They say that peers are enemies, but really letting a group of strangerspackaging plantWhen the bosses get together, what do they say?

• Boss A: Every time you ask me to quote, every time you say that I am higher than XXX by a lot or a lot. Why don't you just don't call me?quoteI'll just keep up with how much XXX reports!
• Boss B: my most common offer five seventy to you, you say peers four eighty dare to do, I raw materials are more than this price! Salary electricity taxes do not want money? For people to serve?
• Boss C: offer so low and not over the boss addiction! Do a few years down before a butt account we all go home to retire who do you packages ah?

With the fall in raw material prices, many end customers began to ask the package factory to adjust the price, which triggered a large area of vicious competition. Many package material bosses do not know how to deal with the odd demands of customers, I organized some pricing strategies and techniques, shared in the hope that it will help you.

1. Direct quotation

Customers ask the price is a natural thing, but also often the first concern, this can not be faulted. Although customers see the clear offer, are still like to ask how much money, the implication is to see how much discount. At this time the mentality is more important than anything else, the boss has a bad mentality, 80% customers will be driven away.

2. Responding to price claims with rhetorical questions

When the package owner hasn't thrown out the discount bait, customers often ask: Can I get a discount? How much is the minimum? This time is the most test of skill, because this problem is not handled well, resulting in the failure to deal with the countless.

This use of the method is to respond to the customer's price claims with a rhetorical question: that can be fixed today? The implication is very clear, today can be fixed, there are concessions, can not be fixed, can not just give you concessions. This rhetorical question at once threw the question back to the customer, can be attacked and defended, in and out.

3. Request for quotations

In negotiating an offer, the general principle is to let the other party offer first as much as possible. Of course, when the other party's offer is far from your base price, then you need good maneuvering skills. Customers ask for concessions, you can simply ask the customer how much they are willing to bid.

4. Say NO to the customer's first offer

If the customer's initial offer is beyond your bottom line, can not be accepted, and said, this price we can not. If once agreed to the customer, then the customer may give up the purchase, because your concessions are easy, the customer will feel that he was fooled, and then continue to counter-offer or decide to withdraw.

Even if the customer's offer does not exceed your bottom line, after the customer offer, you can not agree to the customer's first offer to say NO, and even the second offer, the third offer to say NO, even if the last agreed, but also to show great reluctance, this is the "great reluctance" strategy.

5. Leaving room for manoeuvre in the offer

In the offer and the final price of the middle to go through many fights, and then step by step close to the price or their own bottom line. This process is like a scale without balance, by removing the left and right to make up for the right, removing the right to make up for the left and right way to finally reach a balance.

6. Value advantage masks price disadvantage

The three words that clients often say are: too expensive. Even if they want to do it with you, they will say "too expensive". Because subconsciously they want it to be cheaper, they want it to be more favorable, or better yet, they want to give it to them for free.

The face of the customer's these three words, the guide is easy to fall into passive, some say not expensive, some say value for money, some say my raw materials are so expensive, some faint smile ...... In short, in the face of this problem, there can be a variety of ways to deal with it. Packaging plant here need to use the value advantage to cover the price disadvantage, and full of confidence: but our packages are good ah ...... next must emphasize where to good, especially customers like the point of good, so that it is easier to capture the hearts of customers.

7. Superior Rights Strategy

This is for some pack houses that have specialized sales.

When the customer wants to leave, sales says to the customer, "Why don't you sit down for a while and I'll go ask our boss. This is a very common negotiation strategy. Here is a very important strategy, not listed separately, that is, we must know how to "retain" the customer. Customers subconsciously need to stay, if the customer has a good feeling about the product, your retention may make the deal half successful. Customers often because the price can not be discounted and leave, then sales must retain customers, and through the re-offer or ask the leadership to solve.

This strategy of asking for leadership is the superior power strategy. If the sales say, then I give you cheaper how much how much, then things may become more troublesome, the customer knows that sales have the price power, will continue to ask for concessions, and in the end either can not be dealt with or the profit is too low. Sales and bosses have to believe: customers are master negotiators.

8. Seek third-party help

In the superior rights strategy, the "superior" can usually not appear, but can be used by telephone or under false pretenses. In this case, the "third party strategy" and the "superior rights strategy" are used one after the other.

9. Strategies for Concession

Price concessions is to talk about strategy, if the concessions are not in place, encountered a very good understanding of the negotiation of the customer, it is easy to get out of the problem, either can not be sold, or profits are very low, and some still have to quarrel, and even aggressive. The best concessions should be decreasing concessions, concessions "distance" gradually reduced.

10. Strategies for responding to escalating demands

Customers are "greedy", always want to take advantage of more. In determining the basis of the transaction offer, the appropriate meal, please eat is often to promote the transaction of a booster, a promotional force, the role of sales promotion.

Sales is not only skillful in negotiation and good mentality, but also good at discovering customer needs and not missing any sales opportunities. For example, at a time to go to K song, drink on the way to meet customers, in a strong professional sensitivity, the customer's business outside the needs of the perception. This is the super sales have qualities, you learn to use successfully, you are super sales!