How to bargain in business negotiation?

first, strike first, if you want to bargain, don't rest

before business negotiation, we can make it clear to the opposite party that our supply price has been "fixed" and can't be lowered for various reasons. I hope the other party can understand. Put the "ugly words first", block the bargaining mouth of customers, make them want to bargain but can't, and receive a preemptive effect.

In shopping malls, specialty stores and other places of business, we often see such signs: "Sell at a low price, and don't say anything about bargaining". If someone wants to make a counter-offer when shopping, his salesperson will politely point out, "Sorry, we don't make a counter-offer here.". In this way, it is easy to avoid a verbal battle with customers.

In addition to indicating business rules to prevent customers from bargaining, we can also refer to the following two preemptive methods: 1. Explain to customers the factors that affect price customization, such as unique raw material formula, advanced processing technology, powerful advertising promotion, etc., and show the reason of "high price", so that customers can feel that it is really a penny for a penny, and the value for money is exceeded; 2. It shows that I didn't make any money by operating this variety myself. I just took this business on the basis of my old relationship with a certain manufacturer for many years. I hope customers can help and take care of it this time. And showed him that he would make up for it in the future cooperation with other varieties.

of course, the implementation of this "preemptive strike" method must have a premise, that is, the product itself is excellent, very fashionable, very popular and sells well, and will not directly affect the final purchase of customers because of the price level. Otherwise, customers will be turned away.

second, judge the face and judge the situation and quote the price

in order to effectively avoid the bargaining of customers, it is very important to quote skillfully. This involves a series of problems such as the classification of customers, the way of quotation, the choice of time and place.

First, distinguish the types of customers and make targeted quotations

For those customers who are aimlessly unaware of the price quotation, they can make high quotations and leave a certain bargaining space; For customers who don't know the price of a specific variety, but know the pricing rules of all aspects of sales in this industry, they should quote moderately, and the level is reasonable; For those customers who know the specific price and can buy the same variety from other channels, they should try their best to lower the price and retain customers without losing money. In a word, it is to quote different prices for different types of customers, "what songs to drink on what mountains".

second, pay attention to the quotation method

in the quotation method, we should pay attention to three points: a. quote the price of the smallest unit. For example, beer quotation, we usually quote the price of one bottle, but not one piece. It is precisely for this reason. Because the whole quotation is not easy to convert into unit price, and the whole price is large, it will give people the impression of high price for a while. B, quote the corresponding price in the average time unit.

For example, a box of Qumei is 285 yuan, which many people think is too high. At this time, we can make a detailed calculation with it. A box of 3 tablets can be taken for 3 days, and the average daily cost is only 9.5 yuan. Compared with similar products, which cost more than ten yuan a day on average, it is still cost-effective. C, do not quote the integer price. Quote more than a few hundred dollars and a few cents, and try to quote less than a few hundred and a few cents. First, the more specific the price, the easier it is for customers to believe in the accuracy of pricing; Secondly, in the process of customer's bargaining, we can use the fraction as a bargaining chip to "make a profit" to each other.

besides, it is also a good method to ask customers to quote the affordable purchase price first.

third, quote according to time, place and person

1. quote different prices to customers at different times. When the customer is busy as a bee, we can give a vague report. Price, so that he has a general impression of the price of this variety, details can be discussed at another time. When customers have a clear purchase intention, we should seize the opportunity to quote a specific price, so that they can have a more specific understanding of the product price. When there are many business people in the same industry and the competition is fierce, it is not appropriate to quote. At this time, customers are too busy to remember the quotation, but the careful competitors have mastered our price, which has become a breakthrough for them to attack us.

2. Offer at the right place. Quoting is a serious matter, so we should choose to quote in a more formal place such as the office, otherwise it will give customers a casual and sloppy feeling. Moreover, outside the office, talking about work matters such as quotation, taking up private time is easy to arouse customers' disgust.

3. Know who to quote. Price is often a sensitive topic in business communication, and it is even more a secret for projects that are subject to bidding and negotiation. Therefore, when making a quotation, we should find the key person, "talk a little" when meeting the average person, and only when meeting the business leader can we "throw it all away in all of my heart". It is futile and even counterproductive to quote someone who can't be the master.

3. Outstanding advantages, value for money

Bargaining with customers is actually an art of persuasion. In the process of "lobbying", we must grasp one point: that is, we must "sell melons and boast", highlight the products and all the advantages related to product sales, and let customers sincerely feel that "this is the only one, there is no other branch" and "it is worthwhile to spend this money", otherwise, the result will be that they refuse to accept it.

first of all, highlight the advantages of the product itself, for example, the product has first-class processing and manufacturing technology level, and the quality is guaranteed; It has definite curative effect, and good effect can be obtained by using a small amount; It has a unique selling point, a large blank market, few similar products and strong competitiveness; With a suitable retail price, consumers can easily or happily accept products, although small profits can be sold more, and so on

secondly, highlight effective follow-up support. It mainly shows that the product-related advertising campaign is strong, and all major media from the central government to the local government have covered it; Promotion policies are in place and gifts are delivered in time; The distribution policy is sound, which can effectively control the distribution market, so as not to confuse the region and the price.

Third, highlight comprehensive supporting services, such as establishing a set of relatively perfect after-sales service mechanism such as free consultation service, door-to-door delivery, installation and debugging, and lifetime warranty.

fourth, ask questions skillfully and answer questions skillfully, and ask questions carefully.

Generally speaking, customers ask prices mainly for two purposes. First, he really wants to buy, asking the price to get a counter-offer price base; Second, he can buy or not, and use the opportunity of inquiry to understand the price of the variety, that is, "exploring the actual situation." In addition, there is another situation, that is, in order to refuse or terminate the continued cooperation, some old customers will also use bargaining as an excuse to ask for a price that we simply can't afford.

in view of these situations, we should first be observant, pay attention to every request made by customers, grasp the key points, analyze them and make a quick judgment; Clarify the real purpose of customer inquiry and bargaining; Decide whether you should quote him or not, and what price to quote.

Secondly, carry out some thorough investigation to find out its previous purchase channels and price discount rate, understand how much profit margin customers can accept, and report targeted prices that are attractive to customers.

Third, even if you know very well that the supply price you are implementing now is really higher than that of other suppliers, you can't immediately promise to reduce the price of the supply to customers. At this time, you can ask the company or relevant leaders for instructions on their commitments on the excuse that you don't know the details, and then give a reply. If the price is reduced immediately, customers will feel cheated: "You can sell at a lower price, but you are so expensive when you supply us." As a result, it will affect the settlement of the early payment and further cooperation in the later period.

in short, in the face of customer's bargaining, we can grasp it flexibly under the principle of "no loss of capital, no loss of market and no loss of customers", as long as we don't let customers ask for a "bloodletting price" or "jumping price", which will lead to our "big sale". In addition, it should be clarified that once the price is "finalized" after a fierce repayment, an agreement must be signed immediately to "lock it in" without giving the other party a chance to repent and change their minds.