After many years of sales practice and study, summed up the experience and experience in some major customer sales quotes. Improper, please.
Quotation of the 2 errors
1, the lower the better
The lower the price, to give people the first feeling is not “ inexpensive ” and only “ the low cost ” is not conducive to the establishment of the company's brand.
The lower the price, the less the negotiation space, the less negotiation space, the lower the customer's sense of achievement, is not conducive to the achievement of the transaction.
The quotation is lower, their bargaining space is less, it is easy to fall below the bottom line no leeway, is not conducive to a deal.
2, the sooner the better
Quote the sooner the better and a lot of business personnel offer a misunderstanding, but the price will be more quickly.
Offer more quickly, left to their own accounting prices have less time, possibly because accounting is not accurate and the formation of regret, but the impact of the company's reputation.
Offer faster, your price is on hand too early, if more closely related business person in charge of the project with the competitors, it is possible to disclose the price we give them, we deal with the customer's probability is almost zero.
4 skills of quotation
1, set the bottom line
Business people must hold the bottom line price, while in order to establish a personal brand, but also set their own bottom line price.
Set the bottom line price may be slightly higher than the company's bottom line price, leaving customers bargain more space, customers will be more a sense of accomplishment, and we feel more personal sincerity, is conducive to the transaction.
Set the bottom line price can be slightly lower than the company's bottom line price, leaving the customer's sincerity more, the probability of turnover is higher.
This quote is the so-called strategic offer, in order to establish a cooperative relationship with customers as the primary task.
2, time to report
Prior to the operation of the specific project: can only offer reference price, can not make a formal offer.
Specific operation of the project: the customer will limit the corresponding time interval, should be reported in this interval, but should not be reported by the former, should rely on, a result to avoid leakage of the price, two due to longer time to consider a more accurate.
After the operation of the specific project: if the customer requires two quotations are available, there is no requirement that the general will not be quoted again.
The offer is scattered according to the customer's mood and report to.
3, attention to test
For less familiar with the customer: can be made with a price difference between the price of the market, and then observe the expression to determine the level of quotations.
For familiar customers: can be directly to the test questions, such as: “ * manager, you see this time we reported * * yuan how? ”. If the customer put forward the corresponding proposal, then according to its proposal to offer a higher probability of turnover.
For a complete stranger to the customer: can be taken to offer a single test approach to test, such as: we are in the quotation sheet, remark “ this quote is for reference only, the specific operation of the quotation. ” we can judge the price according to the reaction.
4, strict quotation
Unit, account, payment methods are considered to be high or low price factors, so it must be rigorous.
If the sales of the product price fluctuations, this case should offer rigorous, the quotation should be reflected in the “ the product with the XXX price fluctuation of ” other similar words, in order to adjust the price.
3 state of the quotation
1, low level of — — at sight
The quotation as soon as possible, “ Yuediyuehao ” “ one is misunderstanding, called ” it is taboo.
The intent of the inquiry vary, and some customers to conduct market research, and some peers to carry out price test, we must first make clear the intention to make a decision whether or not.
If the customer inquiry intention is normal, is the real customer specific business person in charge of the project in the inquiry, no report is irresponsible, would seem too hasty make people feel no sense of trust, you must first get to know each other's needs, and then offer properly including the company needs and personal needs.
2, in the realm of — — with people and reported
Blind to generally offer the probability of success is low, try to find the customer specific business person in charge of the project research and taking peer price, such as “ X manager, we A (peer) at low XX Yuan, you see? ” this kind of quotation method the probability of success is relatively high, because the price will be more advantageous.
3, high level — — almost no newspaper
In the face of inquiry requirements, often take “ almost no ” form, is that they do not provide the amount of quotations, and allow customers to specific business project responsible person to help make their own decisions.
Must have a prerequisite is the relationship with the specific business project responsible person is very good.
“ almost not reported ” in reality, often reflect the words: “ brother, you see our product price is XX Yuan, how to quote your brother said, we share the interests of common progress. ” the other side will understand your meaning, the initiative to give a reference price, not only to meet the company's needs, but also to meet the individual needs, and ultimately the perfect deal.
“ not ” is the highest level, the &ldquo of war; almost no ” price is equivalent to &ldquo not ”.
Quote problem solved, customers can basically be able to like you from the transition to recognize you.