[China Glass Network] Content Description: Quotation is a more important part of sales. There are many friends who have just made sales. Due to the unfamiliarity of the industry or the rush to seek success, they do not know the true situation of the customer and quote it. I don’t know. Quote according to different customer conditions. Some Old salesmen also have a bad scale when they quote. Due to the inaccuracy of the quotation, the customer is lost or the order is lost. On this issue, I want to write my own experience and share it with you.

Quotation is a more important part of sales. There are many friends who have just made sales. Due to the unfamiliarity of the industry or the rush to seek success, they do not know the actual situation of the customer and quote it. I don't know if I want to quote according to different customers. Some old salesmen also have a bad scale when they quote. Due to the inaccuracy of the quotation, the customer is lost or the order is lost. On this issue, I want to write my own experience and share it with you.

First of all, find out the situation of the inquirer and then quote.

Most salespeople will be able to quote easily, whether it is a telephone inquiry or an online inquiry. As a result, many inquirers have no news, and some have left an irregular impression on the Other party because the offer is too rash. In fact, the real customer will know the specifications and specifications of your product before making an inquiry. This requires the salesperson to ask for the name of the company and the company name when they receive the price call (World Factory Network). Whether the required product is sold by itself or for other customers, and the specifications and technical specifications of the products he needs. It is more important to know whether the other party is an insider. For example, I am a company that sells electronic moisture-proof cabinets. Then, I will ask: Do you need an electronic moisture-proof cabinet? Is it industrial-grade or household-grade? Is it low-humidity or ordinary? By answering these questions (World Factory Network Academy Channel), I can judge whether he really needs my breed. For a real customer, I usually give a very detailed quote.

Of course, some customers don't have your product, don't know the product specifications, just need your product, I want you to recommend it to him. For this kind of customer, you must make the product clear after the quotation. Can bluntly tell you what the price is in the same category, I usually report a medium price, tell the customer that I have more high-end products, but the price will be higher, there are lower grade products, the price is definitely favorable. Just look at the needs of customers. In short, we must leave room for continued talk.

Second, learn to let customers quote.

Faced with the price seeker, the experienced salesperson will ask: Do you need the product of that grade and specification? Or, how much do you need to purchase? Do you want to spend less money to purchase? (More exciting in the world factory network school channel) Buyers who generally have procurement plans and targets will report the performance and specifications of the products in great detail. The price will also have a certain range, and will also care about the situation of delivery and after-sales service. Such purchasers must be customers, and they are also very clear about the market. At this time, your quotation must be true and reliable, and introduce the selling point of the product. Be clear and correct. Of course, some customers simply don't quote, because he doesn't know it. He just wants to use your quotation as a basis. Ask a few more prices. For such customers, you can't make it anyway, no matter how low the price is. business. My own experience is not to quote, I will say: Sorry, I feel that you are not very familiar with our products, can you ask my peers? As long as you really cooperate with our company, I will definitely give you A satisfactory answer.

Third, learn to ambiguous quotes.

Quotes are also commercial information and will be used by your opponents. This requires the salesperson to have the ability to adapt to the quotation. For customers who ask for the price directly, the salesperson should learn to ask questions. For customers who are unclear about your products, they must learn to ambiguously quote. For example, my electronic moisture-proof cabinet has four series of more than 50 specifications, the price is from 480 yuan to 25,000 yuan, do you want that style? For a single variety, you can also ambiguous offer. The purpose of the vague quotation is to leave room for continued negotiations for customers who actually enter the procurement phase.

The quotation is a study, and the salesperson will have a big gap in performance due to different quotation skills. From this point of view, each of our sales staff must have a certain knowledge of sales psychology, the next one I am going to tell you about the psychology of sales, I hope to help the sales staff.

If you are unclear about the customer's ability to accept the price, let the customer quote first, and the customer's earlier report is generally acceptable at a lower price. I have a bottom in my heart, and you may be able to report the price to the customer. Of course, you can't be too outrageous!

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