Influence of Bargaining on Businessmen's Business

The bargaining of customers seems to be everywhere, all the time: from the small dish business of a few cents in the market to the huge transaction of millions between enterprises. Buyers and sellers are always entangled in the transaction price. Buyers always shop around for a good price and a low price, while sellers claim that they are losing money because they are more valuable than their money in order to win a higher transaction price. Buyers often say "goodbye" to sellers on the pretext of high prices. In order to keep customers' "hearts", sellers finally reluctantly give up their love and "make profits". ......

For businessmen, complicated prices are always a painful thing. In order to effectively avoid this kind of pain, you can try to work hard from the following aspects.

Do it first, say "bad words" first.

In shopping malls, specialty stores and other business places, you can often see signs such as "fair sales, no bargaining". If someone wants to bargain when shopping, the salesman will politely point out, "Sorry, we don't bargain here." Avoid war of words with customers.

This is "putting your ugly face first". When buying and selling, you can make it clear to the opposite dialect that the price of goods has been "fixed" and cannot be reduced for various reasons, blocking the bargaining mouth of customers.

In addition to marking business rules like this to prevent customers from bargaining, you can also refer to the following two pre-emptive methods: explain to customers the factors that affect price customization, such as unique raw material formula, advanced processing technology and powerful advertising. And show the reason of "no counter-offer", so that customers feel that it is really a penny for a penny, and it is worth the money; It shows that the operation of this variety has not made any money, and it has taken over this business by relying on the old relationship with a certain manufacturer for many years. I hope customers can help take care of it. And told 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, fashionable, popular and sells well, and will not directly affect the final purchase of customers because of the price. Otherwise, customers will be rejected.

Look at the color, judge the situation and quote.

Clever quotation is very important to effectively avoid customer bargaining. This involves a series of problems such as the classification of customers, the way of quotation, the choice of time and place.

Differentiate customer types and make targeted quotations. For those customers who don't know the price situation aimlessly, they can bid a little higher and leave some bargaining space; For customers who don't know the price of specific varieties, but know the pricing rules of all aspects of sales in this industry, they should quote moderately and the price level is reasonable; For those customers who know the specific price and can buy the same variety from other channels, try to reduce the price, retain customers and not lose money. In a word, it is "what songs to sing in what mountains".

Pay attention to the reference method. In the way of quotation, we should pay attention to three points:

Quote the price of the smallest unit, such as beer, generally quote the price of 1 bottle, but not quote the price of 1 piece. It is for this reason. Because the overall quotation is not easy to convert into unit price, and the overall price is large, it will give people the impression of high price for a while.

Quote the corresponding price in the average time unit, such as 285 yuan for a box of diet pills, many people will think the price is too high. At this time, you can make a detailed calculation with him. A box of 30 capsules can be taken for 30 days, and the average daily cost is only 9.50 yuan: compared with the average daily cost of similar products 10 yuan, it is still cost-effective.

Don't quote an integer price. In addition, it is also a good way to ask customers to quote affordable prices in advance.

Quote at the right time and place. Offer different prices to customers at different times. When the customer is as busy as a bee, we can quote a vague price to give him a general impression of the price of the product, and the details can be discussed another day. When customers have a clear purchase intention, they 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, the customer was too busy to remember the quotation, but the careful competitor grasped our price, which became a breakthrough to attack us.