A good quotation and a sophisticated and thoughtful quotation reply are important, but in a business environment, the product price itself is the top priority for customers. If the company’s products use a unified selling price, or a unified selling price in different regions, then the quotation is relatively simple. If the company’s products are non-standard products or do not have a unified selling price, it is recommended that the salesperson must be cautious in quoting. If the quotation is too high, it is easy to lose customers; if the quotation is too low, customers dare not take the risk of trading with you. How to make a reasonable quotation? This book gives the following suggestions
(I) Consider the customer’s willingness to buy
Carefully analyze the customer’s willingness to buy and understand their real needs, so as to draft a quotation with content and smoothness. Some customers regard low price as the most important factor. If you give them a price close to your bottom line at the beginning, the possibility of obtaining the order will be greater. Mr. Zeng from an import and export company in Guangzhou said: “During the period from the time when the customer inquires about the price to the time before the official quotation, we will carefully analyze the customer’s true willingness to buy, and then decide whether to give them a compensatory trial quotation (virtual quotation) or a formal quotation (real quotation).”
(II) Responsibility for understanding market conditions
Due to the high transparency of market information and the rapid changes in market prices, sellers must quote prices based on the latest market information – “follow the market” in order to make transactions possible. Now some regular and powerful foreign companies have offices in China and are very familiar with the market conditions and market environment in China and abroad. This requires the salesperson to be well-informed, so the salesperson must frequently collect market prices. At the same time, for salespeople of professional companies that have been operating a specific variety for a long time, they must not only understand the development of the industry and the history of price changes, but also make reasonable analysis and predictions of recent price trends so that they can make reasonable quotations.