Quotation Skills In Sales Process

When the new customer sends an inquiry sheet, you reply in time, but there is no follow up.

Is your quotation too high to frighten the customer out, or the price is too low, so that the customer can see that you are not a household member and dare not venture to do business with you?

He will rely on his strength and pressure on the price so much that even when you receive his enquiry, he doesn't know how to quote: it is too low to earn money; it is too high for him to give the order to others.

How can the quotation be effective? An experienced exporter will make full preparations before the quotation, choose the appropriate price terms in the quotation, and use the contract payment method, delivery date, shipping terms, insurance clauses and other elements to bargain with the buyer, or he can take the initiative in the quotation by virtue of his comprehensive advantages.

One.

Before the offer is fully prepared, first of all:

1. carefully analyze the customers' purchase intention and understand their real needs, so that we can work out a good quotation.

Some customers take the low price as the most important factor and start to quote him the price close to your bottom line, so the possibility of winning the order is great.

Mr. Zeng, an import and export company, said: "we will carefully analyze the customers' real intention and intention before the price is made after the inquiry is made, before deciding whether to offer them a tentative offer or a formal offer."

2. make good market tracking and research, and understand the latest trend of the market.

Because of the high pparency of the market information and the rapid change of the market price, the exporter must quote the price according to the latest market price.

Mr. Sun, an import and export company, said that the companies who are doing business with their company are regular and stronger foreign businessmen. They have offices in Hongkong and Mainland China. They are familiar with and understand the market situation and environment inside and outside China.

This requires the exporters themselves to be well-informed.

Secondly, as far as possible, we should understand the customer's situation from many aspects, which will help you to make a definite bid.

For example, if a guest asks you for a price, you need to know as many as possible as to which country or city the guest belongs to, and whether it belongs to the target market of your product. The main business scope and selling method of the guest is wholesale, retail or mail order, whether it is a large customer or a small middleman, the purchasing power and sincerity of customers, the familiarity of customers with products, customary habits of different regions, etc., and then quotes accordingly, that is, "personalized quotations".

Two.

"Personality quotes" and "skills"

1. if it is a large customer, the customer's purchasing power is strong, you can appropriately raise the price higher, or vice versa;

2. if the guest is very familiar with the product and price, it is recommended to use the "contrast method" to highlight the advantages of his product and the shortcomings of his colleagues.

The price is close to the base price and "catch" the guests from the very beginning.

3. if the guests are more straightforward and do not like to bargain with you, you'd better show your cards at the beginning, so as not to report high prices and frighten the guests away.

4. if the guest is not very familiar with the product, you can enthusiastically introduce the use and advantages of the product, and the price can be higher.

5., if some guests are very sensitive to price, and every minute must be contended, and if the guest sees your product again, you must be patient enough to play a psychological battle with the guests.

Ask or try to figure out the guest's target price and see the bottom price that you can give, compare the gap, for example, the buyer's target price is USD13, and you can bear the price is USD14.

You'd better take USD15. steps to make a counter-offer. For example, let's have a little more USD0.5 so that the guests can see the hope. Then USD0.25, USD0.10 and USD0.15 must not be in one step, but should step by step, allowing the guests to taste the sweetness slowly and see the hope, but also through hard efforts to get the guests a sense of winning finally.

Why is it not possible to give the buyer the lowest offer directly from the beginning? It is one of the reasons for the other party to accept the paction easily.

If you make a full concession before the end of negotiations, you will not be able to mobilize the buyer's code at the last minute.

Of course, the price of the product is closely related to the quality and supply-demand relationship of the product.

If your product quality is relatively better, the quotation must be higher; if your product is in short supply of the market, of course, you can quote a higher price; if your product is fashionable and new, the price is usually higher than that of the mature product.

Even if the same product is at different stages, due to market factors and quotas, the quotation is different, such as oil, textiles and so on.

In addition, the main terms of delivery, such as time of delivery, mode of payment, quantity of orders, should be distributed together, not only for price but also for other conditions.

Perhaps the customer attaches great importance to the delivery date. The original delivery date is 35 days, and the customer delivers the 30 day delivery. The payment is made at D/P spot. If feasible, you can meet the delivery time of the customer, but the payment is L/C at the spot.

Similarly, if you report USD17.50/20, and the guests insist on USD17, you can say that because your order is too small, it is difficult for us to meet your requirements, but if the order can reach a large cabinet, we will try to meet you as much as possible.

Three.

Price terms are one of the core components in choosing a suitable price term.

As a matter of fact, what kind of price terms should be adopted determines the division of responsibilities and profits of buyers and sellers. Therefore, before making a quotation, exporters should fully understand the true connotations of various price terms and carefully select them, in addition to satisfying the requirements of customers, and then make quotations according to the selected price terms.

Choose to trade at FOB price, which is favorable to the market under the unstable market conditions of freight and insurance premium.

But there are also many passive aspects. For example, because the importer delays the delivery of the ship or delays the shipment due to various circumstances, the change of the name of the ship will increase the expenses of the warehousing and other expenses for the exporter, or the interest on the loss will be caused by the late payment of the goods.

When exporters control the export goods, at the FOB price, because the importer and the carrier will contact the ship, if the goods are shipped, the exporter will pay a lot even if he wants to resell the goods in pit or destination, or take other remedial measures.

Under the condition of CIF price export, the cargo cargo connection problem can be better solved, which makes exporters more flexible and flexible.

In general, as long as the exporter guarantees that the goods delivered are in conformity with the contract stipulations, the importer must pay the bill as long as the documents are complete and correct.

After the goods pass the ship's side, the importer may not refuse payment for the goods even if the goods are damaged or destroyed when the importer pays the goods.

That is to say, the export contract concluded at CIF price is a specific type of contract for sale and purchase of documents.

A smart exporter should not only be able to grasp the quality and quantity of the goods he sells, but also grasp every link in the process of the goods being delivered to the destination and the collection of the goods.

As for the loading, pportation and risk control of goods, we should try to gain certain control power so that the profits of trade can be guaranteed.

Some large multinational companies require Chinese exporters to sell at FOB price in order to get preferential terms in pportation and insurance, which is to guarantee their control.

Again, most of the goods exported to Japan are FOB, and even if exporters offer very favorable terms, it is difficult to change the price terms.

So whether to cater for the needs of buyers or stick to their principles, it is very necessary for exporters to consider more when quoted.

If you don't understand, you can look at the "multi beauty search and sale". When the export profits are generally not very high, it is more important to calculate every link in the whole process of trade than ever before.

Some export enterprises in China have good export profits. Their practice is to quote the FOB price before making the quoted price, so that customers can compare the prices of their products, ask CIF price again, and insist on arranging pportation and insurance in the domestic market.

They say very frankly that doing so can not only give buyers more choices, but also earn a little difference in the premium.