Sales Is Not A Simple Matter: Quotations Are Very Important.

Customers like you, maybe just because you are cute and nice, but you are not professional from a commercial point of view (at least you do not let him feel your expertise), so it is impossible to make a deal before customers feel your expertise.

Sales is not a very simple matter, it is a gradual process. Now let Xiaobian how you do sales.

Low level - see people on the front, we introduced the quote "the sooner the better, the lower the better" is the misunderstanding, "seeing people on the newspaper" is taboo.

As soon as someone hears someone's enquiry, the salesperson who first enters the market shines and thinks that the opportunity is coming. He must not miss it, so he immediately offers the price with enthusiasm.

Why is this? The reasons are as follows: ? without understanding the intentions of others, the intention of the inquiry varies from person to person. Some customers conduct market surveys, others do price tests. In conclusion, we must first clarify the intention and decide whether to offer.

Even if other people's enquiry intention is normal, it is the real customer's specific business project leader who is making an inquiry, and it is irresponsible for us to see anyone else, because it will appear too hasty and make people feel a sense of distrust. In conclusion, we must first clarify the needs of the other party, including the company's needs and its individual needs, and then make the quotation again.

Middle realm -- skilled with people.

Knowing the probability of blind self quotation is generally low, so we will try to find a customer specific business project leader to tackle the problem and take the same price as saying: "manager, anyway, we are less than A company (peers) reported low, do you see?" this pricing method is relatively high probability of success, because the price will have more advantages.

High level - almost no outstanding salesperson, in the face of the inquiry request, often adopts the form of "almost no report". What is "almost no report"? That is, they do not provide the amount of quotations, and let the specific business project leader of the client help himself to make decisions.

Of course, we must have a prerequisite for achieving this level of perfection. This is a very good relationship with the person in charge of this specific business project.

"Almost no report" is often reflected in reality: "brother, you see, the bottom price of our product is * * yuan, and how to quote it, your brother has the final say, so we can share our interests and make progress together."

At this point, the other party will understand what you mean and offer a reference price voluntarily, which satisfies the needs of the company and meets your personal needs.

"Win without war" is the highest level of war, and the quotations "almost no report" are equivalent to "win without war", so it is worthy of the highest level of quotation.

Rigorous quotation

Must be strict, the unit, the account period, the payment method and so on are the factors that we consider whether the quotation is high or low, so we should pay special attention to it, and do not move the stone to your own foot.

For example, we reported the same products, the price of the newspaper is 30 yuan /KG, and this price is under the precondition of cash payment, but we did not pay attention to it. Habit became a monthly 30 day account, and even forgot the account period. It would be very passive and even cause losses to the company. For example, we reported the same product, the price clearly was 50 yuan / piece (accounting for 30 days), but we were not careful to report it into cash payment, so that the customer thought the price did not have the advantage and lost the chance to deal.

In another case, if the prices of products we sell are fluctuating, such as fluctuations of certain chemical products with oil fluctuations, and pportation costs fluctuating with the fluctuation of oil, etc., under such circumstances, we should be more rigorous in price, and in the quotations, we should embody "similar fluctuations in the fluctuation of oil prices" and so on, so that prices can be adjusted at any time.

Setting bottom line

It refers to the lowest acceptable price that a company can provide and achieve its profit goal, which is generally formulated by the company's strategic level.

Marketers must keep the bottom line, and set up their own bottom line in order to build personal brands.

The bottom line price of marketers can be slightly higher than the bottom line price of the company, which can leave more room for the customers to bargain, and the customers' specific leaders will have more sense of achievement. At the same time, we feel that our personal sincerity is more conducive to the paction, but we must pay attention to a slightly higher level than the company's bottom line. The bottom line price of the marketing personnel can be slightly lower than the bottom line price of the company, which leaves more sincerity to the customers, and the probability of turnover is higher.

If you wait for a price bottom line, you can't rush to quote, but look for the right time to report.

For quotation with formal items, we can only quote the reference price before the operation of the specific project and do not make a formal quotation. When the specific project is running, the customer will limit the corresponding time interval. We should report it in this interval, but it is not suitable to report in advance. It is advisable to rely on the latter. First, avoid leakage of the price. Two, it is more accurate because of the consideration of the time. After the operation of the specific project, if the customer requests the two quotation, it can be reported.

The scattered quotation is reported according to the mood of the client in charge.

Paying attention to trial and exploratory quotations is a must for our marketing personnel. For a less familiar customer, we can propose a price which is not quite different from the price of the market, and then observe its expression to judge the price of the offer. For familiar customers, we can directly inquire about, for example, "manager, what do you think of this newspaper * *?" if he has deep ties, he will make corresponding suggestions, and we will have a higher probability of business according to his proposal. For completely unfamiliar customers, we can take a quoting formula to test it. For example, we quote a quote in the quotation sheet. "This quotation is for reference only, and the quotation is for reference only.

In this case, customers will react. We can judge the price according to their reaction.