In the business process of foreign trade, after the salesperson quotes, the transaction is either completed or there is no reply. In the quotation process, "price" is undoubtedly one of the most sensitive and important factors. How can we increase the success rate by quoting customers according to their preferences?
1. Problems during the quotation process
Blind quotation, hasty or delayed quotation, perfunctory quotation, unclear quotation and no follow-up after quotation.
2. Quotation skills
a. Let customers bid. In trade negotiations, whoever bids first will be more passive. Therefore, we can try to let customers bid first, ask customers about their psychological price, and then recommend products.
b. Fuzzy quotation. If the customer refuses to quote first and must let us quote the price first, then we can make a vague quotation and only say a price range, and then proceed to the next step based on the customer's response.
c. Put yourself in someone else’s shoes. Based on the customer types we have analyzed in advance, we can think from the customer’s perspective about what price products he needs. If the customer is a middleman, they will tend to prefer products with large price differences and good performance; if they are dealers, they will pay more attention to the quality of the products and can quote the prices of some high-quality products for reference. All in all, make tentative offers and don’t say no to the price.
d. Stratified quotation When we don’t know the customer’s psychological price, we can make quotations at three levels: high, medium and low.
e. Leave a mantissa for non-integer quotations, such as 9.88 yuan, or use a quotation method such as 10 yuan for 3 pairs. Non-integer quotations take advantage of customers' subjective psychology of understanding numbers and can usually achieve better results.
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