How to quote in different periods of sales
The issue of profit is a major issue that affects the survival and development of an enterprise. Profit must be reflected when the company's products are sold to customers. Therefore, the price is one of the important conditions to measure the success of this promotion. In the initial stage of contact with the product, whether it is for spontaneous demand for the product or for the salesperson to actively approach the product display, the customer will involuntarily ask: “How much is this product?†It is the same in our daily life, such as one day. Go buy clothes, ask with your hand, boss, how much is this clothes. Most of the customer's initial asking price is because the value of the product is not well understood, and the value of the product is judged at the initial price. If the product is expensive, it is considered to be of high value, and cheaper will also consider the value to be low. We must recognize this problem when we do sales. Many junior salesmen always think that the customer asks for the price is the intention to buy. The business people praise the customer's vision uniquely, and then introduce the value of the product, but do not mention the price, only the product Some are expensive. After the customer has an understanding of the value of the product, the price is mentioned. For example, look at a case: How much is this trouser? You said this color of pants, you really have eyesight, this kind of pants are made of nano-materials, waterproof, dirty, no fading. The quality is better than normal, so it is expensive. How much is that? 400 yuan / article At this time, there will be two results: Back to the front: This is expensive, it is this kind of purchase, of course, it is ideal. Second: Oh! It is a bit expensive. At this time, the customer already knows the reason for it. He also fully understands the advantages of the product. The salesperson goes with the trend: a penny, a knowledgeable person like you, you have to buy clothes. Only enough identity. And this trousers will be washed a few times, so it is worth more than other trousers, what do you say? In life, everyone is wearing clothes, and few people can professionally identify clothes, not only clothes, but also the cars, houses, home appliances, and food we buy. It is all based on experience. The experience here can be my own past experience, or it can be the experience of seeing others. For example, the pants we bought before are 200 pieces. If the salesperson didn’t tell us what is different, then we thought the pants were the same. More than 200 pieces are expensive. We think that the money earned by the merchant is too high, not the special content of the product. At this time, the salesperson will explain it again. The customer usually thinks it is an excuse. Here I would like to mention the principle of the quote: 1, first value, after the price 2. Talk more about value and talk less about price. The stronger the customer's demand for a certain product, the less he pays attention to the price of the product. 3. Investigate the economic strength of the customer and have a targeted offer. This may be estimated by the wearer of the customer. I will not mention it here. 4, the sound is bright, clear, and crisp, the attitude is determined not to hesitate, so that the other party feels that this is a lower price, there is no need to bargain. 5. There is no explanation for the previous quotation without the main action. There are two reasons for this. Because even if you don’t say it, others will ask, if you take the initiative to say it, the other party will think, oh, you care about this. . 6. If it is not just our family, but more competitors, we can't report lower prices or higher prices. This kind of matter that is usually paid attention to in the procurement of industrial products. 7. Generally speaking, when faced with customers, the promotion of products from high to low prices will be very good. Let me tell you why this is the case. In daily life, we can do an experiment, put both hands in a basin of cold, a basin of hot water, and two minutes later, get a basin of normal temperature water at the same time. I feel that the hands in the hot water feel cold, and the hands placed in the cold water feel hot. Sales personnel first introduce your products to customers, and then introduce cheap products, which will make customers feel cheaper. In the mid-sale period, the customer has certain discriminating ability for the product, and also has a certain familiarity with the business personnel. The customer has made a correction in favor of them through the comparison of the prices of several companies. Ask for a price cut. At this time, it is of little significance to emphasize the quality of the product with the customer. The price offered by the customer may be true or false. We have to make a full analysis, and people have a mentality of getting better results at a lower price. such as: People out of 150,000, you reported 200,000, you are too insincere, right? Let's get 150,000, and see how much you can make? If you can get 140,000, we will fix it today. People also get free shipping, what about you? At this time, if the innocence is to promise him, he may find an excuse to leave or delay the time, or ask for a price cut again. The strategy at this time is simple, simple, and awkward. Most of them blurted out and didn't have a backhand. At this time, there are generally two situations. One situation is that if the conditions he proposes are acceptable, then the other party must commit three things: Going forward, will 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: Customer: No less than 50,000, I bought it. Business: I can't do this thing, but I have to ask the manager, but I can't ask him now. Customer: Why? You go to him, I talk to him. Business: Last time, a customer wanted to talk about the price. I went to find him and was beaten once by him. He said that he had to tell him three things first. Customer: Which three? Business: Have you brought 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 can't be done, and the peers may not be able to do it, you can use the following strategies: 1. Telling a story Mr. Zhang, I know that you are the purchasing manager of the company. Everything is from the perspective of the company. One point is one point. We should definitely learn from you. However, Mr. Zhang, have you heard of the company? ? They are a trading company, bought a batch of goods, nearly 50% of unqualified products, customers have filed lawsuits, lost millions of dollars, and now the company is closed, so our company boss often tells us that we must be responsible to customers, customers Ok, we are good. 2, with other services Mr. Zhang, there is no way to reduce the price above. So, let me apply with the boss and help you install it for free. 3. Repentance strategy The premise of the repentance strategy is to know that the customer is telling lies, the company has a relative advantage in price, the business staff can ask the company manager to talk, and talk to the customer because the business personnel are not professional, we have less freight, but also On the basis of the original, there is still a need to add money. The customers here are generally very angry. Of course, the possibility of fare increase is not very big, but if the price is small, the customer will not mention it again. satisfaction. In the later stage of sales, the customer chooses the company's products later, and the requirements are less. This situation is generally the customer can save one point less, or show their profession in front of colleagues and bosses, or use observation To our sales staff spent a lot of time and energy, there is a must-have mentality, deliberately killing prices. At this time, we must first fully demonstrate weakness, express respect for him, and appropriately give him a blank check. Mr. Zhang, you see that we have been in contact for nearly half a year. I have been to you nearly 10 times before and after. I am very eager to do this for you. If you promise you, our company will not pass there. We will have dinner once this evening. If this order is completed, I will give you a big gift. Don't be embarrassed about me! There is no obvious medium-term and late-stage sales, and it may be only a few seconds. The business personnel must accurately grasp the customer's mentality.
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