[China Glass Network] In foreign trade transactions, many people like to use the price reduction strategy to win the user's order. In fact, we should analyze the specific situation; because not all customers do not accept high-priced products, nor are all low-priced products customers welcome. As a salesman, in the business negotiation, if you can accurately grasp the quotation skills of the products, and strive to stop the price, this is a successful transaction.
Here, we should first clear a question: What is the real price manipulation? The answer is - the subjective color of the customer!
The price of a product is determined by its value, supply and demand, and policy. This is an objective pricing principle. However, in the minds of users, the two concepts of “expensive†and “cheap†are often influenced by the strong demand of buyers, demand level, purchasing power and psychological factors, and have strong subjective colors, at least under the following conditions. The user is not sensitive to the price of the product.
First, when the user is in urgent need, they do not pay special attention to the price.
If the product that he sells is exactly what the customer urgently needs, his main concern may not be the price but the delivery date.
Second, the higher the product, the smaller the price impact.
The price problem is negligible when the company sells high-end durable goods, high-end handicrafts, or products that meet certain special needs of users or mainly meet high-level needs. For products that are customized for the user, the price is generally very favorable to the seller.
Third, when buying a product as an investment, the buyer is not too sensitive to the price.
Although the price of gold jewelry is expensive, there are many people who buy it, because buying gold jewelry is an investment. Therefore, users believe that the purchase of a certain commodity is an investment, or the value of a certain commodity remains unchanged after use, and even adds value, and they are not too sensitive to the price of such a product.
Fourth, the smaller the proportion of products sold in the products purchased by customers, the less factors the customers consider the price.
The price of a product is relatively expensive and cheap. It often depends on the ratio of its price to the user's income. For example, a color TV with a value of 3,000 yuan is not expensive for the self-employed individuals with higher economic income. In the general salary class, it is expensive. Similarly, if the product you are selling is the raw materials and semi-finished products required by the customer, it is necessary to study the proportion of the price of the purchased product. The smaller the ratio, the less expensive the product is.
5. Dealers consider more profits, but care less about the price of the products.
For product distributors, they mainly consider the degree of profit, and they are relatively unconcerned about the price of the product. This is because low-priced products are profitable, and they are interested in low-priced products, and vice versa. . Therefore, business people are not concerned about the price level, but first consider how much profit.
Sixth, a friendly attitude can affect the customer's perception of the price.
In the process of product sales, if the dealers have a good attitude towards the customer's service, such as hospitality, detailed introduction, assistance in purchasing, free shipping, etc., he would rather pay more. They will treat any service item of the dealer as a form of price reduction.
It can be seen that in the above cases, the user has a strong subjectivity in judging whether the price of the product is expensive or cheap, and at the same time, the transaction is completely changed by the efforts of the salesperson to complete the transaction.
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