Tài liệu Thương lượng giá với khách hàng

Thuong lupng gift h6ng Gi:i cii lu iin la van dé quan tain léin nhat ciia kh:i ch hé ng va diii khi kh:ich hang cé nhitng ph:in frng vé gi:i ma khfing ph:ii ngiriii b:in hang, hay tha( m chi nha s:in xufit nao cii ng cé thé gi:i i thich the:i diing. Chia kho:i dé trii nh ph:i n ring la tao diéu ki(n cho kh iich hang biét hp sé nhan du'irc gi tir khoan tién ma hp bit ra. Co rfit nhiéu nguyen tac trong vi(c ban hang, nhuug co mot nguyen tac minh vao gia ban ciia san pham hay d|ch vp, thi kh:ich hang ciia ban ciing sé 1:tin y nhu thé- tuc la chi tap trung vao yéu to gla Ca. Trii khi ban co the lam cho s:in pham ciia minh kh:ic biet v‹ii san pham ciia doi thu canh tranh, thi chi s:in pham vo’i muc gi:i thap nhat mcii co the ban chay Bart McConley, gram doc phu 1r:ich ban hang cua tap doan Warnock Automotive, My, cho rang: “Néu ai do khfing blet ve ph:in tf ng gia va dam ph:in, do la ngu‹ i dang dléu hanh mot cita h:ing ban xe hot thanh thiic”- anh noi. “Nhiéu ngu‹ i ban xe hot da ha g1:i ngay tar diem ban xe, th a( m chi truéc khi kh:ich hang buéc v:to xe. Luc do, khach h:ing sé bo qua dléu gi de nghi ve nhfmg gla tr| ma ho nhan dupc?” 1. B:in bang giii trJ that ciia san pham Ding bao gif de minh rot v:to tinh the phéi xin 'i vi gi:i ban co diéu gi do chua h pp ly. Hay x:ic d|nh dting gia tr| cfia siin pham va trung thanh vol no. Ban chi co the lam dupc diéu do néu co thong tin . t t rr op . .. can thiet doi v‹ i gia cua ban. Ban ph:ii luon co it nhat 3 ly do chlnh lam cho s:iii pham ciia ban trc thanh duy nhat de phan biet ban voi gi0p kh:ich hang hiéu dupc gia trl that ciia nhiing gi ma ban ban cho hp. Ban clio men tiéc iih ig kliacli hang khong thay dupc gia tr| ciia ban, t h a( m chi hay triinh xa h p néu co th é. Néu ban chi co m o) t kh:ich hang .. . .. . .. . .. tiem nang, ban se muon lam mpi viec de ban dupc hang cho h p, du co phai gi:inn gi:i bao nhiéu chang nua. Nhuug khi ban d co nhiéu kh:ich hang tiem nang hon, ban sé thay rang néu khong ban du’pc cho ngu‹ i nay thi b:in cho ngufii kh:ic. Con néu ban lien tuc ha gi:i, khach hang tiem nang sé nhanh chong nhan ra la ban dang danh gia thap khong ch1 s:in pham cua ban ma con cii chinh cong ly ban n iia. 3. Biét khi nao can thirong luplig thap co the gitlp san pham xam nhap th| tru rig vfii cc may thanh cong cao hon, dong thol giup Cho thanh cong cua ban bén viing hon. Kh1 do, phan ve gi:i sao cho cfing ty khfiiig bi thiet thoi, ma van phai giii’ ducc khach hang. Tuy nhien, su linh dong ve gi:i nen dua vao moi cJuan h( dai 4. T;y tin so voi cac hang kh:ic dé mua san pham cua ban, vay thi tot se nhan dupc gi tit' khoan chenh l(ch n:iy?”. Diéu then chot ‹ day la ban can ch1 ra co. Hay thuyét phuc sao cho kh:ich hang tin tufing ban, lam cho hp cain thay thoai mai hon khi giao d|ch hay cong tac vfii ban. giai tort nhiing thac mac hay ph:in ting ve gi:i, ciing nhu tar th‹ i dlém can . . . .. . . . . . . . .. dam phan ve gia. Neu ban co du tinh quyet doan de vu pi qua noi I o sp lam mat khach hang, ban co the giup cfing ty duong dau vé1 bat cti ph:in Thanh Thanh (Theo Entref›reneti r7Bwf›‹›rtcil)