In foreign trade business, the quotation link is a crucial link, which is directly related to the possibility of the final transaction. However, due to the diversity of customers, the quotation strategy must be flexible. This article will explore the elements and skills that foreign trade salesmen need to pay attention to in the quotation process, hoping to provide some help for salesmen.
When customers inquire about prices, some customers may ask the price directly. Such customers are usually divided into several types:
They have already inquired about prices elsewhere, and see that your products are similar to the products they inquire about, so they ask the price directly;
Customers who often buy similar products hope to find a lower-priced alternative;
They accidentally discovered your product and habitually asked about the price first, then learned about the product;
The traditional way is to first understand the product details and finally ask about the price.
No matter what type of customer, direct quotation usually leads to transaction failure. Because in the absence of sufficient communication and understanding between the two parties, direct quotation is easy to scare away customers. Too low a price will make customers doubt the quality of the product, and too high a price will exceed customer expectations and lead to customer loss.
When making a quotation, you need to pay attention to the following points:
1. The lower the quotation, the better. The quotation should be attractive, but the lower the better. A price that is too low can easily give customers the impression that the product quality is poor, and the negotiation space will also be affected.
2. The faster the quotation, the better. A quotation that is too fast can easily make customers feel unreliable, reduce trust, and expose the price bottom line, resulting in passive negotiations.
3. Set a quotation bottom line. Make sure the quotation is not lower than the bottom line price, protect the profit margin, and leave room for emergencies.
4. Control the timing of the quotation. Learn to quote the right price at the right time, such as quoting a low price to attract customers for the first consultation, quoting a step price for customers to choose from for in-depth consultation, quoting a negotiation price during negotiation, and quoting an agreed price in the final cooperation stage.
In short, quotation is a vital part of foreign trade business. Salesmen need to flexibly master quotation skills and reasonably set prices according to the different situations of customers in order to succeed in the fierce market competition.