Customers are smart, and bargaining is the least common practice.
In the process of negotiation, maintaining the price is a necessary stage to reach a deal. Effective price protection can make the transaction process smoother, and it is also a powerful weapon to protect the company's best interests.
General transaction flow: haggle →→→ protect the price →→ haggle →→ release the price (don't judge haggling as negotiation).
Reasons for customers' bargaining:
1, I don't know much about the market, and I'm afraid of losing money and buying too much. First, I have to throw stones to ask for directions-I hit the bottom and bounced back.
In the face of such customers, we need to show all-round professionalism in the process of introducing products and pass on the value of products to customers 100%. Know the market like the back of your hand, and make customers believe that the market you are talking about is objective and professional.
2, habitual thinking: buy a side dish and talk about the price.
You know, this is people's habitual thinking when doing any transaction, not to say that it is cheap to place an order. Cost-performance ratio is the first consideration of customers within their capabilities, followed by price, so what we need to do at this stage is to pass on the product value and confidence to customers.
3, the budget is not much, but I still want to try.
The characteristics of this part of customers are: the budget difference will not be too big, and they agree with the lot and the house itself. So what we have to do is to help customers settle accounts and emphasize the value of the project in order to improve the budget. If you really can't change-business is not right, at least you have tried, then make friends.
The principle of keeping the price:
In order to smooth the transaction and protect the best interests of the company.
1. We must reject the unattainable price.
2, for the price that can be finalized on the spot, we should also keep the price, and those that are easy to get will not cherish it.
Everyone has the experience of bargaining, and the transaction is more fulfilling after a certain tortuous process.
If you agree at once, maybe the customer will find some reasons to continue bargaining and talk about other issues instead of price (according to past experience, make up for it)
Stabilize the price first, confirm the price once, the customer will make a deal immediately, and then skillfully put the price on it.
Requirements of price keeping rhetoric:
1, value for money-you can't just say "no" when maintaining the price, you must tell the customer why not. The best way is to emphasize the value point of the project, and then compare the lots with higher prices in the same lot. On the one hand, we can continue to strengthen the recognition of customers, and at the same time, we are gradually raising the psychological price of customers.
2. Pricing sales-while maintaining the price, we should give customers the concept of pricing sales.
In the rhetoric of insured price, we must repeatedly emphasize the formality and portability of developers. If the customer has the idea that the price is wet, it will directly affect the transaction, because at this time, the customer is not concerned about the product, but the price.
3, not too worried about selling-in addition to letting customers know about pricing sales and value for money, but also let customers feel that we are not worried about selling, the value of our real estate is recognized by most customers. Telling a story to a finalized and interested customer (even the side) will be more credible in fact, so that the customer will not feel cheated and achieve the purpose of protecting the price.
Status requirements for price maintenance:
1, familiar with the product and full of confidence. Be familiar with the product, so that you will have confidence when you protect the price, and self-confidence will naturally arise.
2. Tap the demand and strive for recognition. Only when customers are optimistic will there be a move to negotiate prices. Grasping the key points will not take the lead in price negotiations. At the critical moment, you can pretend to give up (recommend other positions) to achieve the purpose of insuring the price.
3, not anxious, not humble. The status of both sides is equal. Customers have money, and we have goods. Failure to conclude the transaction is my loss and also the loss of the customer. I only show the spirit of service, but I don't keep a low profile.
Customers often use bargaining strategies:
1, straightforward: the decision is straightforward and the requirements are ruthless.
Cracking: if the bid is lower than the reserve price, it will be rejected completely; If the bid is higher than the reserve price, put forward some corresponding requirements to the customer while maintaining the price, insist on reciprocity, make concessions from both sides, and then find leaders to cooperate (the play should be performed completely)
2, finding fault: all kinds of finding fault is just to find reasons for bargaining.
Crack: a let him talk: wait until all the questions are picked out to determine whether the other party is really interested. If you really hesitate, then one of the few problems can be solved one by one; If there are many problems, choose the main ones that can be solved, and then emphasize that there is nothing perfect in the world.
B for customers with weak intentions, let's not talk about the price first.
Step 3 compare
Crack: don't vilify competing products, get what you want at the cost, and enlarge your advantages, especially what customers care about.
Maybe customers are not sure about the prices of other competing products, so they should take a professional attitude and ask customers some questions.
Precautions for keeping the price.
When the customer asks for price negotiation, it should be said that we are all selling at a fixed price and will not talk about the price casually, but don't say much, let go of the topic of price, determine the degree of intention and wait for the second test.
At the same time of bargaining, it is necessary to inculcate the superior value of the product repeatedly, so that customers can repeatedly agree and form the subconscious, which is the necessary bedding.
If the customer is determined, first find out his psychological price and let him bid first. We can't make any concessions without knowing each other's psychological price.
Don't blindly insist-avoid customers being irritated or impatient and choosing to give up (if you are really sincere, I will try my best to apply for a discount from the leader, but your expectations should not be too high). Keep the price or complete the transaction.
Negotiation conditions
1. Make sure you can place an order after negotiation.
2. Determine whether the customer decision maker is present.
3. After the previous insured price, the customer's heart price has been raised to the transaction price range.
Make sure nothing else is wrong, only the price is the problem.
Three details
1. Negotiation is a process of finding common ground between the two sides. If customers have requirements in one aspect, we will ask them to give us concessions in the other. (Yes, but the premise is: * * *, otherwise the leader will definitely disagree. )
2. Even if the customer's bid is higher than the transaction price, you need to be calm and don't let the customer see the joy.
3, in the process of bargaining, we should pay attention to the atmosphere of the scene, when the negotiations are deadlocked, we should immediately change the subject, take a long-term view, and must not argue for negotiations.
Life is like a play, it all depends on acting.
General prices are set by leaders, and this process also requires the cooperation of salesmen. A mature salesman is actually the director of the whole process.
Managers and salesmen usually cooperate in black and white, and the manager strictly grasps the price from the company's standpoint;
And the salesman is selfish, desperate to clinch a deal, pull the manager's price, want to clinch a deal.
1. indicates the company's position: the location is good;
2. State your position: I want to make a deal, I am willing to serve, and I am on the customer's side.
The most pleasant transaction is not the one with the lowest price, but the one that both parties are satisfied with.
? Walking with tigers and wolves is an animal; Dancing with the phoenix will be a handsome bird.
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