How to reply to the customer's inquiry for the quotation technique?
When we are still low-level salesmen, the process of quotation is often simple:
1, the customer asks for the price, the boss said to sell 5, the customer said it is too expensive.
2, report to the boss, the boss said more to get 4 blocks 5. The customer still does not agree.
3, the boss is annoying, saying "you ask the customer how much willing to place an order." The customer either has no news or replies "How about 2 blocks?"
4, the boss said that 2 8 costs are not enough, the customer is simply chaos. If you have less than 4 blocks, you can't do it.
5. The customer ran as soon as he heard it. Let's get busy with this, and this month we still have to rely on the 15,000 basic salary.
Boss and customers generally don't have a scorpion culture. If they are old, they will never have a day. Therefore, after the salesman reaches a stage, he must strive for a level, gradually become passive and take the initiative, and try to "guide" customers and bosses to promote business.
This "guidance" is based on three concepts:
1. The price is alive, depending on the size of the order, the arrangement of the production period, the mode of transportation and the method of payment, there will be great differences. At the same time, the cost structure of a product is complex, a part or processing Changes in steps can often lead to considerable cost changes.
2, the customer does not necessarily know / stick to its requirements for the product. Especially for consumer and craft products. For example, if you plan to order 1000, if you talk well, the customer has confidence and may increase to 5,000. Or the original customer wants to be a full metal product, and later may accept a proposal similar to "external metal and bottom and internal resin / plastic" for low price.
3, the boss does not necessarily know / stick to the so-called product price bottom line. Especially for companies/factories with a large number of products, the boss can only estimate the approximate cost in advance. Actually, the variables are very large. For example, next month is a production gap, in order to maintain production, it may be meager profit or even a flat order. Or the funds are tight, and it is urgent to need a sum of money to turn around or a letter of credit to borrow.
Of course, to be passive and take the initiative, first the salesman should be familiar with his own products and be familiar with his own factory. This point, the savvy salesman is not difficult to do for a year and a half.
With the concept, don't mechanically convey the boss's intention when quoting, and easily say "NO" to the customer. Therefore, our business veterans are always a bit of a tone: "This thing is generally the price. But you really want to be cheap. Help you think of ways." The boss is: "I have seen this customer okay, it is a long-term buyer, it is worth following up... We want a way to do it with him first."
The difference is clear: novices simply pass the message, while veterans use their brains to design a plan for customers and bosses to promote transactions.
When doing this, pay attention to a few points:
1, low prices can be, but most of the time with a large amount, "prepayments", "the balance is timely and safe", "long delivery time" and so on. Note, why is “long delivery time†a convenient condition? Because it can be arranged in a calm manner, as a way to fill the production gap, in addition, you can choose the delivery when the freight is cheaper, or the goods that are smoothed down, which greatly saves costs.
2, take the initiative to give advice to customers, such as the tricks of cutting corners.
Many times customers are distressed by money, not good quality. Providing an alternative as an insider, customers are welcome.
3. Communicate with customers and understand the true ideas of customers. For example, when the customer's counter-offer is too low, the side understands the reason, the customer does not know how to do it, will not account, or your competitors will disrupt the market. Therefore, it is handled in a targeted manner. By the way, even if the competitors disrupt the market, unless you know that the other party is a scam, the squid principle is not to confess the bad things of the competitors to the customers, suggesting that they are all mixed and face each other.
4. Communicate with the boss in the same way, discuss the method of cutting corners, and look for some spare parts supply channels, and strive to cut costs. Try to understand the production and financial status of the factory as much as possible, and share the worry for the boss while promoting the transaction of low-priced customers.
The collection of business intelligence is much better. I have seen a tragic case: a well-known big buyer inquiry, the novice salesman actually did not know the other party, the boss did not know the details and did not pay enough attention. As a result, the opportunity to enter the big buyer supply system was missed because of a little profit. It should be noted that for many large buyers, it is very valuable to have access to their "system". Once they have a good transaction record with them, the future path will be much better. These big buyers are easy to ask, and many times they only occasionally go out when they are rushing to replenish. It is a rare opportunity for the new factory. In this sense, if you encounter such a good opportunity, even if you want to do it, sacrifice a little profit, and you should buy money.
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