Conducting negotiations with VIP clients
Posted: Sun Dec 22, 2024 5:57 am
VIP clients demand a personal approach: from discounts and deferred payments to more attention and personal service.
Clarity and concreteness
During the conversation, you should support your words with examples from your own practice, use documents and tables to demonstrate the results of your work, provide samples of philippine country code contracts or agreements, indicate the cost of the product and its calculation, possible transaction options. You can present the product using advertising brochures, presentations or catalogs. Videos or presentation films will also be useful.
The opinions of authoritative people – mutual acquaintances, experts, partners – find a very good response from VIP clients. Let them see the results of marketing research, provide specific data, economic indicators, show reviews from other clients, demonstrate the results of your work.
Try to be more specific during meetings or negotiations, do not allow yourself lyrical digressions, only a friendly smile or a small amount of humor that is appropriate to the topic will be appropriate. Focus on the client's needs, give clear answers to questions, always be ready to explain or clarify something.
Recommended articles on this topic:
How to get contacts from a client: the most effective methods
B2B Marketing: Key Features, Promotion Channels
32 Ways to Attract Clients: Proven and Unconventional
Ability to speak and ask questions
To clarify the client's needs, use open questions that require detailed answers. For example: "What are your wishes?" They will most likely list their wishes and tell you what they expect from communicating with you.
If you need to get a more specific answer in a separate part of the conversation, choose a work option or service, then ask a closed question that can only be answered with "yes" or "no" or formulate a question-objection, for example: "Are you satisfied with our terms, should we sign the contract?". If the client answers negatively, then you should again return to alternating open and closed questions. Also use glue (linking) questions, for example: "Does the purchase of this car meet your requirements for a vehicle?"
Rules for working with VIP clients
Source: shutterstock.com
To avoid misunderstandings, always clarify if something said by a VIP client is unclear to you, otherwise your arrogance or the partner's prudence may lead to trouble. If the meaning of the client's words has an ambiguous interpretation, then to confirm, repeat what he said earlier, rephrase his words, summarize the results of the conversation out loud to clarify the agreements.
Facial expressions and gestures
At the beginning of the conversation, sit or stand at a 45-degree angle to the client, then gradually turn more directly towards each other. If the client immediately sits opposite you, it means that his intentions are serious. In this case, also sit directly opposite, but the distance between you should not be too small. To begin with, it can be 3-4 meters, and then the distance can be reduced to 1.5-2 meters.
Try not to frown, avoid smirking at the client's actions or words, as well as your own thoughts. And, of course, do not scratch your head, do not yawn, do not look at the ceiling - such behavior is inappropriate.
Your hands should be at rest, not giving away your feelings. Don't fold them into fists, don't hold them behind your back, at worst, keep them in your pockets, but it's best to open your palms a little and accompany your words about the advantages your company has and what it can give to the client with calm gestures.
Clarity and concreteness
During the conversation, you should support your words with examples from your own practice, use documents and tables to demonstrate the results of your work, provide samples of philippine country code contracts or agreements, indicate the cost of the product and its calculation, possible transaction options. You can present the product using advertising brochures, presentations or catalogs. Videos or presentation films will also be useful.
The opinions of authoritative people – mutual acquaintances, experts, partners – find a very good response from VIP clients. Let them see the results of marketing research, provide specific data, economic indicators, show reviews from other clients, demonstrate the results of your work.
Try to be more specific during meetings or negotiations, do not allow yourself lyrical digressions, only a friendly smile or a small amount of humor that is appropriate to the topic will be appropriate. Focus on the client's needs, give clear answers to questions, always be ready to explain or clarify something.
Recommended articles on this topic:
How to get contacts from a client: the most effective methods
B2B Marketing: Key Features, Promotion Channels
32 Ways to Attract Clients: Proven and Unconventional
Ability to speak and ask questions
To clarify the client's needs, use open questions that require detailed answers. For example: "What are your wishes?" They will most likely list their wishes and tell you what they expect from communicating with you.
If you need to get a more specific answer in a separate part of the conversation, choose a work option or service, then ask a closed question that can only be answered with "yes" or "no" or formulate a question-objection, for example: "Are you satisfied with our terms, should we sign the contract?". If the client answers negatively, then you should again return to alternating open and closed questions. Also use glue (linking) questions, for example: "Does the purchase of this car meet your requirements for a vehicle?"
Rules for working with VIP clients
Source: shutterstock.com
To avoid misunderstandings, always clarify if something said by a VIP client is unclear to you, otherwise your arrogance or the partner's prudence may lead to trouble. If the meaning of the client's words has an ambiguous interpretation, then to confirm, repeat what he said earlier, rephrase his words, summarize the results of the conversation out loud to clarify the agreements.
Facial expressions and gestures
At the beginning of the conversation, sit or stand at a 45-degree angle to the client, then gradually turn more directly towards each other. If the client immediately sits opposite you, it means that his intentions are serious. In this case, also sit directly opposite, but the distance between you should not be too small. To begin with, it can be 3-4 meters, and then the distance can be reduced to 1.5-2 meters.
Try not to frown, avoid smirking at the client's actions or words, as well as your own thoughts. And, of course, do not scratch your head, do not yawn, do not look at the ceiling - such behavior is inappropriate.
Your hands should be at rest, not giving away your feelings. Don't fold them into fists, don't hold them behind your back, at worst, keep them in your pockets, but it's best to open your palms a little and accompany your words about the advantages your company has and what it can give to the client with calm gestures.