From Rookie to Negotiating Pro: A Model for Business Talk in the Laser Industry

This is a guide for newbies to the laser industry, covering everything from preparing for the exhibition to on-site negotiations. It includes templates for product introductions, responding to customer questions, and uncovering customer needs.Mastering these communication skills will help you answer questions from customers with confidence, quickly establish a professional image, and make the transition from trade show novice to negotiation expert.

Three things to do before the show.

A quick course in the industry.

Before leaving, get a good idea of the state of the industry.In the past three months, the market price of laser cutting machines has fluctuated, and mainstream power levels have changed. You need to remember these figures, and prepare a comparison table of your own products and those of competitors, so that you can answer technical questions from customers.

The product's selling points are reworded in a more colloquial style.

It's important to translate technical jargon into everyday language.For instance, instead of saying "beam quality M2 ≤ 1.3," one could say "the light spot produced is finer than a hair." Instead of "24-hour continuous processing," one could say "no need to worry about the machine breaking down, even if you work all night.Prepare three or five such expressions, and customers will listen with interest.

Anticipating high-frequency questions.

Prepare a list of questions: Can the price be lowered? How are warranties calculated? How is this product better than brand X? Prepare three versions of an answer to each question, one 30 seconds long, one 60 seconds long, and one three minutes long, and switch between them depending on how much time the customer has.Practice your facial expressions in front of a mirror. Don't let nervousness turn you into a robot reading from a script.

The golden three minutes.

The ice-breaking techniques vary according to local conditions.

When you see a customer's ID card, first determine his type of company: A factory owner is concerned with the ratio of quality to price, so you can ask, "How's your order volume these days?Carry a packet of mints with you, and when you offer them to someone, it's a natural way to break the ice. It's ten times better than a dry "Do you need an introduction?

The four-step process.

First, use open-ended questions to probe: "What's the biggest headache you have with processing?" After the client has unloaded about the problems with the equipment, throw out a multiple-choice question: "Are you more concerned about precision or speed?" Finally, close with a confirmation sentence: "If I understand you correctly, what you need is ...." Remember to write down key words in your notebook as you speak.

The bidding strategy is designed in layers.

Don't reveal your hand right off the bat.Prepare a script for the "escalator" sales pitch: "The standard configuration is NT $ X, but if you add the autofocus system it'll cost NT $ Y more, but you'll save NT $ Z a month on consumables.When encountering a customer with a talent for haggling, the salesperson will offer to throw in an extra six months 'worth of maintenance if the customer pays the full amount.Remember to put a calculator in a conspicuous place; pressing a few buttons at a critical moment can add to your persuasiveness.

The correct follow-up.

Customer classification skills.

On the last day of the show, I spent half an hour going through the cards I had collected. I drew a star beside Class A clients (those who clearly expressed a need at the show), a circle beside Class B clients (those who showed an interest), and a tick beside Class C clients (those who just took away some information).They follow up with different approaches depending on the level of the client. A-category clients are visited within three days, and the first thing that is said is, "I found an even better solution to the material handling system you inquired about last time.

Three times to follow up.

On Monday morning, "This is the video of the cutting test we just did over the weekend." On Friday afternoon, "You can take a look at this latest market analysis over the weekend." And before holidays, "There's a special discount on equipment maintenance during National Day.Remember to bring something to eat or drink each time you contact your customers, and don't make them think you are just there to collect an order.

Tips for maintaining long-term relationships.

We can set up an information sharing group and regularly post useful information, such as warnings about raw material price fluctuations, or guidelines for filing for government subsidies.When he comes across a friend of a friend on Facebook showing off his production site, he can't help but comment, "You could improve the heat dissipation of the third machine by putting it in a different place.Remember to send birthday greetings one day ahead of the system reminder, and attach an electronic copy of the "Laser Equipment Maintenance Calendar" as a little gift.