1. Formulate a differentiated price strategy
For customers in different regions, different price strategies should be adopted. For example, European and American customers demand high quality products, short delivery time, and good service, so the price should be raised appropriately. Some customers in developing countries need large quantities. , At this time, a relatively low price strategy can be set.
2. Understand customer needs and answer them patiently
During the negotiation process, what customers are most concerned about is product quality, price, or packaging, transportation methods, etc. Foreign traders must observe carefully, so that they can grasp the key points in negotiations with customers and facilitate cooperation.
3. Don’t show your cards too early
In the negotiation, if you make a large concession at the beginning and show your cards too early, you will be in a very passive position. Therefore, before negotiating, you must prepare three prices: higher than the ideal price, ideal price, and lower than the ideal price .
At the beginning of the negotiation, you can first publicize the advantages of the product, give the price list higher than the ideal price to the customer, and see the customer’s reaction to the price. If the customer is not satisfied, negotiate with the customer based on the price and lower the standard appropriately , Propose the ideal price to see if the customer can accept it.
The ideal price is usually the normal price of the product in the market, and many customers will be willing to accept it. If the customer is still unwilling to accept it, he can quote the lowest price to the other party.
4. Learn to exchange conditions when negotiating
During the negotiation process, the customer may put forward some embarrassing requirements. At this time, the principle of “one for one” can be adopted: satisfy the customer with one condition, and then propose another condition.
For example, if you make a slight compromise on the price, you can ask the customer to increase the order quantity or change the payment method. It can not only satisfy customers, but not suffer losses, so that both parties can get satisfactory results, creating a win-win situation, and everyone is happy.
5. Manage customer expectations
It is very important to manage customer expectations and not let customers have expectations beyond the company’s capabilities. Some salesmen don’t know how to manage the customer’s expectations, and they make large concessions at the beginning and show their cards all at once. As a result, the customer will not feel that you have given in to the end, but will feel that there is a lot of room for negotiation, and the negotiation may come to a deadlock.
So when you encounter a situation that is really uncertain, you can give the customer a small gift, implying that I want to give it to you, but I really can’t.
6. Maintain a good communication attitude
In the negotiation process, it is necessary to avoid the situation of losing customers by showing off for a while. When a customer puts forward a request that is difficult to meet, you must cooperate with the customer, and you must be sincere in your attitude, taking into account the cost and other reasons to obtain the customer’s understanding.
7. Have the sincerity to solve the problem
When a customer complains to you, what you should do is not only to appease, but to solve the problem with sincerity. Your sentence “Please tell me about it” or “I’m sorry for my error and assure you I will take great care in performing the work” will make the other party feel that you have a sense of responsibility and restore trust in you.
8. Make the client feel like he has won
Customers buy not only products but services from you. It’s important for him to be taken seriously. Even in negotiations, the client must always feel that he is respected. If your price target is reached in this negotiation, but the customer feels that he has lost afterwards, it will not be clear whether the customer will place an order with you next time.
