Know the price in advance before buying a car, do your homework and negotiate with the sales consultant step by step. It is best to bring a friend and family to cooperate. Generally speaking, we can easily conclude the business at the reserve price.
How to bargain at the reserve price As we said in the previous video, the price of a car is often not equal to the manufacturer's guide price.
This is like: we set up our own stalls to sell vegetables, and the purchase price must be exactly the same. But how much to sell to others: sometimes I give it to you more expensive; Sometimes I will give you a cheaper price. Look at your mood, look at yourself.
However, bargaining is tricky. "You can't eat hot tofu in a hurry" and you can't eat fat in one breath.
It often takes patient polishing to finally win a satisfactory reserve price and share it with you in several steps.
To understand the market situation, first compare the prices yourself. First of all, before you go to the 4S store to buy a car, you'd better look at the market and online quotations. It won't be long before you know this number.
Jilin University has a master's thesis to share with you "Research on the management model of passenger car dealers of FAW-Volkswagen Company".
Manufacturers make a business policy every year, and give different rebates according to the completion of sales tasks and the inspection results of 4S stores.
Rebate accounts for the bulk of the pre-sales profits of 4S stores, that is to say, different 4S stores have different profit margins. For those of us who buy cars, it is meaningful to "shop around" and know in advance, which can make bargaining more effective.
You haven't cut it yet Probably already cheaper than others.
Keep the psychological price, bargain at different levels and choose 4S shop. Arriving at the store is the beginning of bargaining, right?
We have to chop the rice layer by layer, eat it bite by bite and cut the knife underground.
Step 1: We can look at the car in the exhibition hall first, then talk about the car when the sales consultant comes to collect it, and then sit down and talk about the price.
This can give the sales consultant a feeling of "prospective customers".
Well, obviously, others are not feeling well, and people feel that you don't seem to have the sincerity to buy a car.
You just ask out of curiosity, "Well, how much is this Rolls Royce?" Rolls-Royce buyers wouldn't say that, would they?
It's a bit like this: when a boyfriend and girlfriend are in contact, if they expose some particularly outrageous intentions too early, they may cause each other's resistance or even disgust, right?
Step 2: We try not to disclose our psychological price and force the other party to quote a lower price.
University of international business and economics's doctoral thesis, "Research on the Information Disclosure Obligation of Operators in Consumer Contracts" shared with you, said above.
So, what should we do during the negotiation?
There is a periodical paper in Jincheng College of Sichuan University, and there is a suggestion in the principles and strategies of quotation in business negotiation.
When the negotiation strength is weaker than that of the opponent, it is blind to quote first, and our own side wants to quote later (we quote later) to avoid being attacked by the other side on price.
Speaking human words is: leave some mystery, people are not sure of your bottom line.
People say, "This is very cheap!" You: "hmm ~" and "oh" this is a bit expensive. "You too:" Hmm ~ "What was he thinking? "Right?
It's also a bit like playing cards. Save the bomb, right?
After several rounds of bargaining, sales consultants often seem relatively difficult.
In the third step, we can say to the sales consultant, "You can ask your leader for instructions. If the price is right, you can pay a deposit first. "
This is because sales managers, directors and even the best general managers may have higher priority.
For example, if the sales consultant says, "The discount is 5000." He really gave you everything. He showed you this form.
But it is possible that the reverse side of this form will become 8000 with the signature of the leader; The leader of the leader signed it, and it became 10000 yuan cheaper. It's possible.
There is a paper "Cracking Skills of Business Negotiation Strategy" in Accounting Monthly, which says: Once the other party raises the limited power, it can directly consult with a higher level person.
Take relatives and friends to see the car and ask the leader for help. The price may have dropped a little, but the other party generally does not directly quote the leader's reserve price, leaving room.
Step 4: Accompanying relatives and friends will help to do a set of cooperation.
The College of Literature of Liaoning University has a periodical paper "Research on the Bargaining Custom in the Field of Individual Economic Transactions", which really contains various papers: besides language strategy, behavior strategy is actually a more intense game.
For the buyer, the behavior strategy is "going", which is the performance of "interrupting the transaction". That is: I stopped watching, I went to another house, and I did what I had to do.
This purpose is to let the seller "call", which is equivalent to "agreeing to the price given by the buyer".
"I'm going to another one, and there's one next door." Something like that
At this time, relatives and friends affirmed the car and persuaded themselves to give the sales consultant a feeling of "being in a dilemma and refusing to stay".
Finally, tentatively cut some on the basis of the quotation, as a psychological price, and tell the consultant. This is also a "red and white face strategy" in negotiations.
Northeastern University has a master's thesis that I want to share with you. "BMW Brilliance Automobile Co., Ltd. Procurement Business Negotiation Strategy Research" said.
This strategy means that in the price negotiation, one party plays a tough role, with a firm and aggressive attitude; On the other hand, the attitude is moderate, and the transaction is done as best as possible, which is suitable for the end of the negotiation price.
Such children are easy to manage, both of them are fierce and afraid of "death"; Both of them are easy to talk to, and the child is your "grandfather". Will this happen?
What details should I pay attention to when bargaining for a car? If the price bottoms out, there are still details to pay attention to.
Avoid talking about the price of the gift and finally ask for the first gift 1. When discussing the price with the sales consultant, try to avoid confusing gifts and cash offers.
The master thesis of Beijing University of Posts and Telecommunications, the influence of uncertain gifts on the promotion effect of main products, shared with you, said that price reduction promotion would have a negative impact on commodity sales and even hurt brand rights and interests.
Therefore, gifts and other non-monetary promotion methods are widely used by businesses.
However, there are many gifts and gift packages in 4S stores, and the prices are outrageous. We should all know, right?
If this cash discount is included, the hard-earned reserve price will be "shrunk".
"How about the discount 10000?" "No, only 8000."
"10000, I want 10000." He said, "Well, I'll give you 10000, I'll give you 5000 yuan cheaper in cash, and I'll give you 5000 yuan gift package." In fact, it is not as good as the 8000 just now, which is very likely.
We can save the topic of gifts for the last, not the last, ok? We'll talk at last after the price is settled.
"Film, send me a set of your cheapest film. I don't need anything too expensive. The cheapest one is that one. " Isn't it?
We can talk about everything, right?
At the end of the month and the end of the quarter, sprint the second point of assessment. At the time point, we can choose to buy a car at the end of the month, at the end of the season and at the end of the year, and the probability of 4S stores giving in will be greater.
Master thesis of Southwest Jiaotong University, shared with you, "Research on rebate contract of automobile supply chain" says that a large part of the profit of automobile sales comes from the rebate given by manufacturers.
We are 30 bills short, so we have 5 million more. What if he gave 6.5438+0 million for this 5 million? Just can.
Similarly, these time points are also the time limit for the sales consultant to evaluate the performance. In order to bill, the sales consultant also wants to give you a discount, and the 4S store also wants to bill you and give you a discount.
Generally speaking, the resistance is relatively small.
It is not difficult to buy a car at the reserve price in the right way, so in general, it is not difficult to master the right method and grasp the rhythm.
However, it should be noted that bargaining is not about cutting people, and sales consultants are also very hard and difficult.
I said, "You go out, I won't do your business."
You should pay attention to this. We are cutting prices, for cars, for prices, not for people.
On the premise of mutual respect and friendship, it is very important to discuss this matter well and have a pleasant car buying experience.
Similarly, some cars went up in price before you went. You said my routine today was not good, so I had no choice but to give you a reference.