For customers who require customized products or have high technical requirements for products, they usually care more about whether the technical conditions of the products can be met. If the salesperson knows that such technical conditions are difficult for other manufacturers to meet, he can strive for the initiative in price and raise the price appropriately. As long as it is within the customer’s expectations, the transaction is expected to be reached. For example, a British customer needs a special vibrating glass hydraulic vibration platform to test the firmness of the glass. There is basically no precedent for this kind of product in China. At the request of the customer, an engineer from a vibration machinery factory in Xinxiang, Henan, specially designed a solution. The customer was very satisfied with the design plan, so in the quotation link, even if the product price was higher, the customer did not raise any objections, and the order was successfully completed.
Company Strength and Product Quality
If the salesperson has confidence in the company and the product, he does not have to blindly please the customer with a low price. The salesperson should be as professional as possible when quoting, and ask some professional questions before or during the quotation to show that he is familiar with the product or industry. When dealing with new customers, it is important to let customers know about your company. For example, invite them to visit the factory and let them understand the operating procedures of their company, so that customers can easily make up their minds when placing orders. Salesmen should be good at using the company’s introduction documents or the certifications passed by the company’s products, which are signs of the company’s strength.
Transaction conditions
When quoting, the salesman should choose appropriate price terms, negotiate with customers based on factors such as payment methods, delivery time, transportation terms, insurance terms, etc. in the contract, and take the initiative. In the current situation where export profits are generally low, it is more important than ever to be thrifty in every link of the entire trade process. Some domestic sellers have good export profits. Their practice is to first quote FOB (free on board) when quoting to the outside world, so that customers can compare the company’s product prices with other companies, and then quote CIF (cost, insurance and freight), and insist on arranging transportation and paying insurance in the domestic market. Doing so can not only give customers more choices, but also sellers can have a certain profit on transportation and insurance fees.