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The Price Of Foreign Trade Has Been Wrongly Remedied 123

2009/1/7 16:40:00 41914

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The wrong price is a commonplace problem for the salesperson, and the novice who has reported the wrong price has the novice and the "old stick".

Most people believe that the wrong price is a naive and fatal mistake.

My personal view is that everything must be viewed from two sides: whether it is unintentional loss or intentional.

The grasp of "yes" and "no" can reflect the difference between a salesman's level and the old and new salesmen.

Novice carelessly reporting false prices will often offend customers or even lose orders, while selling low prices for sales professionals is a step to "retreat in order to advance".

Search for "remedy" from the novice price of foreign trade business.

I was chatting with my friends for a chat. Suddenly the phone rang, and at ten in the evening, who would call me? I answered the strange call with questions.

There was a middle-aged man's voice on the other side of the phone, and a little Dialect: "Hello, is this Mr. Liu?"

I said, "I am Liu Lianxi."

The other side said, "my surname is Xu, who is selling a ramen noodle. I am a novice. I saw your article about sales in GLOBRAND.COM. Now I have a problem and I want to ask you for advice."

I wonder - China's market development is too fast, and now even sell Ramen sales consultation.

I said, "I can't talk with you. I can help you with some problems. I'll be busy. You can send me questions by SMS. Call me again in ten minutes."

When I received the text message, I knew that the other party was a foreign trade salesman of a well-known zipper manufacturer. When he quoted the price of a newly developed important customer, he quoted the cost price to the customer. When the customer looked at the abnormal price, he was also a well-known enterprise, so he quickly placed an order.

Lao Xu looked at the order first, and the price was wrong.

Plus the cost is still losing money.

Lao Xu looked for me. He was also sick and rushed to the doctor.

Through the telephone call of Lao Xu, I could not help laughing at the "old comrades' new problems".

Lao Xu himself is also a strong self accusation - too careless to commit such a childish mistake, now the price increases, the customer will certainly not agree, if not good, this customer can not easily win the customer will be smashed.

How to tune up the price and keep the customer who just won the competition?

1, the most common way: immediately contact with customers, take the initiative to admit mistakes and apologize, and strive for customer understanding.

This method is more suitable for old customers who have certain customer base. The key is to be thick skinned and prepare for being criticized by customers.

But for the first time, the first cooperation of the important customers is not feasible, especially the price difference is not unreasonable. The customers will think that you are playing the snake with the stick, taking the opportunity to test the psychological limit of the other party and strive for greater profits. It is very difficult to succeed and do not speak, and will also fall into a bad faith.

2, pay attention to the way of communication: (Lee on behalf of peach) told customers that they accidentally mixed the price of the B product with the price of the A product, and then asked the other side, "you know that the price of this type of product can not be so low."

Ask the other person to forgive this low grade mistake.

Of course, this is a low-level excuse that customers will believe.

But at least let the other side temporarily unable to refute, but also retain a little bit of face, and give us a chance to re quote.

3, the art of re quote.

(1) seek the advantage of differentiation.

I asked Lao Xu, "where are your strengths relative to the original supplier of this customer?"

Lao Xu did not hesitate to say: "price and cost are our greatest strength, and our product quality and enterprise scale are not inferior to competitors."

什么叫知已知彼。

Only one wishful thinking can understand its own advantages.

I asked Lao Xu: "how much is the price of competing products? Are you clear?"

Lao Xu said, "this is the secret of the other party. How do I know?"

Speechless!

Even the price of competing products is not known, but it means that their products are cheap.

This is a big business 40 years old foreign trade salesman?

(2) play the shopping mall "Infernal Affairs".

I asked Lao Xu, "do you have any other customers from the competition department, who are a little better?"

Lao Xu said, "yes, but the other side may not be willing to speak, even if it is not necessarily accurate."

I am a bit impatient: "not necessarily?"

How do you know if you don't try?

When you buy goods, you know that goods are better than three stores, so you won't ask more about them.

You must have a picture of what you do in this line. "

Maybe I talked too much and hurt Lao Xu's self-esteem.

Lao Xu was silent for a while and then said, "I'll try it later."

Seeing that he was so unconfident, I said, "do you have any old customers who have worked together for many years? The guests are very good. They can ask them to make an offer to your opponent."

At this time, Lao Xu said, "well, it should be almost the same, but how can I quote it?"

(3) the principle of re quote - highlighting the advantages.

The advantage of Lao Xu's products is its price. The reason why the other party has been looking for Lao Xu for many years is to reduce the cost of purchase. Therefore, Lao Xu's offer is not only to ensure profits but also cheaper than competing products.

Lao Xu also adopted my personal advice.

A few days later, Lao Xu called again. "Xiao Liu, you hurt me!

I used your method, no matter how!

Although the customer did not challenge me at the time of negotiation, the customer finally procured competitive products.

I asked Lao Xu, "how did you report your price?"

Lao Xu said, "it's the way you reported it. I thought I had found the price of competing products, and then a little cheaper than the other party."

I said, "how much is this?"

Lao Xu: "each is cheaper than the other 1 cents."

I asked, "how much do you raise the price again?"

Lao Xu said, "every increase is 1 yuan and more money."

I asked, "what is your rate of increase?"

The answer of foreign trade salesperson Lao Xu made me almost fainted: "what is the rate of increase?"

But I had to ask Lao Xu: "how much is your initial offer?"

Lao Xu thought for a while and said, "2~3 every coin."

I believe that I have talked with Lao Xu here. Most readers have understood why Lao Xu failed.

The key to success is to grasp the psychology of customers.

First, the purpose of Lao Xu's customers is clear: buy the most cost-effective products and reduce the cost of procurement.

Second, the reason why customers initially chose Lao Xu is also very simple.

The second quotation is still cheaper than his opponent. Why can customers rejoin their competitors?

1, the quotation of Lao Xu is more than 30% higher than the first time, which makes it difficult for customers to accept it.

2, Lao Xu's offer is cheaper than his opponent's "little bit", which is so small compared with the increase.

3, savvy customers will definitely analyze the profit margin of the industry from the quotation of Lao Xu, and deal with the risk of dealing with Lao Xu, who is "ineffective".

It can be seen that Lao Xu's efforts were only a disguised form of a price war and a practical joke.

Finally, the business was not negotiated, but the competing products did not earn money, and both sides were defeated.

The last big winner is the win of the customers.

Editor: vivi