【销售技巧】销售话术:报价!

【销售技巧】销售话术:报价!
2021年08月17日12:07:56 0 634

【销售技巧】销售话术:报价!

[sales skills] sales speech: quote!

一、原则性

First, principle

 

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?

The customer asked the price on the phone. This is the problem that most of us will encounter in sales. Is it still not reported? Reporting low or high, the corresponding results, I don't think I need to say more, sales friends know. Then, how do you say that will turn passive response into active guidance?

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。

I have been saying that we must always master the sales initiative, because the price issue is too sensitive, or that sentence: the relationship is not, the price is not reported! If you really want to quote, then you have to talk with the order quantity, payment cycle, after-sales and so on.

我们之前聊过,找精准客户的一个公式:

We talked before and found a formula for a precise customer:

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。

Meet the main needs of customers = brand + quality + future expectations (customer interests) + price + payment method + after-sales service + supply cycle + supply stability + other factors.

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。

Principle: It is not the customer who asks for our quotation. In the end, it will definitely become our customer. Both sides have a process of choice. Therefore, I believe that sales must have a certain attitude, not only loyalty, but also have certain principles and dare to say 'No', dare to talk to customers about conditions, dare to ask questions to customers, don't be afraid of customers running, if customers really want to run, even if you are free, customers will still leave.

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...

According to the above formula, how much do you know about the customers who are going to quote? If you don't know anything, you can quote directly, then, after the quotation, there is no reply. After the quotation, the customer ignores you, it is reasonable...

所以,报价前,咱们应该勇敢的向客户问问题:

Therefore, before the quotation, we should bravely ask the customer questions:

**总,你们公司一般的付款方式是怎么样的呢?

** Total, what is the general payment method for your company?

**总,你们预计首批订单是多少呢?翻单是如何规划的呢?

** Total, what do you expect from the first order? How is the order planned?

**总,你们预计什么时候要货呢

**Today, when do you expect to have the goods?

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。

These questions, we have to ask the customer, know that the more customer information, the more confident we have in the sales situation, don't think about the quotation, we will be able to make a deal, then, since the quotation, it will not necessarily be sold, so we have not It is necessary to greet customers with the premise of harming themselves and the company's interests.

二、销售话术

Second, sales speech

实际现状

Actual status

 

销售的几个关键词:订单量、交货日期、售后。

Several keywords for sales: order quantity, delivery date, and after-sales.

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。

Usually there is such a situation: if the customer wants to be in a hurry, the factory workers need to work overtime, and there will be overtime work. The factory needs to pay more. If the delivery period is not very urgent, there may be no such work hours.

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。

Order quantity: The order is much lower, and the procurement cost has room for optimization. If the order quantity is small, on the one hand, the frequency of factory production conversion is high, which wastes time. On the other hand, there is no compression space for procurement cost.

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)

After-sales problem: Some products, after-sales problems are more than just the factory reasons, as well as the customer's own reasons, then return to the factory, they also need to arrange for the workers to repair, after the completion, also sent, there is freight generated here (don't look This freight, accumulated, is also a big expense.)

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!

Therefore, in general, the price must be bundled with the order quantity, delivery date, or the principle of after-sales processing. If you don't figure out these key points, then I am sorry, kicking the ball for you, still have to find a way to kick back to the customer!

于是,咱们话术就可以这样来说:

So, our words can be said like this:

**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?

"** Total, hehehe, wow! If I quote a quote, if you say it is expensive, don't give me the opportunity to explain it. In fact, our price is very competitive among our peers. Company A, Company B, Company C, their evaluation of our service is: This company is very human, the quality of this company is very good... Oh! Yes, Mr. Wang, your purchase amount is how much?"

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。

It is necessary to say that you are very wronged, to shape your image to a high level, but also to make customers feel: ah, this is also the reason... Then, you must prepare in advance.

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?

Words are a process of constant tempering, and not a constant change, but the idea is there, and the rest is handed over to execution! Going forward to this line of thinking, once will not work, then change, twice will not work, then change, not three times, continue to change, to achieve a certain depth of things, do you think you will be worse?

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