销售术语:报价!

一、原则性

      客户在电话里问价格,这是咱们做销售大多会遇到的问题,报还是不报?报低或报高,对应的结果,我想不用我多说,销售朋友都知道的。那,那到底如何说,会将被动回复局面变成主动引导呢?

      我一直在说,要时刻掌握销售主动权,由于价格问题太敏感,还是那句话:关系不到,价格不报!如果真要报价,那就要和订单量、付款周期、售后等捆绑来谈。

      我们之前聊过,找精准客户的一个公式:

满足客户主要需求=品牌+质量+未来预期(客户利益)+价格+付款方式+售后服务+供货周期+货源稳定+其它因素。

      原则:并不是找咱们报价的客户,最终一定会成为我们的客户,双方都有一个选择的过程,所以,我认为,销售一定要有一定姿态,不能唯唯诺诺,要有一定的原则性,敢于说‘不’,敢于跟客户谈条件,敢于向客户提问题,不要怕客户跑了,如果客户真的要跑,你哪怕免费,客户一样还是会离开的。

       按着上面的公式来套,你对即将要报价的客户了解多少?如果什么都不了解,你直接报价,那么,报价后没有回复,报价后客户不理你,也就在情理之中了

       所以,报价前,咱们应该勇敢的向客户问问题:

 

              “**总,你们公司一般的付款方式是怎么样的呢?”

              “**总,你们预计首批订单是多少呢?翻单是如何规划的呢?”

              “**总,你们预计什么时候要货呢”

 

      这些问题,我们要问客户,知道客户信息越多,我们对于销售局面的掌握越有把握,不要想着报价了,就一定能成交,那么,既然报价了,不一定会成交,所以,我们没必要以损害自身和公司利益的前提下,去一味的迎合客户。销售中的“战斗机”搜索魔鬼销售学关注我们。

 

二、销售话术

      实际现状

      销售的几个关键词:订单量、交货日期、售后。

      平时有这么个情况:客户如果要货急,工厂工人需要加班加点的做,会产生加班工时,工厂需要多支付钱,如果交期不是很急,可能就没有这些工时产生。

      订单量:订单下得多,采购成本有优化的空间,如果订单量少,一方面工厂生产转产频率高,浪费时间,另一方面,采购成本根本没有压缩空间。

      售后问题:有些产品,售后问题比较多,不光是工厂原因,还有客户本身原因,那么返回工厂,自身还需要安排工人去维修,完成后,还要寄出,这里又有运费产生(别看这点运费,累积起来,也是大开支啊)

所以,一般谈价格,一定要捆绑订单量、交货日期,或者是售后处理原则问题。倘若你这几个关键点没有搞清楚,那对不起,踢给你的皮球,还是要想办法踢回去给客户!

      于是,咱们话术就可以这样来说:

 

             “**总,呵呵呵,哇!我要是一报价,万一您说贵了,等下都不给我解释的机会,其实我们的价格在同行中很在竞争力的,服务过的客户有A公司、B公司、C公司,他们对我们的服务评价是:这公司挺有人情味的,这公司产品质量挺好的;哎!对了,王总,你的采购量是多少呢?”

 

       既要说得自己很委屈,把自己形象塑造得高大上,又要让客户觉得:是啊,也是这个理。那么,你就要提前做好应对准备。

 

       话术是不断锤炼的过程,而并非一尘不变,但是思路有了,剩下的就交给执行!朝着这个思路做下去,一次行不通,再改,二次不行,再改,三次不行,继续改,把事情做到一定深度,你觉得你还会差吗?

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