[China Glass Network] 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.
How can we make customers not care about it, and still have a dark situation on the price issue? Brian Dietmeyer, CEO of strategic negotiation firm Think!, has come up with a method based on years of experience: 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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