文档介绍：酒业制胜人性营销(客户篇)(Liquor industry Winning humanity marketing (customer))
First, the sunshine negotiations
The so-called "sunshine negotiations", that is, manufacturers, marketing personnel in the curve research, from a passive visit to change the initiative to meet, and the purpose of appointment is actually negotiations. During the negotiation, marketing personnel to win-win principle, to avoid human interference in the dark side of the environment, the art of speaking, content expression and other aspects, the two sides reached harmony in carefree and joyful atmosphere, so that the two sides with the same ideal towards market glory. Then, marketers should pay attention:
A, parallel coordinated negotiation environment: even if you than the position of the customer, negotiate if you sit in front of the customer boss in the office chair, across the boss style, looking at the boss chair inside the confident face rippling some advantages to customers face, you have a gentle the trial? This mentality is entirely caused by the environment. Sitting in a particular environment in the most authoritative position, anyone will unconsciously reveal human nature most deep pleasure and pride, so there would be invisible to each other causing depression, the negotiation is also not conducive to each other play. So if you are negotiating in your office, you must go out from your boss, sitting in a parallel equal position with the customer, the customer is not only for human psychological respect, is the first step you access to the other side of the mentality of the sun.
If you go to the customer's office to negotiate, if the customer has basic psychological and mon sense, he will walk out of the boss desk and sit in parallel with you to negotiate with you. But in fact, not all of this, this requires you to use your head, anyway, let your negotiations out of the boss table, sitting in parallel with you in the position. If it's somewhere else, it's the same. This is the first step