Idle is also idle, business is difficult to do, it is easy to catch a customer, how can I easily let him run away (smirking)?
First of all, I must definitely quote a price. The scale of the quotation is judged according to the customer's inquiry. The price of the regular product is medium, and the new product is slightly above.
For the first time, it is better not to use the regular word such as quote to quote, and the understatement price is sufficient. You don't even have the price word.
Important: Be sure to leave a tail to "fish" customers.
1. Prescribe a lower order quantity (as one of the bargaining chips in the future).
2, more important, later to add a description, the above price is a reference. As you can understand, depending on the order quantity, delivery time and payment method, the price will be very different and sometimes even up to 10% discount. Of course, this is all virtual.
3, in addition to the quotation, as far as possible in the reply to attach some information about the product, such as packaging, container conditions, product images and so on.
Our philosophy is to first give the customer a concept about the price, as well as the basic situation of the product, so that the customer feels strongly contact with you, whether or not the transaction can understand the product information, "worth to contact." Secondly, in the case that you do not understand the psychological price of the customer, the quotation will leave customers with interest and space for bargaining.
In the same way as fishing, you can't just bait in vain, nor can you smash an empty hook.
In short, the first time dealing with customers, the transaction is the second, the long-term flow, trying to arouse the customer's desire to "keep in touch" is more important.
So-called clear intention
Can not sit and wait for customers to express a clear intention, try to lead customers to tell his purpose.
For example, after a general FOB price, tell the customer "please inform you of the destination port you need, I am happy to convert a CNF price for your reference."
Or "Please let us know the possible order quantity and delivery time, I will see if I can give you a good price or discount."
After the customer has given you the information, you can just take it to the boss and ask for it.
Otherwise, the salesman becomes a sandwich biscuit: the boss does not quote, the customer does not give the "intention"; the customer does not disclose the details, the boss refuses to let go. Business is deadlocked.
To be a salesman, not only must fight with the customer, but also with the boss, can not be stupid and Other opportunities.
As mentioned earlier, it is a common trick to keep a "tail" fishing customer when quoting.
The so-called low price refers to the price that is close to the cost price, the profit is not high, and is maintained by the running amount; the high price is the price that is expected to be higher. As a novice, it is difficult to estimate the cost price by yourself. The boss is always flashing his words, simply, to turn over the transaction data of old customers. Old customers usually have low profits. The real transaction price of old customers is often closer to the boss's psychology. Understand the bottom line.
"Low price to stay at the end" is to report a low price, but it is not necessary to stipulate a relatively large order quantity, even higher than the estimated order quantity of the customer. The key is to use low prices to attract customer interest. Also provide a basis for future price increases - of course, it is necessary to be a little expensive (Guangdong Chamber).
"High price to stay at the end" is to deliberately stipulate a small order quantity (estimating the amount that the customer is not difficult to achieve) after bidding for a high price, and promises that if it exceeds this amount, the price will be discounted. In addition, as stated in the previous post, it indicates that a larger discount can be given depending on the payment method and the like. In short, the sky is asking for price, but customers are encouraged to pay back the money.
Whether to use the low price method or the high price method depends on the customer's situation, or according to the "feeling" of the salesman. The accuracy of this "feel" depends on the heat, slowly lingering, and eager to come. However, in general, you can check the customer's situation online first. If you find that the customer has a large-scale website and branches, or spread the purchase information online, such customers are better to use the low price method, because you will have many Competitors, at the beginning of the price, the customer ignores you. On the contrary, for those unfamiliar middlemen, you can use the high-price method, and actively introduce the "in-house" product technology in the correspondence, deliberately complicate the situation and give the customer a "this product is very particular, easy to lay." The feeling of being fooled, afterwards, strive to use the customer's mentality of “paying for a safe and secure†and earn more.
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