How to be an excellent wine salesman?

(1) Negotiation is a plan. Before negotiating with customers, smart salesmen will list all the negotiation steps and issues to be discussed, and arrange the order to make a preliminary judgment on some issues that customers will expect to ask.

In actual negotiations, customers are often led by the nose. The main reason is that the negotiations are not planned and have no own ideas. In the process of negotiation, if you are interrupted by a customer, you will lose the main line. After the talk, I found that I had been pestering my customers for hours about a certain problem, and I didn't mention anything else at all. The whole negotiation failed! If you plan first, proceed as planned, and the customer asks questions or deliberately tries to distract you, you only need to simply answer the questions raised by the customer and immediately return to the original steps to continue the negotiation.

(2) Negotiations cannot be fast. Some salespeople think that their negotiation is finished as soon as they have finished talking with their customers. As a result, the customer raised a lot of questions, but none of them could be solved and nothing was done.

The manager arranged for the salesman to arrange a promotion at a customer's place and settle the balance. After the salesman went, he told the customer the promotion plan and immediately put forward the matter of dealing with the money. The customer then asks the salesman a lot of market questions, and the salesman is finished when he listens! None of them can be solved, and money seems impossible.

Why? Too soon! Wrong order! Don't shake the cards quickly without knowing each other's needs. Rearrange the negotiation steps, step by step, and the result will be very different. Get to know the market situation at the customer first, and the customer will definitely ask you a lot of market questions. When the customer has finished talking about the market problems, you tell the customer to arrange a promotion after careful consideration to alleviate and solve the market problems, discuss the next development of the market with the customer, and finally put forward the matter of dealing with money. We can think about it, we are customers, will we refuse to pay? Don't do it, some don't make sense!

(3) Negotiation is a process of negotiation. Don't tell all your problems, state them one by one and discuss the solutions one by one. Don't throw out the second question until the first one is solved. Otherwise, as soon as the second question comes up, you will immediately fall into passive, fruitless and new negotiations.

(4) Negotiation is a trap game. We should deliberately set some well-meaning "traps" to lure customers into submission.