Reasonable quotation is the key to success or failure

Quoting seems like a very simple question, but it is not. The quotation is too high and will scare guests away. Too low to lose money. Only a reasonable and professional quotation can win more customers for us. How can we make a reasonable offer? Here are some tips.

At the beginning of the establishment of the company, after the necessary preparations have been completed, it is necessary to consider how to promote the business. At this time, whether your business is going well or not, and whether the order volume is large enough, how to quote with customers is an important factor. Before quoting with customers, we must first understand two factors—objective factors and subjective factors. Only by fully considering these two factors can we formulate a reasonable price line that we can accept before we can quote to customers.

Objective factors

Soldiers often say: know yourself and know each other, do not fight. First of all, you want to understand the customer's situation in many aspects as far as possible, so as to help you target him with a targeted quote, that is, "personality quote." For example, if a guest asks you for an inquiry, you should first understand which country or city this customer belongs to and whether it belongs to the sales group of your product. Its main product range and sales methods are wholesale, retail or mail order. , is a large customer or a small intermediary, his purchasing ability and sincerity, his familiarity with the product, etc., based on these as a basis to create a detailed customer profile, and then according to the following general principles, the last Quoted price:

1. If the other party is a big customer, his purchasing power is stronger, and you can properly report the price higher, and vice versa.

2. If the customer is very familiar with the product and the price, I suggest you use the "contrast method". When negotiating with him, highlight the advantages of your product, the disadvantages of your peers, and the price is close to the reserve price, and it is possible to start from the very beginning. "Catch" guests.

3. If the customer's personality is relatively straightforward and does not like to bargain with you, you'd better show your own cards from the very beginning to avoid running out of high prices and scaring him away.

4. If the customer is not very familiar with the product, you will introduce more about the use and advantages of the product. The price may be higher.

5. If some customers are particularly sensitive to the price, every minute and every minute must compete, and he is very fancy to your product, you must have enough patience to play a "psychological war" with the guests, ask or try to figure out The customer’s target price is compared with the reserve price that he can give. For example, his target price is 12 yuan, and you can afford a price of 13 yuan, you'd better pay 14 yuan. You can take multiple steps to make a counter-offer. Let's make a little more, let the guests see hope, then let Step by step to reduce, do not be in one step, but should be step by step to allow customers to slowly taste the sweetness, see the hope, but it must be obtained through hard work, so that the guests finally have a sense of winning.

Keep in mind that you must not directly give your customers the lowest price from the beginning, because if you make a full concession before the end of the negotiation, you will not have to mobilize the weight of the buyer at the last moment.