Who can tell me how to get rid of the trouble of customers bargaining?

Anyone who has ever been in sales will have this feeling: the customer's bargaining is like a beautiful but heartbreaking love song, which will always be with you. From a small dish business of a few cents in the market to a huge transaction worth millions between industrial and commercial enterprises, buyers and sellers are always entangled in the transaction price: the buyer always demands high quality and low price after shopping around, while the seller is thirsty. They arrogantly claim that they are worth the money and lose money in order to strive for a higher transaction price; the buyer often uses the high price as an excuse to "move on" and say "goodbye" to the seller. In order to retain the customer's "heart", the seller ends up feeling pain forever. Cut "profit"... Bargaining seems to be everywhere and all the time in the market. Price complex is an eternal pain for businessmen. In order to effectively avoid this kind of pain, we can try to work from the following aspects: 1. Pre-emptively, and stop bargaining before business negotiations. We can make it clear to the other party that our supply price has been " "Definitely dead", and cannot be lowered due to various reasons, I hope the other party can understand. Saying "ugly things first" blocks customers from bargaining, making them unable to bargain even if they want to, thus achieving a pre-emptive effect. We often see such slogans in shopping malls, specialty stores and other business places: "Fair price, no need to negotiate." If someone wants to make a counter-offer while shopping, the salesperson will politely point out: "Sorry, we don't do counter-offers here." In this way, a verbal battle of bargaining with customers can be easily avoided. In addition to showing business rules like this 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 formulas, advanced processing techniques, powerful advertising and promotions, etc. Show the reason for the "high price" and let customers feel that they really get what they pay for, which is great value for money; 2. Show that they are not making any money by operating this variety, and they just take it based on the long-term relationship with a certain manufacturer. For this business, I hope that the customer can also help and take care of it this time; and show him that he will definitely make up for it in future cooperation with other varieties. Of course, the implementation of this "preemptive" approach must have a prerequisite, that is, the product itself is excellent, very fashionable, very popular, and has good sales momentum, and the price will not directly affect the customer's final purchase. Otherwise, customers will be turned away thousands of miles away. 2. Observe the appearance, evaluate the situation and make a price quotation. To effectively avoid the customer's bargaining, it is very important to quote the price skillfully. This involves a series of issues such as customer classification, quotation methods, time, and location selection. First, distinguish the types of customers and make targeted quotations. For those customers who are aimless and do not know the price situation, you can quote a high price and leave a certain room for bargaining; for those customers who do not know the price situation of a specific variety but know the sales characteristics of the industry Customers who follow the link pricing rules should quote an appropriate price, and the price should be reasonable; and for those customers who know the specific price and can purchase the same product from other channels, they should try to lower the price without losing money, and keep the price as low as possible without losing money. Live customers. In short, it is to quote different prices for different types of customers, and "go to which mountain to drink and sing." 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 the price of one bottle (one dollar and fifty cents), but not the price of one piece (thirty-six yuan). This is exactly the reason. Because the quotation for the whole piece is not easy to convert into unit price, and the price of the whole piece is large, it will give people the impression of high price for a while. B. Quote the corresponding price within the average time unit. For example: A box of Qumei (a weight-loss drug) is 285 yuan. Many people think that its price is too high. At this time, we can make a detailed calculation. A box of 30 pills can be taken for 30 days, an average of 30 days per day. It only costs 9.50 yuan; compared with similar products that cost an average of more than ten yuan per day, it is still a good deal. C. Do not quote an integer price. Quote more than a few hundred or tens of yuan or a few cents, and try to quote as little as a few hundred or tens of cents. Firstly, the more specific the price, the easier it is for customers to believe in the accuracy of pricing; secondly, we can bargain with customers. In the process, the fraction is used as a bargaining chip to get one back and "gives profit" to the other party. In addition, asking customers to quote an affordable purchase price in advance is also a good way to explore and quote. Third, quote according to time, place and person. 1. Quote different prices to customers at different times. When the customer is very busy, we can report a blur.

The price allows him to have a rough price impression of the variety, and the details can be negotiated at another time. When customers have a clear intention to purchase, 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 competition is fierce, it is not appropriate to quote. At this time, the customer is busy and cannot remember the quotation, but it allows careful competitors to grasp our prices, which becomes a breakthrough point for them to attack us. 2. Quote at the right place. Quotation is a relatively serious matter, and we should choose to do it in a more formal place such as the office, otherwise it will give the customer a casual and hasty feeling. Furthermore, talking about work matters such as quotation outside the office and taking up personal time may easily arouse customer resentment. 3. Decide who to quote the price to. Price is often a relatively sensitive topic in business interactions. For projects that require bidding or negotiation, price is even more of a secret. Therefore, when quoting, you must find the right key person. When meeting ordinary people, "just talk". But "give it all away". Offering quotations to people who can't make the decision can only be futile, and may even make the results counterproductive. 3. Highlight advantages and 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 and boast", highlight the product and all the advantages related to product sales, so that customers can sincerely feel that "this is the only one, there is no other branch" ", "It's worth spending this kind of money" feeling, otherwise, the result will be unconvincing. First of all, highlight the advantages of the product itself. For example, the product has first-class processing and manufacturing technology, and the quality is guaranteed; it has exact curative effect, and good results can be obtained with a small amount; it has unique selling points, and there is a large market gap among similar products. There are few products and strong competitiveness; with suitable retail prices, consumers can easily or willingly accept the products; although profits are small, they can sell more, etc. Secondly, highlight effective follow-up support. It mainly shows that the product-related advertising campaign is strong and covered by all major media from the central to local governments; the promotion policy is in place and the gifts are delivered in a timely manner; the distribution policy is sound and can effectively control the distribution market to ensure that the region is not disrupted and the distribution market is not disrupted. Price etc. Third, highlight comprehensive supporting service projects, such as establishing a relatively complete after-sales service mechanism such as free consultation services, door-to-door delivery, installation and commissioning, and lifetime warranty. 4. Ask clever questions and answer questions, and be careful when asking for money. Generally speaking, customers ask for prices for two main purposes. First, he really wants to buy, and asks the price to get a price base for counter-offering; second, he can buy it or not, and takes the opportunity of asking to learn about the price trend of the product, which is to "find out the truth." In addition, there is another situation, that is, some old customers will use bargaining as an excuse to negotiate for a price that we simply cannot afford in order to refuse or terminate continued cooperation. In response to these situations, we should first be aware of everything, pay attention to every request made by the customer, grasp the key points, analyze it, and make quick judgments; clarify the real purpose of the customer's inquiry and bargaining; decide whether we should quote him a price. , what price to quote. Secondly, carry out some thorough investigation work to find out its previous purchase channels and price discounts, understand the supply price of how much profit margin customers can accept, and make targeted quotations that have room for repayment and are attractive to customers. The price of power. Third, even if you know very well that the supply price you are currently executing is indeed higher than the supply price of other suppliers, you cannot immediately promise the customer a lower price. At this time, you can use the excuse that you do not know the details to make promises to the customer, etc. Please ask the company or relevant leaders for instructions before responding. If the price is reduced immediately, customers will feel deceived: "You can obviously sell at a lower price, but when you supply us, you have to pay such a high price." As a result, it will affect the settlement of future payments and further cooperation in the later period. In short, in the face of customers' bargaining, we can flexibly control it under the principle of "no loss of capital, no loss of market, no loss of customers". As long as we do not let customers bargain for a "bloodletting price" or "jumping price", it will harm the customer. Just have to do your own "big sale". In addition, one point needs to be explained: once the price is "finalized" after a fierce negotiation, an agreement must be signed immediately to "lock it in" without giving the other party a chance to regret or change his mind.