), the main purpose of his coming to the presentation. And on the basis of this, discuss with him the most efficient plan for the conversation.
Do not forget that a second, invisible, “calling card” to serve in the conversation your unfailing courtesy, on the one hand, and on the other – well-researched plan for negotiations. We should pay particular attention to the fact that your position at this stage of the transaction should not be expectant and active: it is the initiative must come from you.
If the previous two phases can be called the preparatory talks, the third stage of the transaction, or principal, to determine the actual needs of the future partner. It is appropriate to use very popular in the professional environment, and consistently effective technique Nile Rekhema “spin.” It includes a few points:
A. It is necessary to determine the objective situation in which there is at present the company of your potential partner (client), its main person in charge – a prototype of behind the scenes and all-powerful Cardinal Richelieu in the French court – and the technical base.
Two. Necessary to identify the problem points in the company needs a partner or veiled the opposite side. For this example, you can ask some of the details of controversial decisions. Find the answer to your question will encourage future partner to the correct conclusion, helping to solve the problem situation. Generally, trading in this stage are ineffective, since they need to find out the real needs of the opposite side.
Three. After you determine the needs of the company disguised a possible partner (customer) need to determine what caused a dilemma under consideration. In other words, you should find out the actual result (implicit) wrong decision in the company of a possible partner. Let’s see how it looks in practice.
When testing the operation of new turnstiles at the entrance to the office of a sudden it turns out that they have low bandwidth, which creates some inconvenience. This causes dissatisfaction among the potential buyers of this device, there is – the dilemma (implicit) that must be addressed. Who will buy a product that causes the problem?
At this stage, need to be able to properly raise the issue, clarifying the situation and prints to solve looming dilemma. Suppose such a leading question: what consequences arose a situation? The answer suggests itself is this: the office will reduce the working day (shift beginning of the day), the microclimate in the team deteriorates (crush at the turnstiles), which will, accordingly, a decrease in labor productivity in the team, and the latter, in turn, will inevitably lead to a decrease in income all levels of the hierarchy in the company, until its leader.
4. After leading questions, revealing the general problem of the company, go to the refinement of individual moments of the dilemma, which will provide more prominent way out of this situation. For example, in the case of the turnstiles would be appropriate to show the importance of the problem (due to far-reaching consequences). What does it mean? Having understood that the income of the company will suffer in the end, those turnstiles will be selected that will increase revenue by improving the capacity of the equipment at the entrance to the office.
Thus, by using in the course of a business agreement between business partners, guiding and clarifying questions, you can learn the true needs of a potential partner. Only then can proceed to the sales of goods or services.
Finally let us briefly denote Milestones methods of conducting business negotiations:
– Identify the existing dilemma of the company and its consequences;
– The prospects for finding solutions to this dilemma;
– Presentation of the goods or services;
– The so-called overdrive – taking customer (partner) the obligations of the agreement adopted with clear time limits for their implementation (eg, contract agreements adopted).
That last point is the main goal of any business agreements and serves as an indicator of successful negotiations.
Do not be concerned that such a scheme is the conclusion of business agreements more closely resembles the preparation of Intelligence agents: it is actively used at the conclusion of commercial transactions by managers of all advanced industrialized countries. Success in business!