Domov > Prodaja > TEHNIKE POGAJANJ: 5 NASVETOV, S KATERIMI BOSTE PLAČALI MANJ

TEHNIKE POGAJANJ: 5 NASVETOV, S KATERIMI BOSTE PLAČALI MANJ

15. 8. 2017

Bi želeli za izdelek, ki si ga zares želite, plačati manj in prihraniti? Tehnike pogajanj so različne, z naslednjimi petimi lahko dosežemo boljšo ceno za skoraj vsak izdelek.

Če se ukvarjate s prodajo, jih lahko uporabite za ceno izdelkov, ki jih kupujete ali prodajate. Delujejo tudi v dolgoročnih poslovnih dogovorih, kjer boste leto za letom delali z istim partnerjem.

Te tehnike pogajanj morate znati uporabiti v vsaki prodajni situaciji.

1. Kako pri pogajanju o ceni uporabiti trzljaj

Ne glede na ceno, ki jo ponudi druga oseba, trznite nanjo, kot da ste pravkar slišali nekaj, kar vas je zelo razočaralo. Na obraz si nadenite žalosten izraz in z očmi zaokrožite gor in nazaj dol, kot da ste pravkar občutili veliko bolečino.

“Joj! To je pa grozno veliko denarja!”

Presenetljivo bo včasih že samo trzljaj povzročil, da bo druga oseba takoj znižala ali povečala ceno. In če vam že prvi trzljaj pomaga do nižje cene, ko nekaj kupujete, ali do višje ponudbe, ko prodajate, trzljaj skozi pogajanje uporabite spet in spet.

2. Postavljanje vprašanj kot pogajalska spretnost

“Je to najboljše, kar lahko ponudite? Res ne morete ponuditi boljšega od tega?”

Ko vprašate za ceno in vam  jo oseba pove, se ustavite, poglejte presenečeno ali celo kot da vas je cena šokirala, nato pa recite: “Je to najboljše, kar lahko ponudite?”

Zatem ostanite popolnoma tiho. Če je pri določanju cene še kaj manevrskega prostora, bo, zelo pogosto, druga oseba takoj spustila ceno ali tako izboljšala svojo ponudbo.

Če ceno spustijo že na prvo vprašanje “Je to vse, kar lahko ponudite?”, jih zatem kljub temu vprašajte še “Je to resnično vse, kar lahko ponudite? Ali ne morete ponuditi boljšega od tega?”

Vprašanje “Kaj je najboljše, kar mi lahko ponudite, če odločitev sprejmem danes?” vnese v pogajanja element nujnosti in pri prodajalcu sproži strah pred izgubo priložnosti.

3. Do boljše cene z uporabo trditve

Ne glede na ceno, ki vam jo povejo za določeni izdelek, takoj odvrnite:  “Drugje lahko to dobim ceneje.”

Kadar ponudnikom poveste, da lahko zadevo ceneje dobite drugje, pri katerem od njihovih tekmecev, se takoj omehčajo in začnejo popuščati. Ko uporabite to pogajalsko tehniko, ljudje izgubijo samozavest in raje, kot da bi izgubili priložnost za prodajo, postanejo bolj odprti za pogajanja o ceni.

Trditev “To lahko drugje dobim ceneje“, pogosto poruši odpor pri postavljeni ceni, ker ponudnik misli, da boste odšli drugam.

Ne pozabite, da morate osebi dovoliti popuščanje. Ne bodite sovražni ali izzivalni. Bodite prijazni. Ko vprašate na prijeten način, bo oseba veliko lažje popustila, kot če pristopite resno in agresivno.

4. Strategija podcenjevanja ali “lowballing”

Ko vam ponudijo ceno 100 evrov, uporabite strategijo podcenjevanja in recite:

“Dam vam 50 evrov v gotovini takoj zdaj.”

Kadar ponudite takojšnje plačilo z gotovino, se odpor na drugi strani dramatično zmanjša.

Več razlogov je, zakaj gotovina omogoči, da so ljudje bolj odprti do sodelovanja z vami. Trije najbolj očitni so (1) zmanjšanje stroškov zalog, (2) ni provizij, ki so sicer pri kartičnih plačilih, in (3) občutek takojšnjega zadovoljstva.

Včasih boste ponudili 50 evrov za 100 evrov vreden izdelek in odgovorili vam bodo s ponudbo 60 evrov. Zelo pogosto boste ugotovili, da četudi znižate ceno, ki se vam zdi smešna, vam bodo izdelek prodali za veliko manj, kot bi sploh kdaj pomislili, da boste morali plačati.

5. Med tehnike pogajanj vključite “grižljaje”

Grižljaji so dodatki.

“V redu, strinjam se s to ceno, če dodate brezplačno dostavo.”

Če oklevajo glede dodatkov, lahko na prijazen način odvrnete “Če ne boste vključili brezplačne dostave, se ne želim dogovoriti.”

Pojasnite ponudniku, da ste pripravljeni odkorakati stran, če niso pripravljeni dopolniti ponudbe.

Tu je ključ, kako doseči, da bo ponudnik pristavil tudi grižljaj. Dogovorite se o nakupu glavnega izdelka. Strinjajte se s ceno in pogoji. Naj bo videti, kot da ste se o poslu že dokončno dogovorili. Druga oseba bo mislila, da je izdelek že prodala, pa naj bo hiša, avto ali čoln, po ceni, ki jo bodo z veseljem sprejeli. Zatem dodajte to dodatno željo.

Zaključek

Te tehnike pogajanj uporabite, da si zagotovite najboljšo ceno zase tako v poslu kot v življenju.

Nikoli naj vas ne bo strah vprašati za boljšo ceno.

Zapomnite si, da so cene samovoljno postavljene številke, za katere prodajalci menijo, da ste jih pripravljeni plačati.

Skoraj vedno lahko dosežete boljšo ceno.

Avtor: Brian Tracy

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Author

  • Brian Tracy

    Brian Tracy je legenda in eden od najbolj priljubljenih poslovnih strokovnjakov na svetu. Njegovih seminarjev se je udeležilo več kot 4 milijone udeležencev iz 42 držav. V svoji karieri je svetoval podjetjem, kot so IBM, Coca-Cola, Ford, 3M, Johnson & Johnson, American Express, Toyota, Je tudi avtor 45 knjižnih uspešnic in cca. 300 avdio programov.

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