[China Glass Network] When the product has to be sold, it must go through the "quote" stage, but many salesmen often face a big psychological obstacle when facing the quotation, especially when they face their own friends and relatives. .
This kind of psychological disorder must first be self-exclusion. When you quote, you can't worry that because the price is high, you may not be able to make a deal. You must first think of a problem, even if your price is low, you will not be able to make a deal, but your price will be high. The space for adjustment, if the price is low, you may lose the right to play. Remember: customers will never be satisfied.
The salesman needs the cooperation of colleagues in the promotion of business or quotation, and uses the sixteenth method of sales promotion: "ABC three-point relationship method", this skill is to make customers feel more satisfied with the transaction method. The following quotation techniques are for your reference, but it is necessary to use the difference between the level of the customer and the volume of the transaction, so that you will increase your turnover rate.
1. A deal (higher order or paying order) with a higher turnover to induce the customer and let the customer know that the same product he bought is lower than others. This is a relatively simple approach. It is also a common method for general customers, but this method cannot be used for stubborn customers.
2. In the negotiation with the customer, your colleague (when your colleague plays the role of another customer) will contact by phone, make a higher price quote and explain the date of the loan on the spot. This quotation must be more than you The customer's offer is high enough for the customer to feel that he did buy a lower price than others.
3. Prepare a “fake†“cost†price list first. In the negotiation with the customer, use the opportunity to find an excuse to leave the negotiation site (to go to the toilet, answer the phone), and then put the price list on the spot (try to let the customer know This is a cost price list. At this time, the customer will definitely peek at the price list when you are not there, so you should put the cost of this "fake" "cost" price list close to your price. Can't be too far apart.
According to the psychological experiment report, the proportion of the price list that will be peeked under this condition is as high as 92%. This method is one of the more effective ways to negotiate for larger volume transactions. The above is just a list of the three more commonly used methods. Of course, there are more quotation techniques that cannot be detailed here.
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