Discussion on Quoting Skills

First of all, we must report a price. The price of the quotation is judged according to the customer's enquiry. The price of the conventional product is medium, and the new product is slightly above.

For the first contact, it is best not to use quotes such as "quote" to quote, and the understatement of "price" is sufficient. Even price words do not appear.

Focus: Be sure to leave a tail to "fish" the customer.

1. Specify a minimum order quantity (as one of the future bargaining chips).
2. The most important, to be added later, "The above price is a reference. As you can understand, according to the order quantity, delivery time and payment method, the price will be very different - sometimes even There is a discount of up to 10%. "Something - of course it's all false.
3. In addition to the quotation, as far as possible in the reply letter with some information about the product, such as packaging, container conditions, product images and so on.

My philosophy is to first give customers a concept about price and basic information about the product, so that the customer feels strongly to contact you, whether or not the transaction can understand the product information, "worth to contact". Second, in your customer Under the circumstances that the psychological price does not understand, the quotation leaves the customer with the interest and space for bargaining.

In the same way as fishing, you can neither throw bait alone nor throw an empty fish hook.

In short, when dealing with customers for the first time, the transaction is the second one, and the desire to inspire customers to “keep in touch” is the most important.

Again: the so-called clear intention

Can not sit and wait for the customer to express "a clear intention", to try to lead the customer to say his purpose.

For example, after reporting FOB prices generically, tell the customer "please inform us of your desired port of destination. I would be happy to translate a CNF price for your reference."

Or "Please inform us of the possible order quantity and delivery time. I see if I can give you a good price or discount."

After waiting for the customer to give you this information, you can just hold it and ask the boss.

Otherwise, the clerk became a sandwich cookie: the boss did not offer, the customer did not give "intention"; the customer did not disclose the details, the boss refused to let go. Business was deadlocked.

To be a salesman, not only to fight with the customer, but also to deal with the boss, can not be silly and other opportunities.

As mentioned earlier, when quoting, leave a "tail" fishing client, which is a common trick.

The so-called low price refers to the price that is close to the cost price, and the profit is not high. The price is maintained by running. The high price is the price expected to be higher. As a novice, it is difficult to estimate the cost price by yourself. The boss always blinks the price. The word slovenly, simply to flip through the transaction data of the old customers, old customers usually have low profits, and the actual transaction prices of old customers are often closer to the boss's mental under-bearing line.

“Low-price retention” is to quote a low price, but it stipulates that a relatively large MOQ, even much higher than your estimated customer’s possible subscription amount, does not matter. The key is to hook up the customer’s interest at a low price. It also provides a basis for future price increases.

"High price retention" means that after a high price, it deliberately stipulates a small order quantity (estimate the amount that the customer can easily reach), and promises that if it exceeds this amount, the price will be discounted. In addition, as mentioned in the previous post, it indicates that The difference in payment methods, etc., can give a big discount cloud. In short, the sky is asking prices, but encourage customers to pay back on the spot.

Using low-cost or high-price methods, depending on the customer's situation, or according to the salesman's "feeling". The accuracy of this "feeling" is based on the heat, slowly stunned, but can not rush. But generally speaking You can check the customer's situation on the Internet first. If you find that customers have large-scale websites and branch offices, or you want to distribute information on the Internet, such customers should use the low-price method because you have many competitors. At the beginning, the price is high, and the client ignores you. On the contrary, for unfamiliar middlemen, you can use the high price method, and actively introduce the "professional" product technology situation in the correspondence to deliberately complicate the situation. Give customers a sense of "this product is very particular, layman easily gullible", and finally, strive to use the customer's "cost money to buy a safe" mentality, and earn more.

When we are still low-level salespeople, the processing of quotes is often simple:
1. The customer asked for the price, the boss said to sell 5 pieces, and the customer said it was too expensive.
2. Report to the boss, the boss said that up to four 5. The customer still does not agree.
3. The boss was annoyed and said "You asked the customer how many are willing to place an order." The customer either did not hear the news or answered "How about 2 8?"
4. The boss said that the cost of two pieces of 8 is not enough, and the customers are just messing up...less than 4 blocks, there is no way to do it.
5. The customer ran away... We were busy and we had to rely on that one thousand five salary for this month.. Why did my mom miss birthday on the 20th?

Bosses and customers generally don't have a deaf culture. When they come by their temperament, we never have a day in the future. Therefore, after a salesman reaches a stage, he must strive for the next level, and gradually become passive and active. Go to "lead" the customer and the boss and promote the business.

This "guidance" is based on three concepts:

1. The price is alive. According to the size of the order, the arrangement of the production period, the mode of transportation and the payment method, there will be great differences. At the same time, the cost structure of a product is complicated, a component or processing Changes in steps can often bring about considerable cost changes.

2. Customers may not necessarily know/keep their requirements for products, especially consumer and craft products. For example, if you plan to order 1000, if you talk well, customers have confidence and may eventually increase to 5000. Originally, the customer wanted to be a full metal product, but in the end it might accept a proposal like “external metal and bottom and internal resin/plastic” for low prices.

3. The boss will not necessarily know/stick to the so-called bottom line of product prices. Especially for companies/factories with many product models, most of the bosses can only estimate the approximate cost in advance. Actually, the variables are very large. For example, the next month is Production gaps, in order to maintain production, may even mediocre even orders, or funding constraints, urgently need a sum of money to turnover or a letter of credit to loan.

Of course, to be passively active, first the salesman must be familiar with his own products and be familiar with his own factory. This point, it is not difficult for clever clerk to take one year and a half.

With the above idea, when quoting, do not mechanically convey the intention of the boss and say “NO” to the customer. Therefore, our business veterans always have a tone: “This thing is generally on this price. But you really want to If you want to be cheap, you can do it for you.” And for the boss: “I’ve looked at this customer. It’s a long-term buyer. It's worth a follow-up... We’ll try to do it with him first. ".

The difference is clear: novices simply pass on the words, and veterans use their brains to design solutions for clients and their bosses to facilitate transactions.

When doing specifics, pay attention to several points:

1. "Low prices" are possible, but most of them are tied up with conditions such as "large quantity", "prepayments", "timely safety of balances", "long delivery time", etc. Note that why "long lead times" Is it a convenient condition? Because it can be easily arranged to fill gaps in production. In addition, you can also choose to deliver goods when the freight is cheaper, or to fight goods along the road, which will greatly save costs.

2. Take the initiative to give advice to customers, such as the above-mentioned tricks to cut corners. Many times the customer feels distressed is money, not good quality. Provide alternative solutions as an insider, but customers welcome.

3. To communicate with customers and understand their real ideas. For example, when the counter-offer price is too low, look at the reasons on the side, whether the customer does not understand, does not calculate, or whether your competitors make the market disruptive. Processing. By the way, even if a competitor disturbs the market, unless you know that the other party is fraudulent, the principle of the squid is not to tell the customer's bad things about the competitor, suggesting that - it's all on the street, leave one for each other. face.

4. In the same way, communicate more with your boss, discuss methods for cutting corners and materials, and find more spare parts supply channels. Try to cut costs. Learn as much as you can about the factory's production and financial status, and help the boss to share their concerns while promoting the sale of low-cost customers. .

The collection of business intelligence is much better. We have seen a tragic case: a big buyer inquire about the famous, but novice salesman actually did not know the other party, the boss did not know the details and did not pay enough attention. The result was missed because of wanting a little profit. The opportunity to enter this big buyer's supply system. It is important to know that for many big buyers, the "system" that can enter them is very valuable. Once they have had a good transaction record with them, the way forward will be more. These big buyers easily do not make inquiries, often only occasionally when they are rushing to replenish their goods, and they have a rare opportunity for the new plant. In this sense, the opportunity is even met To do, sacrifice a little profit, right when buying money.

---- Above is the method that I saw in other places on the quotation, feels good to share out, hope to help everybody.