Reasonable quotation is the key to success or failure
The quotation seems to be a very simple question, but it is not. If the quotation is too high, the guest will be scared away. If it is too low, it will suffer. Only a reasonable and professional quotation can win more customers for us. How can I make a reasonable offer? Here are some tips. At the beginning of the establishment of the company, after the necessary preparatory work is completed, it is necessary to consider how to promote the business outward. At this time, whether your business is going smoothly, whether the order quantity is signed enough, how to quote with customers is an important factor. Before quoting with customers, we must first understand the two factors - objective factors and subjective factors. Only by fully considering these two factors can we formulate a more reasonable and acceptable price bottom line before we can quote customers.
Objective factors
The military often said: Know yourself and know each other. First of all, you should first understand the customer's situation from many aspects, so as to help you to target him in a targeted manner, that is, "personality quote." For example, if a guest asks you for an inquiry, you should first understand which country, which city the customer is, whether it belongs to the sales group of your product, and the main product business scope and sales method, whether it is wholesale, retail or mail order. Is a big customer or a small middleman, his purchasing ability and sincerity, his familiarity with the product, etc., based on these data to build a detailed customer file, according to the following principles of mass, After the price is reported:
1. If the other party is a big customer, his purchasing power is strong, you can appropriately raise the price a little higher, and vice versa.
2. If the customer is very familiar with the product and the price, I suggest you use the "contrast method". When negotiating with him, highlighting the advantages of his products, the shortcomings of his peers, and the price is close to the reserve price, it is possible to "from the beginning" Catch "owner."
3. If the customer's personality is relatively straightforward, do not like to bargain with you, you better show your own cards at the beginning, so as not to report high prices to scare him away.
4. If the customer is not very familiar with the product, you will introduce some of the uses and advantages of the product, the price may be higher.
5. If some customers are particularly sensitive to price, every cent per cent must compete, and he is very fond of your products, you must have enough patience, play a "psychological war" with the guests, ask or try to figure out the guests The target price, and then compare with the base price that you can give, how big the gap is. For example, his target price is 12 yuan, and the price you can afford is 13 yuan, you can better report 14 yuan, you can take more steps when you counter-offer, let a little more, let the guests see hope, then let profit Step by step, you must not be in one step, but should be step by step, let the guests slowly taste the sweetness, see the hope, but also through hard work, so that the guests have a feeling of winning later.
Remember, don't give customers a lower quotation directly from the beginning, because if you make a full concession before the end of the negotiations, you will not mobilize the buyer's weight later.
Subjective factor
The price of a product is closely related to its quality and supply and demand relationship. Before you quote, you must first have a full understanding of your product and price, major target markets, similar products and prices. In general, this is the case:
1. If your product quality is relatively better, the quotation must be higher.
2. If your product is in short supply in the market, you can of course report a higher price.
3. If your product is a new product and the style is relatively new, the price is usually higher than the mature product.
4. Even if the same product, at different stages, due to market factors and quotas, etc., the quotation is not the same, we must learn more about the information, exercise a keen sense of smell.
In addition to these two factors, there are some techniques that can be used when quoting.
Quotation skill
If your product is expensive, when you quote, you must find ways to make customers fully aware of the advantages of your product in other areas.
There is a health care company that sells a particularly expensive women's oral liquid, which is much more expensive than its competitors, but when the salesman introduces the product to the dealer, it emphasizes its effectiveness and dosage, ie Its effect is incomparable to similar products, and only one can be taken every day. Unlike other products, three are taken every day, so the price is not high. The salesman's quotation method is easy to accept.
In addition, the quotation should also be accompanied by the main trading conditions such as delivery date, payment method, and order quantity, that is, not limited to price, but other conditions should be interactive. The customer may pay great attention to the delivery date. The delivery date you originally reported was 35 days, and the customer submitted a 30-day delivery. Whenever practicable, you can meet the customer's delivery date, but if the delivery deadline is too tight, increase the price appropriately, then the other party may accept it, you can get more profit for yourself.
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