How to quote customers will not be lost?

Quotation is the most important link in sales. There are many friends who have just made sales. Due to the unfamiliarity with the industry or the eagerness for success, they do not know the actual situation of the customer and quote it. They do not know that they should quote according to different customers. Some old salespersons also have bad standards in the quotation. Due to the inaccuracy of the quotation, the loss of the customer or the loss of the order. On this issue, I want to write my own experience and share it with you.

First, find out the quoter’s situation and quote again.

Most salespersons will easily quote whether they are on the telephone or online. As a result, many inquiries have no news, and some are too rash to give the other party an informal impression. In fact, the real customer will first consult the specifications and specifications of your product before asking for a price. This requires the salesperson to ask the company name and the required product Sell ​​yourself or help other customers purchase, but also ask him the specifications and technical indicators of the required products. The most important thing is to understand whether the other party is an industry insider. For example, I am an enterprise that sells electronic moisture-proof cabinets. Then, I would ask: Do you need that sort of electronic moisture-proof cabinet? Is it industrial or domestic? Is it low-humidity or common? Through the answers to these questions, I can judge whether he really needs my product. For real customers, I usually give a very detailed offer.

Of course, some customers are not your product, nor do they know the product specifications. They just need your product and want you to recommend him. For this kind of customer, you must introduce the product clearly after the quotation, during the quotation, It can be said that your 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. It depends on the needs of customers. In short, we must leave room for further talks.

Second, learn to let customers quote.

In the face of price seekers, seasoned salespeople will ask: Do you need the grades and specifications of the product? Or, how much do you need to purchase? Do you want to spend less money to purchase? Purchasers who normally have procurement plans and targets will Product performance, specifications and technical requirements are reported in great detail. Prices will also have a certain range, but also concerned about the situation of delivery and after-sales service, this type of purchaser must be a customer, the market is also very clear, then your quote must be true and reliable, in the introduction of the product's selling point At the same time, it must be clear and correct. Of course, some customers do not offer at all, because he himself is not clear, just want to use your quotation as a basis, and ask a few more prices. For such a customer, whatever price you quote is difficult to make business. My own experience is not a quotation, I will say: I am sorry, I feel that you are not very understanding of our products, you go to ask my colleagues okay? As long as you really cooperate with my company, I will definitely give you A satisfactory answer.

Third, learn fuzzy 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 quote. For customers who ask the price directly, the salesman must learn to ask questions. For customers who don't even understand your product, they must learn fuzzy quotations. For example, my electronic moisture-proof cabinet has four series and more than 50 specifications. The price is from From 480 to 25,000 yuan, what type of style do you want? For a single variety, you can also quote ambiguously. The purpose of the vague quotations is to leave room for the customers who are really entering the purchasing stage to continue negotiations.

The quotation is a knowledge, and the same salesman will have a big gap in performance due to the different pricing techniques. From this point of view, each of our salesmen must possess a certain amount of sales psychology knowledge. In the next article, I'm going to talk to everyone about the psychology of sales, and I hope to help the salesperson.