Learn how to fish, will understand the truth of quotes?

Engaging in any industry is related to quotes. There are orders without quotes, and there will be clients ordering without quotes. Businessmen today are completely different from those of previous years. Social changes, national economies have also changed, and people's ideology has also changed. In previous years, it was to shop around for business. This year's business is more expensive than three. Everyone must understand this truth.

In the negotiations with our customers, the most problematic issue is asking prices. After that, there is no information. Why is it that the industries that we do now are not good or that the products are expensive? Why don't we have our products? The above issues are the main points for us to understand the problem from ourselves. We have something wrong with our work or a problem with the client. To distinguish between right and wrong. It's normal to do business queries. To do business is to quote prices. However, it is found that there are no opportunities for many customers to report prices. What problems still exist in this? There is no chance of not quoting. First of all, we must report a price.

The scale of the quotation is judged according to the customer's enquiry. The price of conventional products is medium, and new products are slightly above. The first contact, it is best not to quote such a regular quote to quote, understated price is enough. Even price tags do not appear. Emphasis: Be sure to leave a tail to “fish” customers.

1. Specify a minimum order quantity (as one of the bargaining chips later).

2, the most important, to be added later, the above price for reference. As you can understand, depending on the order quantity, delivery time, and payment method, prices can be very different and sometimes even up to 10% discount. Of course, this is imaginary.

3, in addition to quotes, as far as possible in the reply to some information on the product, such as packaging, container conditions, product images and so on.

Our philosophy is to first give the customer a concept of price and basic information about the product, so that the customer feels strongly to contact with you, and whether or not the transaction is able to understand the product information is “worthy of contact”. Second, when you don't understand the customer's psychological price, the offer leaves the customer with a lot of interest and space for bargaining.

In the same way as fishing, neither bait alone nor throw an empty fish hook. In short, when dealing with customers for the first time, the transaction is the second one, and it is the most important thing to try to arouse the customer's desire to “keep in touch”. Again: the so-called clear intention. Can not sit and wait for customers to express a clear intention, to try to lead customers to say his purpose. For example, after broadly reporting FOB prices, tell the customer “please inform us of your desired port of destination. I’d be happy to translate a CNF price for your reference.” Or “please inform us of your possible order quantity and delivery time. I see if I can give you a good price or discount." After the client has given you this information, you can just hold it and ask the boss. Otherwise, the clerk became a sandwich cookie: the boss did not offer, the customer did not give "intention"; the customer did not disclose the details, the boss refused to let go. Business is deadlocked. To be a salesman, not only to fight with the customer, but also to deal with the boss, can not be silly and other opportunities.

As mentioned earlier, when quoting, a "tail" fishing customer is a commonly used trick. The so-called low price refers to the price that is close to the cost price, and the profit is not high. The price is maintained by running. The high price is the price expected to be higher.

As a novice, it is difficult to estimate the cost price by themselves, and the boss always blinks and scolds the word. It is simply to flip through the trading data of the old customers. The old customers usually have low profits, and the actual transaction prices of the old customers are often closer to the boss's psychology. Bear the bottom line. “Low-price retention” is to quote a low price, but it stipulates that a relatively large MOQ, even much higher than your estimated customer’s possible subscription amount, does not matter. The key is to hook up the customer’s interest at a low price. And provide the basis for future price increases - ordering is not enough Well, of course, a little more expensive (Guangdong cavity). “High price stay” means that after reporting a high price, a small order quantity is deliberately provided (it is estimated that the customer is not difficult to reach), and if the price exceeds this amount, the price will be discounted. In addition, as mentioned earlier, it means that according to the difference in payment methods, you can give a bigger discount cloud. In short, the sky is asking prices, but customers are encouraged to pay back on the spot.

Using low-cost or high-price methods, depending on the customer's situation, or according to the salesman's "feeling." The accuracy of this "feeling" is based on the heat, slowly and irritably. However, generally speaking, you can check the customer's situation on the Internet first. If you find that a customer has a large-scale website and branch office, or you want to distribute information on the Internet, such a customer should use the low-price method because you will have a lot of Competitors have just started to have a high price, and the client will ignore you. On the other hand, for unfamiliar middlemen, they can use high-price methods and actively introduce the “in-house” product technology in their correspondence, deliberately complicate the situation, and give customers a kind of “this product is very particular and easy for laymen. The feeling of being "fake", and finally, strive to use the customer's "cost money to buy a safe" mentality, and earn more.