Experts teach foreign trade 4: The first bargain this way also
2018-05-25 00:57:10
Bargaining is one of the thorniest issues we face. We are almost always in the middle of every foreign business.
How can bargaining be carried out? Maybe everyone's method is different. Because everyone is different! Even if the same person treats each different CASE differently. But we all have one final common goal: buyers and sellers strive to achieve a win-win situation.
In order to achieve the ultimate win-win goal, we must study ourselves and may wish to ask these questions.
First: Really understand the current market price of our operating products, the price level of the international market, and the margin of least profit or profit margins?
Second: In addition to prices, what other selling points may attract buyers? How heavy are these selling points in bargaining?
Third: What is the greatest concession we can achieve? Do we need to give it to the buyer in one step?
We may also wish to communicate with buyers and ask buyers questions.
First: Analyze the identity of buyers. Is it a first-time buyer or a middleman? First-hand buyers have relatively good prices and high profits, while middlemen have the opposite. This is an important point. Must be very clear about the buyer's identity, which is very much related to earning more money.
Second: The buyer's required production quality standards. This has a great impact on bargaining. Because, our quality standards can satisfy buyers, while other peers may not be able to meet, or buyers still have concerns that other peers cannot do our quality. We can insist on our own price at this time. This principle is very simple, high quality naturally have a good price.
Third: The delivery time required by the buyer. This has a great impact on bargaining. It is important to remember this. In many cases, buyers are eager to meet market demand and are in urgent need of delivery time. We don't have to give in. Because, if the buyer finds other colleagues, he has no time to meet his market demand, so have to accept our price.
Fourth: In the end, you may try it out and expose it directly. To the buyer: Our price is already the most real price and we can't make any further concessions. I hope you can accept it. See the buyer's response? Maybe this effect is really useful.
Remember: If you can't, then you must consult with your boss. Should you ever take this order? It is a matter for the enterprise to consider. Is the long-term interest pursued by the company a short-term benefit? How important is the analysis of this customer's potential value? Sometimes not every business needs to make money now. There are some varieties may not make money, but other products make money is OK. Sometimes we have to think about it all in order to open up a bigger market for the future. However, it is best not to lose money to do business.
Finally, as for some other operational details, we can look at my previous article and the selling price. I also continue to pick the essence of this point in this section. That is the reason for our evasion in the face of bargaining, and it is very useful. Please refer to everyone.
(a) Our price is related to the quantity, because your quantity is limited, so we cannot reduce the price;
(2) The price of our current raw materials is rising, our operating costs are increasing, so our prices have also increased;
(3) The quality of us and our counterparts are not the same. Our quality is certified and guaranteed. Our counterparts cannot, so our prices are higher than those of our peers.
(D) The quality services we provide and our company's reputation counterparts cannot be provided to you. Because our services also require costs, our prices are higher than their peers;
(e) Due to the increase in transportation costs, our cost of sales is also increasing, so our prices are relatively high;
(6) Because our wages for workers have been raised, this has also provided guarantees for our production quality. The price of our product units has risen, so our prices have also increased;
(7) The price given to you is already the lowest price. To your peers is higher than your price. We have done our best to serve you. If you need confirmation, you can give another customer a quote. look.
How can bargaining be carried out? Maybe everyone's method is different. Because everyone is different! Even if the same person treats each different CASE differently. But we all have one final common goal: buyers and sellers strive to achieve a win-win situation.
In order to achieve the ultimate win-win goal, we must study ourselves and may wish to ask these questions.
First: Really understand the current market price of our operating products, the price level of the international market, and the margin of least profit or profit margins?
Second: In addition to prices, what other selling points may attract buyers? How heavy are these selling points in bargaining?
Third: What is the greatest concession we can achieve? Do we need to give it to the buyer in one step?
We may also wish to communicate with buyers and ask buyers questions.
First: Analyze the identity of buyers. Is it a first-time buyer or a middleman? First-hand buyers have relatively good prices and high profits, while middlemen have the opposite. This is an important point. Must be very clear about the buyer's identity, which is very much related to earning more money.
Second: The buyer's required production quality standards. This has a great impact on bargaining. Because, our quality standards can satisfy buyers, while other peers may not be able to meet, or buyers still have concerns that other peers cannot do our quality. We can insist on our own price at this time. This principle is very simple, high quality naturally have a good price.
Third: The delivery time required by the buyer. This has a great impact on bargaining. It is important to remember this. In many cases, buyers are eager to meet market demand and are in urgent need of delivery time. We don't have to give in. Because, if the buyer finds other colleagues, he has no time to meet his market demand, so have to accept our price.
Fourth: In the end, you may try it out and expose it directly. To the buyer: Our price is already the most real price and we can't make any further concessions. I hope you can accept it. See the buyer's response? Maybe this effect is really useful.
Remember: If you can't, then you must consult with your boss. Should you ever take this order? It is a matter for the enterprise to consider. Is the long-term interest pursued by the company a short-term benefit? How important is the analysis of this customer's potential value? Sometimes not every business needs to make money now. There are some varieties may not make money, but other products make money is OK. Sometimes we have to think about it all in order to open up a bigger market for the future. However, it is best not to lose money to do business.
Finally, as for some other operational details, we can look at my previous article and the selling price. I also continue to pick the essence of this point in this section. That is the reason for our evasion in the face of bargaining, and it is very useful. Please refer to everyone.
(a) Our price is related to the quantity, because your quantity is limited, so we cannot reduce the price;
(2) The price of our current raw materials is rising, our operating costs are increasing, so our prices have also increased;
(3) The quality of us and our counterparts are not the same. Our quality is certified and guaranteed. Our counterparts cannot, so our prices are higher than those of our peers.
(D) The quality services we provide and our company's reputation counterparts cannot be provided to you. Because our services also require costs, our prices are higher than their peers;
(e) Due to the increase in transportation costs, our cost of sales is also increasing, so our prices are relatively high;
(6) Because our wages for workers have been raised, this has also provided guarantees for our production quality. The price of our product units has risen, so our prices have also increased;
(7) The price given to you is already the lowest price. To your peers is higher than your price. We have done our best to serve you. If you need confirmation, you can give another customer a quote. look.