What if customers say that masks with different prices have the same effect?

What should a salesman do in the face of customer bargaining? Anyone who has done sales will feel that customer bargaining is like a beautiful but heartbreaking love song, which will always accompany him. From the small dish business in the market to the millions of huge transactions between industrial and commercial 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 worth the money and lose money 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 cut off "profits" forever. There seems to be bargaining everywhere in the market. For businessmen, complicated prices are always a painful thing. In order to effectively avoid this kind of pain, we can try to work hard from the following aspects: First, we should be proactive and bargain before business negotiations. We can explain to the other party that our supply price has been "fixed" and cannot be lowered for various reasons. I hope the other party can understand. Put "bad words first", block customers' bargaining mouths, make them want to bargain but can't, and get a preemptive effect. In shopping malls, specialty stores and other business places, we often see such signs: "sell at a low price, bargain without saying anything." If someone wants to bargain when shopping, his salesperson will politely point out, "Sorry, we don't bargain here." . In this way, it is easy to avoid a war of words with customers. In addition to marking business rules like this to prevent customers from bargaining, you 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 and strong advertising. And explain the reason of "high price", so that customers feel that it is really a penny for a penny, and it is worth the money; 2. Explain that I didn't make any money by operating this variety myself. I just took this business on the basis of my long-standing relationship with a manufacturer. I hope the customer can help take care of it this time. 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. Second, look at the face, judge the situation and quote. In order to effectively avoid customer bargaining, clever quotation is very important. This involves a series of problems such as the classification of customers, the way of quotation, the choice of time and place. First, distinguish customer types and make targeted quotations. For those customers who don't know the price situation aimlessly, they can bid high 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 at a reasonable level; 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 to quote different prices for different types of customers, "what songs to drink on the mountain". 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, when quoting beer, we usually quote 1 bottle price (1.50 yuan), but not 1 piece price (36 yuan). 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. B, quote the corresponding price in the average time unit. For example, a box of Qumei (a diet pill) costs 285 yuan, which many people think is too high. At this time we can use it to make a detailed calculation. A box of 30 capsules can be taken for 30 days, and the average daily cost is only 9.50 yuan. Compared with similar products, the average price is more than ten yuan a day, which is still cost-effective. C, do not quote the integer price. Overreported a few hundred dollars and a few cents, and underreported a few hundred 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 bargaining, we can use the score as a bargaining chip to "make profits" to each other. In addition, it is also a good method to ask customers to quote the affordable purchase price in advance. Iii. Quote 1 at different times, places and people, and offer different quotations to customers at different times. We can give a vague report when the customer is as busy as a bee. The price gives him a general impression of the price of this variety, 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, customers were too busy to remember the quotation, but careful competitors grasped our price, which became their breakthrough to attack us. 2. Quote in the right place. Quoting is a serious matter, so you should choose to quote in a more formal place such as the office, otherwise it will give customers a casual and sloppy feeling. And outside the office, talking about work matters such as quotation takes up private time, which is easy to arouse customers' resentment. 3. Grasp who to quote. In business communication, price is often a sensitive topic, and it is even a secret for projects that need bidding and negotiation. Therefore, when making a quotation, we should find the key people, "talk a little" when we meet the average person, and "throw everything away" when we meet the person in charge of the business. It is futile and even counterproductive to quote a person who can't be the Lord. Third, outstanding advantages, value for money. Bargaining with customers here is actually an art of persuasion. In the process of "lobbying", we must grasp one thing: we must "sell melons and talk big", 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 is that they refuse to accept it. First of all, highlight the advantages of the product itself, such as the first-class processing and manufacturing technology level and guaranteed quality; The curative effect is exact, the dosage is small and the effect is good; Unique selling point, large blank market, few similar products and strong competitiveness; With the right retail price, consumers can easily or happily accept products, although small profits but quick turnover, and so on, highlighting effective follow-up support. It mainly shows that the product-related advertising is strong, and it has been reported by major media from the central government to the local government; Promotion policies are in place and gifts are delivered in time; A sound distribution policy can effectively control the distribution market without confusing the region and the price. Third, highlight comprehensive supporting services, such as establishing a relatively perfect after-sales service mechanism such as free consulting service, door-to-door delivery, installation and debugging, and lifetime warranty. Fourth, ask questions skillfully and answer questions carefully. Generally speaking, customers ask about prices for two main purposes. First, he really wants to buy it, and he gets a counter-offer price; Second, he can buy or not, and use the opportunity of inquiry to understand the price of the variety, that is, "exploring the truth." 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 propose a price that we simply cannot afford. In view of these situations, first of all, we should be good at observing, pay attention to every request put forward by customers, grasp the key points, analyze and make judgments quickly; Clarify the real purpose of customer inquiry and negotiation; Decide whether to quote him or not, and what price to quote. Secondly, do some thorough investigation, understand its previous purchase channels and price discount rate, understand how big the profit margin of the supply price is acceptable to customers, and quote a price that is attractive to customers and has room for repayment. Third, even if you know very well that the supply price you are carrying out now is indeed higher than that of other suppliers, you can't immediately promise to lower the price of the supply to customers. At this time, you can ask the company or relevant leaders for instructions, and then give an answer on the pretext of not knowing the details. If the price is reduced immediately, customers will feel cheated: "You can sell at a lower price, but it is so expensive when you supply us." Thus affecting the settlement of the previous payment and further cooperation in the later period. In short, in the face of customers' bargaining, we can grasp it flexibly under the principle of "no loss of funds, no loss of market and no loss of customers", as long as we don't let customers put forward "bloodletting price" or "jumping price", which will cause them to have a big sale. In addition, it is necessary to make it clear that once the price is "finalized" after fierce repayment, an agreement must be signed immediately to "lock" and the other party will not be given the opportunity to repent and change their minds.