Price negotiation skills
Under the market economy, we face the most possible is to bargain, how to get our best interest in price negotiations is key techniques that sales staff must be skilled. I want to use the following techniques in the bargaining process:
1, the quotation is low, the turnover is low; the quotation is high, the transaction is high; even some of the marginal quotation is also higher. As we can see that we can't take the contract when our quotation is trying to get the contract, so if you leave the room for yourself, it is very limited, even if the transaction has greatly reduced its own interests and even No profit or loss of loss.
2, the target includes the principle. That is to say, no matter how many rounds have been made with our customers, you should make your offer to close to the other side, but you must include your target prices in the quotation, so you can get your biggest interest.
3, make the principle of conforming to change. In the price negotiations with our customers, your concession should include your concession to make the other party to give you how much the principles of concession, and ultimately our judgment is not the number of times, but the overall concession Contrast, you are a loss.
4, price decomposition method. For negotiations containing a variety of different transactions, we should decompose a quote for the price, not to give a higher price, which can reduce the price sensitivity of the other party, which is conducive to the transaction. For example, when engaging in software sales, the quotation usually includes various prices of products, upgrades, services, and the prices are relatively low, but if they become a whole, they may make customers a while and even desperately low your prices, leading to profits. shrink.
5, the last time effect method. Now most product sales profits come from service, and in order to attract customers, free service, prizes, etc., to provide customers' contract, we can use customers such greedy psychology , Take the last period of various services to press him to make a decision immediately. Such an effect is more obvious, but this measures have a certain side effect on the long-term operation of the company.
6, gradually narrow the method. In the process of negotiations with customers, it is necessary to maintain a principle for each concession, which is that every concession is less than the last concession. The last concession can be a little back, form a one. The price has indeed reached the point where it is no longer compressed, and if it is one again, it may fail the impression, and finally agreed.
In conquering customers, it is also a customer conquer your process, so we must keep the steril, calm mind, give you an expert in the communication process, which can give you more than the negotiation process. The interests are supported. Conquer customers, we need our own constant practice and learning analysis, summarizing the special experience of conquering customers.
