Chapter 35: Uncovering Pain Points and Luring the Catch
Time: Negotiation at its boiling point
Location: Partner's Conference Room
The atmosphere in the conference room was stifling, like smoke made tangible, permeating every inch of the air. The harsh white light from the overhead lamps cast a pallid glow across the meeting table, as the negotiations reached a fever pitch. Zhang Liang sat on one side of the table, every muscle in his body taut, yet as sharp as a predator in the hunt, his eyes catching the fleeting moment of vulnerability on Liu's face. This small shift in expression was like a flicker of light in the darkness, igniting a spark of hope. He knew it was the perfect moment, and he had to strike while the iron was hot.
At that moment, the familiar voice of the "Dao De Jing System" resonated in his mind, clear and powerful: "Perceive the heart of the matter, act in accordance with the situation." These eight simple words carried profound wisdom, cutting through the fog of uncertainty like a beacon, showing Zhang Liang the path forward. He realized that to win in this negotiation, he needed to follow Liu's unspoken desires and needs, and act accordingly, aligning with the flow rather than opposing it.
"General Liu, I've done my homework for this partnership," Zhang Liang began, sitting up straighter, his tone calm yet brimming with confidence. "I know your company is pushing hard to expand into new markets, and this is truly an exciting time for you!" He leaned forward slightly, his eyes full of sincerity and anticipation, locking with Liu's gaze as if willing his thoughts into Liu's mind. "However, I've also heard you're facing a particular dilemma—you're looking for a breakthrough product to make a splash in the market. Imagine this new market as a land full of treasure, and whoever finds the key first will unlock the doors to wealth. Our new product is that unique 'golden key'!"
With that, Zhang Liang stood and walked briskly to the display board. Grabbing a marker, he swiftly drew a mind map illustrating the advantages of their product. As he spoke, his voice calm and steady, he explained: "Look here, our product design is incredibly innovative—like tossing a sparkling gem into a still lake, instantly drawing everyone's attention. And it appeals to a wide audience, from fashion-forward youth to quality-conscious adults. If we succeed in launching this product in the new market, it'll create a shopping frenzy, becoming a hot-seller. The traffic and revenue it generates will far outweigh the penalty fees you're worried about!"
Liu's eyes, which had been wandering and uninterested, suddenly lit up, like a flame catching on dry tinder. He couldn't stay still anymore. His body subconsciously leaned forward, his hands pressing on the table, his eyes fixed on Zhang Liang as though seeing the light that could unlock the door to the new market. Liu's fingers tapped rhythmically on the table, a subconscious gesture as he weighed the pros and cons in his mind.
"What you're saying does sound enticing," Liu finally spoke, his voice tinged with hesitation. "But there's also the risk with the new market. Who can guarantee that this product will be successful?"
Zhang Liang had anticipated this concern. His lips curled into a slight, confident smile as he replied without hesitation, "General Liu, your concerns are completely valid. After all, investment always carries risk. But our company doesn't take blind actions. Before launching this product, we conducted extensive market research and data analysis. Here," Zhang Liang took a thick report from his assistant and handed it over to Liu, "this is our research report. According to the data, demand for this type of product in the new market is on the rise, and there isn't currently a product on the market that meets consumer needs fully. Our product fills this gap, giving us a significant competitive advantage. Furthermore, we have a professional marketing team, like seasoned hunters, ready with a detailed promotional plan to ensure the product's rapid success in this new market."
Liu took the report and began reading it carefully. His brow furrowed at times, then relaxed, clearly mulling over each point Zhang Liang made.
During this time, Zhang Liang remained outwardly calm, but internally, he was as tense as a taut string. He knew that the outcome of this negotiation hung in the balance. In his heart, he silently prayed for his efforts and preparations to bear fruit. He also recalled the concept of "Wu Wei Er Zhi" from the Dao De Jing system—understanding that it's not about doing nothing, but rather not forcing things and letting them unfold naturally, guiding the situation with the most suitable approach. He felt that everything he had done so far aligned with this idea, responding to the partner's pain points and needs with sincerity and strength.
After what seemed like an eternity, Liu finally put the report down and looked up at Zhang Liang. The hesitation had mostly faded from his gaze. "You make a good point," Liu admitted. "But such a big decision still requires further consultation with our higher-ups. You'll need to wait. I'll get back to you after I've discussed it with them."
Though Zhang Liang was slightly disappointed that he hadn't secured a commitment yet, he understood that this was the best outcome he could expect for now. He nodded slightly and replied with a smile, "Thank you, General Liu. I believe you'll make a wise decision, and I look forward to creating great value together."
Summary: In this chapter, Zhang Liang expertly addresses the partner's concerns, detailing the new product's advantages and successfully capturing Liu's interest. However, Liu needs to consult with his higher-ups before making a final decision, leaving the outcome of the negotiation uncertain. In the next chapter, what will the results of Liu's consultation be? How will Zhang Liang further persuade him to move forward with the partnership? Stay tuned for the next chapter.