How to quote at different stages of sales

The problem of profits is a major issue that affects the survival and development of the company. Profits must be reflected when the products are sold to customers. Therefore, the level of price is one of the important conditions to measure the success of this promotion.

When customers contact the product in the initial period, whether it is for the spontaneous demand for the product or the sales personnel take the initiative to approach the product display, the customer will involuntarily ask: “How much is this product”, and it is the same in our daily life, such as the one day you Go to buy clothes, hand touch and ask, boss, how much is this clothes. The customer's initial asking price is mostly due to the lack of understanding of the value of the product, and how high the value of the product is determined by the initial price. If the product is expensive, it is considered to be of high value and the price of the product is considered low. We must be aware of this problem in sales, many junior salesmen always think that the customer asks for price is the intention to buy, excellent business people praise the customer's unique vision, and then introduce the value of the product, but do not mention the price, just say The product is expensive. After the customer understands the value of the product, he mentions the price again. For example, look at a case:

How much is this pants?

You say this colored pants, you really have eyesight, this kind of pants is made of nano-materials, waterproof, dirty, not fade. The quality is better than normal, so it's expensive.

How much is that?

400 yuan/bar

At this time, there are two results:

The first kind: This is expensive, buy is this, of course, is the ideal

The second kind: Oh! It's a bit expensive. At this time, the customer already knows your reason, and he fully understands the advantages of the product. The salesman goes home with it: What do you pay for? How do you buy intellectuals like you? The clothes must be on the level, only enough status. And the number of times this trousers will be washed will be very small, so it's worth more than other trousers. What do you think?

In life, everyone wears clothes. Few people can make professional identification of clothes, not just clothes, we buy cars, houses, home appliances, and food. It's all about experience. The experience here can be their own past experiences, or they can see the experience of others. For example, the pants we used to buy are 200 pieces. If the sales staff did not tell us that there is something different, then we think that the pants are the same. Yes, more than 200 pieces are expensive. We think that it is business owners who make too much money, rather than products that have something special. At this time, sales staff make explanations again. Customers usually think that it is an excuse.

Here I would like to mention the principle of quotation:

1, first value, after the price

2, talk about value, talk about price. The stronger the customer's demand for a product, the less he pays for the price of the product.

3、Investigate the customer's economic strength, targeted quotations, this may be estimated by the customer's wear, here I don't need to mention

4, when the quote is loud, clear, crisp, and the attitude is not hesitant, let the other party feel that this is the lowest price, there is no need to bargain.

5. There are two reasons why the first quotation is not the main action. There are two reasons. First, even if you don’t say it, others will ask if you actively say it, the other party will think, oh, you care about this. .

6. If the negotiation with the customer is not just one of ours, but there are more competitors, be careful not to report the lowest price, nor can you report the highest price.

This is something that you should always pay attention to in the procurement of industrial products.

7, in general, when faced with customers, sales of products from high to low price order will be very good.

Let me explain to you why this is the case. In daily life we ​​can do an experiment and place both hands in a pot of cold water and a pot of hot water. After two minutes, we get a pot of normal temperature water. Feel the cold hands feel cold in hot water, hands in cold water feel hot. Sales staff first introduce expensive products to customers, and introduce cheaper products, which will make customers feel cheaper.

In the mid-sale period, customers have a certain ability to discriminate products, and they also have a certain familiarity with business personnel. The customer has made corrections in favor of their sales personnel through the comparison of the prices of several companies. Ask for price cuts. At this time, it is no longer meaningful to talk to the customer about the quality of the product. The price offered by the customer may be true or false. We must make a full analysis. People have the mentality of getting the best results at the lowest price. such as:

There are 150,000 people out there. You have reported 200,000. Are you too sincere?

People get 150,000, and see how much money you can make?

If you can sell 140,000, we will set it today

People also have free shipping. What about you?

At this time, if naive is to promise him, he may find an excuse to leave or delay time, or request a price reduction again. The strategy at this time is simple, simple, and somewhat embarrassing. Most of them are blurted out and there is no hindsight.

At this time, there are generally two situations. One is if the conditions he proposes are acceptable, then the other party is required to promise three things:

First, do you pay today?

Second, can you sign today?

Third, can you decide to buy it yourself?

These three are indispensable, well, look at a case:

Client: Less 50,000, I bought it

Business: I can't do this with the Lord, but I'm going to ask the manager, but I can't ask him now

Customer: Why? You went to him and I talked to him.

Business: The last time a customer wanted to talk about the price, I went to him and was beaten by him. He said that he wanted to tell him three things first.

Customer: Which three?

Business: Did you bring money today? (Pause, see customer response)

Is the agreement signed today? (Pause, see customer response)

Can you decide to buy it yourself? (Pause, see customer response)

In the second case, if the price really cannot be achieved and the peers may not be able to do it, the following strategies can be used:

1, storytelling

Mr. Zhang, I know you as the company's procurement manager, everything is to proceed from the company's point of view, can save one point is a point, we really should also learn from you, but, Mr. Zhang, have you heard of the company? They are home trading companies, bought a batch of goods, nearly 50% of non-conforming products, customers litigated, lost millions, and now the company is closed, so our company owners often tell us that we must be responsible to customers. The customer is good, we are good.

2, comes with other services

Mr. Zhang, there is no way we can reduce the price above, so let's apply with the boss and help you install it for free.

3, e-registration strategy

The premise of the e-registration strategy is to know that the customer is talking about lies, and the company has a relative advantage in terms of price. Business personnel can ask the company's manager to show up and talk to the customer that because the business people are not professional, we have reduced the freight, and we have to On the basis of the original, we must increase the money. Customers here are generally very angry. Of course, the possibility of fare increase is not very great. However, if the price is low, the customer will not mention it anymore. satisfaction.

At the later stage of sales, the customer finally selected the company’s products and asked for fewer. This is generally a case where the customer can save one point or one point less, or show their profession in front of colleagues and bosses, or use observations. Our sales staff has spent a lot of time and energy, there is a kind of mentality that will gain, and we will deliberately bargain. At this time, we must first fully demonstrate weakness, express respect for him, and give him a blank check.

Mr. Zhang, you can see that we have been in contact for nearly six months. Before and after I came to you this nearly 10 times. I really hope to be able to do this one. If you promise it, our company will not pass it over there. We will have a dinner tonight. If this one is done, I will give you a big gift. You do not want to embarrass me!

There is no obvious mediation in the mid-term and late-stage sales, and it may only be a few seconds. Business personnel must accurately grasp the customer's mentality.