[China Glass Network] Description: Bargaining has become a common occurrence in the sales process, but the salesperson actually wants to let customers accept the price you quoted. So, how should we deal with customer counter-offering, or how to prevent customers from bargaining? Or follow the world factory network Xiaobian to see how the sales elite does not let customers bargain!
If you can prevent customers from bargaining, you don't have to worry about how to deal with the problem of customer counter-offer. How can we make customers not care, and the price problem is still dark? Brian Dietmeyer, CEO of the strategic negotiation company Think!, based on years of experience, summed up a method: multiple quotes. Yes? Yes, yes, this method works! So, what is multiple quotes? How to quote multiple quotes? This is a question of skill.
Whether it is the third-rate sales of selling products or the first-class sales of selling concepts, it is necessary to return to the stage of bargaining with customers. Prior to this, it was the value of selling the product, and now it is the customer who takes the price of the product. Well, the world factory network Xiaobian takes you to see what is a multiple quote, how should multiple quotes:
What is a multiple quote?
The meaning of multiple quotes is to give customers three options, not just one. If only one option is offered, the customer will instinctively think about the counter-offer. And if the offer of the three options is given from low to high, the customer's attention will shift from "I want to counter-offer" to "what kind of solution is more appropriate". Customers will start to think, "The third option is too expensive, the value provided by the former is not enough, or the second is more appropriate."
How to apply multiple quotes?
However, the method of multiple quotes is not foolproof. Customers may be asked to buy a higher offer with a lower offer and induce you to list the unit price for each item. Don't do this! This gives customers the opportunity to make a counter-offer.
In addition, the customer may also ask you to lower the price of the second option. In this case, you have to learn to exchange. Either remove some items that are not important to the customer from the solution; or let the customer provide something that is useful to you, such as introducing you to other parts of the company. In any case, the principle of negotiation is: unless there is exchange, otherwise it is not easy to cut prices.
In fact, the price cut will make customers unhappy. If you lower the price easily, you will feel that your offer has a lot of water and reduce your trust and respect. And if you use the exchange method, you will not lose your own interests, but will make customers believe in you more.
In Detmeyer's view, the advantage of multiple quotes is that the sales and customers are transformed from the opposite sides into the same camp. When you offer multiple options, customers feel that they are actively making choices, rather than passively launching a price war with you, so negotiations will be more cooperative. Detmeier said that he tried this method repeatedly.
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