For the customer, discuss the quotation skills
Customer inquiry, how do I get back?
Leisure is also idle, business is difficult to do, easy to catch a client, which can let him run away easily (fierce smile)?
First of all, it must be quoted. The scale of the quotation is judged according to the situation of the customer inquiry, the standard product price is medium, the new product is slightly higher.
First contact, it is best not to quote “quote”, a formal word for quote, “price” is an understatement, even if there is no price.
Important: always keep a tail to “catch” customers.
Stipulate a minimum order quantity (as one of the bargaining chips in future).
2. The most important, the back to add that “the above price for reference. As you can understand, according to the different order quantity, delivery time and payment terms, the price can make a big difference, sometimes even have a discount of 10%.” Yunyun – of course, it’s all virtual.
In addition to the quotation, please attach some information about the product, such as packing situation, container situation, product picture, etc.
Our idea is, first of all to the customer a concept about the price, as well as the basic information about products, let the customer strongly feel the contact with you, whether or not clinch a deal to be able to understand product information, contact “worth”. Second, when you are not aware of the customer’s psychological price, the offer is offered to the customer with the interest and space to bargain.
Like fishing, you can’t just throw a bait in the white, and you can’t get away with a cold fish hook.
In conclusion, the first time dealing with the customer, the transaction is the second, the thin stream, the desire to try to arouse the customer “keep in touch” is the main one.
Ps and: the explicit intention
Unable to sit and wait for clients to say “clear intention”, try to attract the customer to say his purpose.
For example, after a quote on FOB prices, tell the customer, “please inform us of the port of destination you need, and I am happy to make a reference to you for a CNF price.”
Also, “please let us know your possible order quantity and time of delivery. I’ll see if I can give you a good price or discount.”
When the customer gives you the information, you can go to the boss and ask for it.
Otherwise, the salesman becomes a sandwich: the customer doesn’t give an “intention” when the boss doesn’t quote. The customer didn’t give details, and the boss wouldn’t let go. Business is deadlocked.
Be a businessman, not only want to fight with the client, but also with the boss, but can’t wait for opportunity.
As stated earlier, it is a common trick to keep a “tail” to catch a customer.
Low prices refer to prices that are close to cost, low in profit, and run by volume. High prices are expected to be higher. As a beginner, it is difficult to estimate the cost price, the boss is always a dubious prevaricated, simply, to old customer transaction data, old customers usually low profits, and old customers to the real market price tend to be more close to the boss’s psychological bottom line.
“Low tail”, is at a low price, but the minimum quantity of an order for a larger, and even much higher than you can guess the customer may order it does not matter, the key is to hook the customer interest at a lower price, and provide the basis for future price increases – order quantity is not enough, of course, it is a bit more expensive (guangdong).
After the “high price for the tail”, it is true, deliberately regulations, a small quantity of goods (estimate the quantity of customer is not difficult to reach), and promises if more than this amount, the price will have discount. In addition, as mentioned above, the difference of payment method can be given to the larger discount cloud. In short, it’s asking for money, but it encourages customers to pay in place.
Use the low price method or the high price method, depending on the customer’s situation, or according to the “feeling” of the salesman. The accuracy of this “feeling” depends on the fire, the slow boil, the unurgent. But generally speaking, you can check the customer’s situation on preexistence net, if found a large customer site and branch offices, or spread the purchasing information on the Internet, this customer had better use low-cost method, because you will have a lot of competitors, initially high price, customer reason all ignore you. On the contrary, for those who are not familiar the middlemen, and can be used, and the price law, and actively introduce in mail to “expert” product technology, complicate situation intentionally, give customers a “this product is very exquisite, dilettante gullible” feeling, finally, strive for the use of customers “to buy a safe” mentality, to earn more.
When we are a low-level salesman, the process of quotation is often simple:
The customer asked the price and the boss said it was too expensive.
Report to the boss, and the boss says the maximum number is $4, 5. Customers still don’t agree.
The boss is bored and says, “how much do you ask the customer?” The customer will either have no voice, or say, “how about 2 blocks 8”?
The boss says that two eight costs are not enough, the client is just messing around… Less than four blocks of two is impossible to do.
The client ran off as soon as he heard… We’re going to have to get through the day with a base salary of $15,000. But my girlfriend is celebrating her birthday. The leak in the room was raining.
The boss and the customer don’t have a culture, the old let their son come to the word we will never make a day. So, the salesman to a stage later, will strive for the last level, gradually become passive to active, more customers and boss, try to “guide” to promote business.
This “guidance” is based on three ideas:
The price is alive. Depending on the size of the order, the arrangement of the production period, the mode of transportation and the way of payment, there will be a big difference. At the same time, the cost of a product is complex, and a change in a component or process can often lead to considerable cost changes.
Customers don’t necessarily know/hold on to their product requirements. Especially consumer class, craft product. For example, if we had planned to order 1000, if we had a good deal, the customer would be confident that it would eventually increase to 5,000. Or all customers want is a metal products, and finally may be in order to lower prices, accept is similar to “external and internal resin/plastic” at the bottom of the metal and such advice.
Bosses don’t necessarily know/stick to what they call the bottom line. Especially in a company/factory that has a lot of product design, the boss may be able to estimate the approximate cost in advance. But in fact, it’s very variable. For example, the next month is a production gap, which may be a small or even flat one for maintaining production. Or money is tight, need a sum of money to turn round or a letter of credit to borrow money.
Of course, to be passive, the salesman should be familiar with his own products and be familiar with his factory. This is a point where a smart salesman can do it all year long.
With this idea, don’t try to convey the boss’s intentions to the customer and say “NO” to the customer. So, let’s business veterans is always a voice: “it is generally the price.. but you really want the cheap line. Also, help you to do something”. To the boss: “this client I looked at, it’s a long-term buyer, it’s worth following up… we’ll try to do something with him first.”
The distinction is clear: the novice is simply passing words, while the old hand design scheme gives the customer and the boss the reference and promotes the trade.
When doing this, pay attention to what time:
“Low price” is ok, but mostly it is tied up with “big quantity”, “prepaid”, “spare time safety” and “long delivery date” etc. Note, why is “delivery length” a convenience? Because it can be easy to arrange, as to fill the gap in production, in addition you can also choose freight are cheaper when delivery, or spell by cargo, cost savings greatly.
Offer unsolicited advice to clients, such as the amount of cutting corners mentioned above. A lot of times clients are hurting money, not quality. Instead, the customer welcomes the alternative.
Communicate with customers and understand the customer’s true thoughts. For example, when the customer counteroffer is too low, the side understands the reason, it is the customer is not knowledgeable, does not calculate, still your competitor makes bad to disturb the market. So it’s targeted. By the way, even if is to disrupt the market rivals, unless you know the other side is a fraud, or squid principle is don’t speak ill of his rival in the customers’, suggests that can – are street mix, leave a face each other.
Do the same with your boss, explore ways to cut corners, and look for more parts to supply, and try to cut costs. Learn as much as possible about the production and financial situation of the factory, as well as helping to promote the sale of low-priced customers.
The more the business intelligence gathers, the better. Had seen a sad case: one of the famous big buyer enquiries, rookie salesman but incredibly don’t know each other’s position, the boss also don’t know the details and not enough attention. The result has been a missed opportunity to enter the big buyer’s supply system because of a small profit. Instructions, for many big buyers, can enter the “system” of them are very valuable, once had a good deal with their record, after the way is more suitable. And these big buyers are easy to avoid, often only when they are in a hurry to supplement their products, and the opportunity for a new factory is rare. In that sense, it is a good opportunity to do so even if it is to be done at the same time, at the expense of profits.