1. Quotation techniques
(1) Comparative method: You can use comparative method to quote the price. For example, for the same style, list the prices of different materials or brands.
(2) Graphical method: Use graphic and text method.
(3) Analytical method: From the customer’s perspective, analyze the origin of the price.
(4) Decomposition method: Decompose the price components of the product. For example, “This pressure cooker has a service life of at least 10 years. Even if you calculate it based on 10 years, you only need to spend 24 yuan a year, or 2 yuan a month. In the process of using it, you save much more cooking time and fuel costs…” 2. Skills in communicating with customers Pay attention to the following issues when communicating with customers. (1) Don’t be intimidated or angry by the buyer’s counter-offer. When the buyer cuts the price in half right away, some factory salesmen may be stunned or angry, thinking that the buyer is being unreasonable, so they say “sorry, the price is impossible for us”. This makes both the buyer and themselves very embarrassed. When negotiating, the most taboo thing is to use words such as “I can’t”, “impossible” that leave no room for yourself. No matter when, you must not say this. (2) After the first point is done, the next step is how to deal with the other party’s counter-offer. This can be divided into the following two situations.
Situation A: The price offered by the other party is still favorable to the factory. Situation B: The price offered by the other party is simply unacceptable to you.
Although situation A rarely occurs, when encountering this situation, some salesmen are very straightforward and accept it immediately without arguing with the buyer. Little do they know that the buyer will feel that he has been deceived. He will place a very small order first, and then lower your price to a very low level. Therefore, it is better to hide your happiness and pride first, bargain with him in a serious manner, and accept it when it is almost the same, so that both the buyer and yourself feel very satisfied.
Situation B is the most common, and different people have different ways of dealing with it. Here is a relatively successful example: Once, the boss of a factory that makes computer peripheral products went to meet a customer with me. After listening to the quotation, the customer cut the price by half as I expected. The factory boss calmly took out a calculator and pencil and began to calculate the cost from the circuit board to the aluminum plate used for the shell, little by little, to show the customer, so that he could understand that the cost could not be reduced. Although the deal was not concluded on the spot, the factory must have left a deep impression on the customer, and he finally signed a $2 million order with him.
(3) Understand the customer’s psychology
Remember the most important point: anyone, anything, any price, has a reason and is logical. Presenting facts and reasoning are the golden rules in negotiations. Therefore, at the negotiation table, any promises must be based on objective facts, which makes it easier for people to accept. At the same time, don’t make empty promises, and don’t make deals that you can’t deliver on.