[China Glass Network] Anyone who has done sales will have such a feeling: the customer's bargaining is like a beautiful but heartbreaking love song, always with himself. From the small-scale business of the dime market to the huge transactions of millions of businesses, the buyers and sellers are inevitably entangled in the transaction price: the buyer always asks for the price and the price after the goods are sold, and the seller is licking the tongue. Dryly claiming that the value of the property is worth the loss, in order to fight for a higher transaction price; the buyer is eager to use the high price as an excuse to "make love" and say "goodbye" to the seller, the seller is still in the end to retain the customer's "heart" Pain cut "profit"...... Bargaining, the market seems to be everywhere, all the time. Techmation Controller,Elevator Nice Controller,Step Elevator Controller Sunny Elevator Co., Ltd. , http://www.chinaelevatorparts.com
The price complex is a pain for businessmen forever. In order to effectively avoid this pain, we can try to work hard from the following aspects:
First, preemptive, want to bargain, say rest
Before the business negotiations, we can tell the other party that our supply price has been "dead" and that for various reasons we cannot downgrade, I hope the other party can understand. Putting "the ugly words first", blocking the customer's bargaining, so that they want to counter-offer but can't counter-offer, and receive a pre-emptive effect.
We often see such noticeable slogans in shopping malls, specialty stores and other places of business: "parity sales, counter-offering." If someone wants to bargain when shopping, their salesperson will politely point out: "I'm sorry, we don't bargain here." In this way, it is easy to avoid a battle of bargaining with customers.
In addition to demonstrating business rules to prevent customers from bargaining, we can also refer to the following two preemptive methods: 1. Explain to the customer the factors that influence price customization, such as unique raw material formula, advanced processing technology, and strong advertising promotion. It shows that the reason of "high price" is that the customer perceives that it is indeed a penny and a good value for money. 2. It shows that the operation of this variety itself does not make money. It is entirely based on the old relationship with a certain manufacturer for many years. This business, I hope this customer can also help, take care of the care; and show him that it will be compensated for in the future cooperation of other varieties.
Of course, the implementation of this "preemptive strike" approach must have a premise, that is, the product itself is excellent, very fashionable, very popular, and the sales are very good, and will not directly affect the customer's final purchase because of the high price. Otherwise, customers will be rejected thousands of miles away.
Second, the inspection of the face, the price of the report
In order to effectively avoid customer bargaining, clever quotation is critical. This involves a series of questions such as the classification of customers, the way of quoting, the choice of time and location.
Focus on the customer type, targeted quotation
For those customers who are aimless and do not know the price, they can offer high prices and set aside a certain bargaining space. For those who do not know the price of a particular product, customers who know the pricing rules of the various segments of the industry should make a reasonable offer. The level of high and low is reasonable; for those customers who know the specific price and can purchase the same variety from other sources, they should lower the price and retain the customer as much as possible without losing money. In a word, it is for different types of customers, to report different prices, "what to drink on the mountain."
Second, pay attention to the quotation method
In the quotation method, we should pay attention to three points: A, report the price of the smaller unit. For example, beer quotes, we usually quote the price of 1 bottle (a pentagonal), but do not report the price of 1 piece (36 yuan), which is the reason. Because the whole price is not easy to convert into a unit price, and the whole price is large, it will leave a high price impression for a while.
B. Report the corresponding price within the average time unit. For example: Qumei (a kind of diet pills) a box of 285 yuan, many people will suspect that its price is too high, then we can calculate with it, a box of 30, can serve 30 days, an average daily It only costs 9.50 yuan; compared with the average product of more than a dozen yuan per day, it is still cost-effective. C, do not report the integer price. Overstate some prices of a few hundred and a few dollars, and try to report hundreds of dozens of such prices. The more specific the price, the easier it is for customers to believe in the accuracy of pricing; secondly, we can bargain at customers. In the process, the fraction is used as a bargaining chip, and “letting profit†is given to the other party.
In addition, letting the customer report the purchase price that can be afforded first is also a good way to find the price.
Third, due to local quotation
1. Report different prices to customers at different times. When the customer is too busy, we can report a blur. The price, let him have a general price impression of the variety, the details can be agreed to the time to negotiate. When the customer has a clear intention to purchase, we should seize the opportunity to report the specific price, so that it has a more specific understanding of the product price. When there are many business personnel in the same industry and the competition is fierce, it is not suitable for quotation. At this time, the quotation, the customer's busy can't remember, but let the minded competitors grasp our price and become a breakthrough for us to attack us.
2. Quote at the right place. Quoting is a more serious matter. We should choose to make a quotation in a more formal place such as the office, or we will give the customer a feeling of casually and sloppy. In addition, outside the office, talking about quotations and other work matters, taking up private time is likely to cause customers to resent.
3. Grasp the quotation to whom. Price is often a sensitive topic in business interactions. For projects that are subject to bidding and negotiation, the price is a secret. Therefore, when quoting, the key person is identified, and the average person “speaks three pointsâ€. Can "all throw a heart." Quoting a person who can't do the Lord can only be futile, and even make the results counterproductive.
Third, highlight the advantages, value for money
Bargaining with customers is actually an art of persuasion. In the process of “lobbyingâ€, we must grasp one point: that is, we must “sell the melons to sell and boastâ€, highlight the products and all the advantages related to the sales of the products, so that the customers can sincerely produce a “only one, no branch†", "Is it worth the money" feeling, otherwise, the result will be to say no.
First of all, highlight the advantages of the product itself, for example, the product has a first-class processing and manufacturing technology level, the quality is guaranteed; there is a definite curative effect, a small amount can be used to receive good results; there is a unique selling point, the market blank is large, similar There are few products and strong competitiveness; there is a suitable retail price, consumers are easy or willing to accept products, although small profits can be sold more.
Second, highlight the support of the follow-up. It mainly indicates that the related advertising campaigns of the products are strong, and the media from the central to the local are covered; the promotion policies are in place, the gifts are delivered in a timely manner; the distribution policy is sound, and the distribution market can be effectively controlled, so that the areas are not disordered Price, etc.
Third, highlight the comprehensive supporting service projects, such as the establishment of a free consulting service, door-to-door, installation and commissioning, lifetime warranty and a relatively complete after-sales service mechanism.
Fourth, cleverly ask questions, discuss and still fine
In general, customer asking prices are mainly derived from two purposes. In the first place, he really wants to buy, asking for a price to get a counter-offer price base; second, he can buy or not to buy, by asking the machine to understand the price of the variety, that is, "exploring the truth."
In addition, there is a situation in which some old customers will use bargaining as an excuse to bargain a price that we can't afford in order to refuse or terminate the cooperation.
In response to these situations, we should first pay attention to the situation, pay attention to each request made by the customer, grasp the key points, analyze it, and make a quick judgment; clarify the true purpose of the customer inquiry price and bargaining; decide whether to quote him. What price is reported.
Secondly, carry out some surveys, find out the previous purchase channels and price deduction rates, understand the supply price that customers can accept, and report the room for rendezvous and attract customers. The price of force.
Third, even if you know very well that the supply price that you are currently implementing is indeed higher than the supply price of other suppliers, you can't immediately promise the customer to lower the price. At this time, you can use your own details as an excuse to promise. Respond to the company or relevant leaders for a reply. If the price is immediately reduced, it will give customers a feeling of being cheated: "You can obviously sell at a lower price, but when you supply us, it is so expensive." As a result, it will affect the settlement of the former futures payment, and further cooperation in the later period.
In short, in the face of customer bargaining, we can flexibly master the principle of “no loss, no loss of market, no loss of customersâ€, as long as we do not let customers ask for a “blood price†or “jumping priceâ€. You have to "big sale" yourself. In addition, it is also necessary to explain that after a period of intense reconciliation, once the price is “finalizedâ€, it must immediately sign an agreement to “catch it up†and not give the other party a chance to repent and change.