How to turn our original negotiating disadvantage into a negotiating advantage?
First of all, let me explain that these methods only mean that it is possible to solve many problems in the negotiation. For example, if you are in a small company, the customer says that I want to cooperate with a large company. Do you just give up or try to let the customer choose yourself? All discussions are aimed at winning customers as much as possible, not absolute!
1. Although we are a small company, we were the first to enter the industry. We produced this product in 1976, and the quality is quite stable. We can send you samples for your inspection.
2. The personnel structure of a small company is simpler. For example, if you tell me, I can tell the boss directly. For a large company, you tell the salesman, the salesman must tell the foreign trade manager, the foreign trade manager tells the vice president, and the vice president tells the boss, yes. Wasting you a lot of time
3 Small companies have few staff and low costs. Large companies have to feed so many people and the cost is relatively high.
4. More importantly, compared with XX (the largest company in the industry), you are not the biggest customer for this factory, so you will not enjoy the best prices and services, and if you cooperate with us, it is our VIP , Can definitely enjoy the most favorable price and the most thoughtful service. ;
5. Large companies are not without quality problems. For example, if you want to return the shipment, the other party needs to report layer by layer to confirm for you. But for us, it can be solved by a phone call. It is convenient for you to explain to the boss, isn't it?
6. As the saying goes, don’t put your eggs in a basket. You don’t want to find another supplier for urgent needs?
