How to negotiate with customers to improve the transaction rate?

If the business work is divided into several steps, find customers, contact, send samples, quote, take orders, deliver goods and settle accounts. Then doing every step well is the key to determining the order. Many salesmen, who are easy to find customers and have simple contact, can send samples, but often can't make quotations, because customers care not only about the quality of products, but also about the price of products, because good quality and low price are the purchasing goals. In business work, quotation is the most important. If you quote a good price, you won't waste the previous work, and then you can finish the later work, otherwise it's a waste of time. One. Market pricing If the company sets the price according to the market situation, it will be simple. You can quote as much as others do, and the final order depends on your service attitude. Not much to say here. Two. Target pricing Target pricing is the unit price generated by the manufacturer after accounting the cost plus the profit, which is usually quoted when receiving the OEM order. This quotation method generally has a high turnover rate and is more suitable for receiving large orders. After all, both the supply and demand sides are very frank when talking about business, and the cooperation is also very pleasant. How much to give, how much to earn? Just to be clear, business will last for a long time. Three. Perceptual pricing means that the price is determined by the feeling, you can have as much as you want, and you have to quote a little more after setting the price. This pricing method appears in new products, or in many private enterprises or small factories. Many salesmen also prefer this method, and buyers are also afraid of this kind of quotation. Everyone works in business, so is success or failure, and so can we talk about price, but we can't talk about it well. So let's focus on this today. In business work, the company sets the price and then gives it to the salesman, who then talks with the customer according to the company's price. If the company trusts the salesman, it will tell the salesman the cost, so that the salesman has more room in the process of bargaining again. But in many cases, the expenses are hidden from the salesman, because the boss doesn't want the salesman to know how much money he has earned and whether the commission given is low, which makes the salesman emotional. Salespeople who don't know the cost can only talk to customers with the unit price given by the company. When they meet difficult customers, the price will be high and there will be no chance. Many times, I call my boss to apply for the price again. When customers see this situation, they bargain immediately and then bargain. Finally, he shook his head and told my boss that the customer did not accept our price. Is this really the only way? No, let me tell you what I did. It might be useful. 1. Every time you quote with a customer, you actually have your own room for price adjustment. As long as the customer's bargaining space does not exceed this bottom line, we can make our own decisions and get the order back, without worrying that the company will quit if the price is low. So how big is the price adjustment space? As long as the pricing method of the company is perceptual pricing, the boss will reserve 30% profit margin for each product, and the boss will not tell the salesman, but the boss's profit goal is to produce it within 10% profit margin. So as long as you don't fall below this bottom line, you can't make mistakes. The boss will have a strong ability to do things across you, and customers will think that you are a person who does things. The gauntlet says: You will leave, and your life will not be affected. The salesman is also a general of the company, and we sometimes have to have our own judgment ability to lay the groundwork for our future career. 2. If the customer's bargaining range exceeds your price adjustment space, then you should go back and apply. When you go back, you'd better tell the customer to apply, and don't call back to ask. Because customers not only look for you when looking for suppliers, but also take other people's prices to pressure you. This is the normal practice of shopping around. As long as you call back and ask on the spot, the result is either a deal or a failure. Many times, even if you quote the lowest price, he will make a counter-offer with you again. So you have to hang him, go back and let him wait for you, and leave an excuse for coming back later. After all, one more visit will give you one more hope. When customers can't get your quotation, they will constantly destroy your price, so that you have the initiative and you can flexibly grasp the bargaining trend. As long as you can guarantee the quality of your products and quote prices close to those of other suppliers, business can be concluded. Then how do you know how much others have reported? If you ask, you are a vegetable. In purchasing psychology, the price reduction target is usually set at 5%. In other words, he will bargain with another supplier by subtracting 5% from his price. If you master this skill, you can just ask him to say a price, and you can figure out how many prices other customers have quoted. Only by knowing each other, your business quotation is not easy to talk about! 3. When you make an offer, you should also talk about some counter-offer skills. Many salesmen will be honest in doing business. No matter what price the company gives you, they will quote. They are a pair of people who are both assured and sincere to their customers. In fact, you will be very passive and easy to fail. Because as long as you really quote, you won't get a discount on the customer's counter-offer, and you have to go back to the company manager or boss to apply for the price. After mastering the psychology of bargaining, you can add the price to the company's price. Anyway, even if you quote a lower price, you will still make a counter-offer. If you are facing factory procurement, I can guarantee that you will not place an order without paying the price three times. Since he wants to make a counter-offer, let him pay it back. If you say it over and over again, he will be happy and you will be happy. You won't lose money anyway. But it should be noted that you can't reduce the price by more than 5% at a time, only 2% of the product.