At present, there are shopping malls selling goods at a fixed price in the country, but most people's daily purchases are completed through bargaining. Efficient and easy to face the bargaining also introduced, from the small market production of a few cents of the bazaar to the huge amount of billions of transactions between industrial and commercial enterprises, the buyers and sellers will inevitably be irrelevant to the transaction price. The same applies to printing companies, and the printing of a small business card with a large number of cards to hundreds of thousands of books must be subject to bargaining. After the price is higher than three, the customer still requests the processing to drop once and then fall again. At high prices, the price is used as an excuse, and they don’t love and wave good-bye to say goodbye. In order to retain the customer's heart, the manufacturer finally reluctantly cuts profits... bargaining. The market seems to be everywhere and everywhere. After China's accession to the WTO, the competition in the printing market has become more intense. The author believes that printing company business personnel may wish to learn a little of the art of bargaining, which is very helpful for business negotiation.
Preemptive: The business people of the printing companies based on my quotation should use some methods of commercial distribution to negotiate orders. For example, in shopping malls, specialty stores, and other business establishments, such noticeable slogans are often seen: This product does not participate in discounts, bargaining is negotiable, it is the lowest price, bargaining is free, if someone wants to counter-offer when shopping The salesperson pointed out: I'm sorry, we do not bargain here. If the customer repeatedly asked if it can be cheaper, the final few hundred dollars of the product is only a small amount of ten yuan. In this way, it is easy to avoid a bargaining battle with customers. This is basically a price that is dominated by merchants. It uses a preemptive approach. With reference to the above distribution practices, in the negotiation of the printing and processing business, we first made it clear to our customers that the processing price of our factory has been fixed based on the standard of the wage price, and that it cannot be reduced for various reasons. I hope the other party can understand it. Put the ugly words first, blocking the bargaining of customers, and reducing the scope for bargaining, making it impossible to counter-offer prices.
In order to prevent customers from bargaining in order to show the processing price rules like this, we can also refer to the following preemptive practices in the responsibility:
1. Explain to clients the factors that affect the price customization, for example, that they are based on the printing price standard quotations formulated by the price submission department, rather than the price of their own, indicating that the reasons for high prices, so that customers feel that they are indeed dealing with the orthodox manufacturers Although there is not much room for bargaining, the finished products are guaranteed by quality and time, and are worthless.
2. It shows that the operation of this batch of processed products is also not profitable. It is entirely in line with the old relationship cultivated by various households for years to accept this business. I hope that this time, customers can also help, take care of and show that they will certainly In the future cooperation in other varieties, to make up for, give preferential treatment.
Of course, there must be a precondition for adopting such a preemptive approach. That is, the products to be processed by customers are tightly traded and have high quality requirements, or are bulky, and the process is very complicated and so on. He is admired and will not be subject to the high or low price of processing. The final transaction that directly affects the customer is successful; otherwise, the customer will be rejected thousands of miles away.
After the strike - see the machine to act to quotations in the printing business is often asked the price of the phone ringing constantly, there are many indirect, direct customers asking for price. The quotation workbook is a time-consuming and labor-intensive task. It was busy for a while, but after some inquiry, it was not seen. It was a headache for customers not to return. In general, the customer asks mainly from two purposes: first, he is really interested in looking for manufacturers of state-owned products, asking prices to understand the processing price base; second, he has no intention of processing products at your place, and asks the machine to learn With regard to the base price of processing, a comparison is made on the actual situation. In addition, there is also a situation where some old customers use unilateral bargaining as an excuse to reject or terminate their cooperation, and use a price that we simply cannot afford.
In view of the above situation, we must first find out what the true intentions are, and the manufacturer's business people should not listen to the customer to call for inquiry or see the customer...
Outstanding Advantages - In the process of high-end price bargaining Due to the floating pricing of printing processing, it is the company's desire to win and sign more orders under high-end price levels. Deal with customers, concentrate on every request from customers, seize the key, analyze and make judgments quickly. If the process is simple, the general grades with low grades can follow the market and offer a moderate price. If the product to be processed by each household has a tight schedule, the process is complex, or because of other reasons, it may not be possible to negotiate with other manufacturers. First, conduct persuasion work to highlight the company's own advantages. For example, first briefly introduce the company's good reputation and economic strength, has a first-class equipment, a full range of processing technology, reliable quality assurance and delivery guarantees on time. Second, it highlights comprehensive support services. Enthusiasm to help customers complete the processing requirements of the spring process, the use of materials, the cost of wages and other calling rules; help customers not only to make new processes and materials, improve the beauty of the product, both do not increase the cost; to customers It shows that in terms of purchasing paper and materials, delivering manuscripts, sending products, etc., they can meet their requirements and provide considerate service. Let customers sincerely create a business deal with such companies only this one, no branch, high wages is also worth the feeling, otherwise, the result will be to say not to accept, do not recognize high prices. Winning the trust of customers in this way effectively avoids the intense bargaining and enables the transaction to be completed at the high end price.
Examining the situation - flexible use of quotation techniques In order to report the price of existing bargaining and attractive prices to customers, clever and flexible reporting is critical.
First, pay attention to the techniques for using quotation rationally.
For those customers who are not familiar with the printing price, they can report high prices and leave a certain amount of room for bargaining. For customers who do not know the actual printing price, but they know the general pricing rules of printed sheets and color orders, they should provide a reasonable quotation. For those customers who know the specific price and have dealt with the printing unit multiple times, they should try to lower the processing price and retain customers without losing money. All in all, different prices are reported for different types of customers.
The quotation for printing and processing is a serious matter. We should choose to do it in a more formal place such as a business negotiation room. In particular, new customers should not leave them a casual, sloppy feeling. When negotiating, generally first briefly explain to the customer that the quotations for printing processing are based on the industry uniform price standard. At this time, a fuzzy price can be reported to the customer, allowing him to have a general price impression on the products of the desired clerk. When the customer decides to sign an order, it will report the exact price. Here also pay attention to whom to quote. The price is more sensitive in business communication. If you come for a telephone inquiry, or if the average person requests for an inquiry and says three minutes, the customer's business executive can fully express it. To quote the wages to those who cannot do the Lord is not only useless, but sometimes it even makes the result counterproductive.
Second, pay attention to the processing price method 1. Quotations for people. Some customers are accustomed to pricing according to print sheets and color codes. At this time, you have to quote according to the printing price list. They are too complicated and feel trouble. In view of this situation, the price can be converted into the unit price of printed sheets and color sheets, which is based on the customer's custom.
2. Report the minimum unit price. In commercial transactions, feed, beer, food, etc., are usually quoted at 1 bottle, 1 bag, and 1 box price. For example, the price of 1 bottle of drinks, but does not report a price, it is this reason. Because the entire quote is not easily converted into unit price, and the entire price is large, it will leave a high price impression. Printing processing quotes are much more complicated than commercial quotes. In the actual reporting work, this method is usually used to report the processing fee of 1 book, 1 sheet, and 1 color order processing. In this case, we should try our best to minimize the unit price. This is because in the small unit to discuss the asking price, although easy to calculate, but a few cents a few cents, will give people the impression of a small margin. If it is on the total amount of the total amount of processing resources on the dozens of hundreds of thousands of dollars, for a time will give customers a sense of profit, psychological line of defense is easy to break through.
The bargaining skills of the contract printing business are very strong and its changes are endless. Because people vary by cause and place, they are very knowledgeable. Here is just some of my own fine-grained knowledge and ideas, which are intended to spark a lot of attention and thinking.
Preemptive: The business people of the printing companies based on my quotation should use some methods of commercial distribution to negotiate orders. For example, in shopping malls, specialty stores, and other business establishments, such noticeable slogans are often seen: This product does not participate in discounts, bargaining is negotiable, it is the lowest price, bargaining is free, if someone wants to counter-offer when shopping The salesperson pointed out: I'm sorry, we do not bargain here. If the customer repeatedly asked if it can be cheaper, the final few hundred dollars of the product is only a small amount of ten yuan. In this way, it is easy to avoid a bargaining battle with customers. This is basically a price that is dominated by merchants. It uses a preemptive approach. With reference to the above distribution practices, in the negotiation of the printing and processing business, we first made it clear to our customers that the processing price of our factory has been fixed based on the standard of the wage price, and that it cannot be reduced for various reasons. I hope the other party can understand it. Put the ugly words first, blocking the bargaining of customers, and reducing the scope for bargaining, making it impossible to counter-offer prices.
In order to prevent customers from bargaining in order to show the processing price rules like this, we can also refer to the following preemptive practices in the responsibility:
1. Explain to clients the factors that affect the price customization, for example, that they are based on the printing price standard quotations formulated by the price submission department, rather than the price of their own, indicating that the reasons for high prices, so that customers feel that they are indeed dealing with the orthodox manufacturers Although there is not much room for bargaining, the finished products are guaranteed by quality and time, and are worthless.
2. It shows that the operation of this batch of processed products is also not profitable. It is entirely in line with the old relationship cultivated by various households for years to accept this business. I hope that this time, customers can also help, take care of and show that they will certainly In the future cooperation in other varieties, to make up for, give preferential treatment.
Of course, there must be a precondition for adopting such a preemptive approach. That is, the products to be processed by customers are tightly traded and have high quality requirements, or are bulky, and the process is very complicated and so on. He is admired and will not be subject to the high or low price of processing. The final transaction that directly affects the customer is successful; otherwise, the customer will be rejected thousands of miles away.
After the strike - see the machine to act to quotations in the printing business is often asked the price of the phone ringing constantly, there are many indirect, direct customers asking for price. The quotation workbook is a time-consuming and labor-intensive task. It was busy for a while, but after some inquiry, it was not seen. It was a headache for customers not to return. In general, the customer asks mainly from two purposes: first, he is really interested in looking for manufacturers of state-owned products, asking prices to understand the processing price base; second, he has no intention of processing products at your place, and asks the machine to learn With regard to the base price of processing, a comparison is made on the actual situation. In addition, there is also a situation where some old customers use unilateral bargaining as an excuse to reject or terminate their cooperation, and use a price that we simply cannot afford.
In view of the above situation, we must first find out what the true intentions are, and the manufacturer's business people should not listen to the customer to call for inquiry or see the customer...
Outstanding Advantages - In the process of high-end price bargaining Due to the floating pricing of printing processing, it is the company's desire to win and sign more orders under high-end price levels. Deal with customers, concentrate on every request from customers, seize the key, analyze and make judgments quickly. If the process is simple, the general grades with low grades can follow the market and offer a moderate price. If the product to be processed by each household has a tight schedule, the process is complex, or because of other reasons, it may not be possible to negotiate with other manufacturers. First, conduct persuasion work to highlight the company's own advantages. For example, first briefly introduce the company's good reputation and economic strength, has a first-class equipment, a full range of processing technology, reliable quality assurance and delivery guarantees on time. Second, it highlights comprehensive support services. Enthusiasm to help customers complete the processing requirements of the spring process, the use of materials, the cost of wages and other calling rules; help customers not only to make new processes and materials, improve the beauty of the product, both do not increase the cost; to customers It shows that in terms of purchasing paper and materials, delivering manuscripts, sending products, etc., they can meet their requirements and provide considerate service. Let customers sincerely create a business deal with such companies only this one, no branch, high wages is also worth the feeling, otherwise, the result will be to say not to accept, do not recognize high prices. Winning the trust of customers in this way effectively avoids the intense bargaining and enables the transaction to be completed at the high end price.
Examining the situation - flexible use of quotation techniques In order to report the price of existing bargaining and attractive prices to customers, clever and flexible reporting is critical.
First, pay attention to the techniques for using quotation rationally.
For those customers who are not familiar with the printing price, they can report high prices and leave a certain amount of room for bargaining. For customers who do not know the actual printing price, but they know the general pricing rules of printed sheets and color orders, they should provide a reasonable quotation. For those customers who know the specific price and have dealt with the printing unit multiple times, they should try to lower the processing price and retain customers without losing money. All in all, different prices are reported for different types of customers.
The quotation for printing and processing is a serious matter. We should choose to do it in a more formal place such as a business negotiation room. In particular, new customers should not leave them a casual, sloppy feeling. When negotiating, generally first briefly explain to the customer that the quotations for printing processing are based on the industry uniform price standard. At this time, a fuzzy price can be reported to the customer, allowing him to have a general price impression on the products of the desired clerk. When the customer decides to sign an order, it will report the exact price. Here also pay attention to whom to quote. The price is more sensitive in business communication. If you come for a telephone inquiry, or if the average person requests for an inquiry and says three minutes, the customer's business executive can fully express it. To quote the wages to those who cannot do the Lord is not only useless, but sometimes it even makes the result counterproductive.
Second, pay attention to the processing price method 1. Quotations for people. Some customers are accustomed to pricing according to print sheets and color codes. At this time, you have to quote according to the printing price list. They are too complicated and feel trouble. In view of this situation, the price can be converted into the unit price of printed sheets and color sheets, which is based on the customer's custom.
2. Report the minimum unit price. In commercial transactions, feed, beer, food, etc., are usually quoted at 1 bottle, 1 bag, and 1 box price. For example, the price of 1 bottle of drinks, but does not report a price, it is this reason. Because the entire quote is not easily converted into unit price, and the entire price is large, it will leave a high price impression. Printing processing quotes are much more complicated than commercial quotes. In the actual reporting work, this method is usually used to report the processing fee of 1 book, 1 sheet, and 1 color order processing. In this case, we should try our best to minimize the unit price. This is because in the small unit to discuss the asking price, although easy to calculate, but a few cents a few cents, will give people the impression of a small margin. If it is on the total amount of the total amount of processing resources on the dozens of hundreds of thousands of dollars, for a time will give customers a sense of profit, psychological line of defense is easy to break through.
The bargaining skills of the contract printing business are very strong and its changes are endless. Because people vary by cause and place, they are very knowledgeable. Here is just some of my own fine-grained knowledge and ideas, which are intended to spark a lot of attention and thinking.