The price of the error is a common problem for the salesman. The novices who have the wrong price also have the "old fritters". Most people think that the wrong price is a naive and fatal mistake.
My personal point of view is that everything must be viewed from both positive and negative aspects: is it unintentional, or is it intentional?
The grasp of "having" and "none" can reflect the level of a salesman and the gap between new and old salesmen. Novices who accidentally report the wrong price often offend the customer and even lose the order, and for the sales master to report the low price is a step to "return to progress."
From the foreign trade business "newbie" error price to explore the "remediation of the road."
I was drinking with my friends and talking to the sky. Suddenly the phone rang. I would call me at ten o'clock in the evening. I took this strange call with questions.
After receiving the call, I realized that the other party is a foreign trade clerk of a well-known domestic zipper manufacturer. When the price of a newly developed important customer is quoted, the cost price is reported to the customer. The customer sees the price anomaly and is a well-known enterprise. So I placed the order very quickly. The old Xu looked at the order and the head was big - the price was wrong! Plus the cost also loses money. Lao Xu is looking for me and I am sick and sick!
How to adjust the price and keep this customer who has just won the competition?
1, the more common method: immediately contact the customer, take the initiative to admit mistakes and apologize, and strive for customer understanding.
This method is also suitable for old customers who have a certain customer base. The key is to be thicker and better prepared by customers. However, it may not work for the previous cooperation that has just come to the important customers. Especially the price difference is not outrageous. The customer will think that you are playing the snake with the stick, taking the opportunity to test the other party’s psychological limit and strive for more. Big profits, it is difficult to succeed, not to mention, but also will fall into an nickname of dishonesty.
2, pay attention to communication methods: (Li Daitao) said to the customer that he accidentally confused the price of the B-type product with the price of the A-type product, and then asked the other party: "You also know that the price of this model is not possible. Low!" Ask the other party to forgive this low-level mistake.
Of course, this is a low-level excuse, and customers will believe it! But at least let the other party temporarily unable to refute, but also retain a little face and give us a chance to re-quote.
3. The art of re-quotes.
(1, looking for differentiation advantages.
I asked Lao Xu: "Where are you superior to the original supplier of this customer?" Xu said without hesitation: "Price, cost is our big advantage, and our product quality and company scale are No less than the competition."
What is known as knowing him.
It is impossible to know your own advantages only by wishful thinking. I asked Lao Xu: "How much is the price of competing products?" Xu said: "This is the secret of the other party. I know!" Silent! Even the price of the competing products does not know how good it is to say that their products are cheap! This is a 40-year-old foreign trade clerk of a big company?
(2, play the mall "Infernal Affairs."
I asked Lao Xu: "Do you have any other customers who have been dug up from competing products, and the customer is slightly better?" Lao Xu said: "Yes, but the other party does not necessarily want to say, even if it is not necessarily accurate "I am a little impatient: "Not necessarily? Don't try to know how to know! Buying things knows how to shop around, you won't ask a few more comprehensive measures? You have to have a heart in this line." Spectrum!"
Maybe I talk too much and hurt my self-esteem.
Lao Xu was silent and said: "Let me go back and try it!" Seeing that he is so unconfident, I said: "Do you have any old customers who have cooperated for many years? The customer is very good. You can ask them to ask your opponent. Quotes (use caution when using this trick, maybe you can't accidentally steal a chicken without eclipsing the rice). Generally speaking, it is easier to get it." At this time, Xu said: "Well, it should be similar, but How to quote the quote?"
(3, the principle of re-quote - highlighting the advantages. The advantage of Laoxu's products is the price. The reason why the other party has been away from the company for many years is to reduce the procurement cost, so the old Xu's offer must guarantee the profit again. It is cheaper than competing products. Lao Xu also adopted my personal advice.
A few days later, Xu was called again. "Little Liu, you are suffering me! I used your method no matter what! Although the customer did not harass me when talking, but later the customer still purchased the competing products."
I asked Lao Xu: "How is your price reported?" said Xu Xu, who said: "I reported it according to the method you said. I thought I found a quote for the competing product, and then it was a little cheaper than the other." Say: "How much is this a little bit?" Lao Xu: "Each one is 1 cent less than the other." I asked: "How much is your fare increase?" Lao Xu said: "Each price is more than 1 gross." I asked: "What is your markup rate?" The answer from the foreign trade clerk Lao Xu almost made me faint: "What is the markup rate?" In desperation, I had to ask Lao Xu: "How much is your initial offer?" Lao Xu thought for a while and said: "2~3 cents per piece."
I believe that my conversation with Lao Xu has come here. Most of the readers have already understood the reasons for the failure of Lao Xu. I will not analyze it here.
The key to successful quotation is to grasp the customer's psychology:
The customer objective of the former and the old Xu is very clear - to buy more cost-effective products and reduce the procurement cost.
Second, the reason why customers initially chose Lao Xu is also very simple - inexpensive.
The second offer, Xu, is still "a little bit cheaper" than the opponent, but why is the customer re-entering the opponent's arms?
1. The offer of Lao Xu is more than 30% higher than the previous one, making it difficult for customers to accept.
2, the old Xu's offer is cheaper than the opponent's "a little bit" relative to the increase is so insignificant.
3. A savvy customer will definitely analyze the profit margin of the industry from the before and after quotations of Lao Xu. Instead of taking risks and dealing with the old Xu who is not doing things well, it is better to squeeze the original supplier to reduce the supply. The price of the goods.
This shows that Xu’s efforts have only been a price war in disguise, and he has made a prank! The final business did not talk about it, but the competing products did not make money, and both suffered losses. The latter big winner is the customer's one-way win.
Dear readers, what do you do if you encounter problems like Lao Xu? I believe in seeing others!
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