Rebates are inevitable. How to negotiate with customers skillfully?
In the process of doing business, kickback is an inevitable topic, and if the salesman doesn't know how to talk about kickback with customers, it will not only add icing on the cake, but also backfire. So, how should a salesperson talk about kickbacks with customers?
In general, it is best not to say the word "our rebate" first. Because we accidentally say such things, we will lose a lot of business. Before you say this, you must have a clear understanding of the customer's organization and personnel relationship, and then decide whether to give it or not after you get out of touch with the customer.
For example, if you are the boss or shareholder of a customer, you must never mention it. I hung up when I mentioned it. And relatives of the boss. For those who are very loyal to the boss, don't mention it. If you mention it, you will hang up, because they will think that your price is wet or that you are dishonest. And some relatives are greedy. You can't ask them. You have to wait for them to ask themselves.
This occasion is also very important:
First, you can't mention it when there is a third party present.
Second, it is impossible to mention it in a company with good monitoring measures.
Third, you can't mention it in the phone call to his office. It is the most effective to bring it up at the dinner table, and the second is that it is also effective to call him personally during the break.
Most of the purchasers we face are migrant workers. Of course, these people like to earn extra money, but generally speaking, don't mention it casually, because different countermeasures should be taken for different people:
1. People who want to pretend to be lofty with kickbacks.
Such people don't want to talk about kickbacks, but they really want them. He won't talk to you about kickbacks, and neither can you. At this time, you must do your job well, make him feel that your company's products and technology are definitely fine, then make a good personal relationship, let him recognize you and trust you, and then find an opportunity to talk about kickbacks euphemistically. It's best to make him feel embarrassed not to take this kickback.
2. People who directly seek kickbacks.
This kind of person will take the initiative to ask you at the right time and tell you his requirements clearly. Such people are the best to deal with, because interests are their greatest concern. As long as you give the rebate in place and meet his expectations, the bill will never run away. However, we must find out the organization of the other customer and see how much decision-making power he has. Who needs to be managed? The distribution of rebate amount is also a skill.
3. Some people want to take kickbacks but can't afford them.
For this kind of person, you should find out why he is worried about taking kickbacks, and then prescribe the right medicine. You have to convince him with all kinds of reasons. At present, it is meaningless for a customer to take kickbacks, and taking kickbacks will not affect his work. They may not ask too much for kickbacks, as long as they can get them, they will be very happy, thank you after they get them, and they will become good friends with you.
4. People who don't want kickbacks.
In many projects, you will meet customers and bargain with you. If you want to smell it at this time, he must have a reason. For example, a project involves several departments at the beginning, and finally there are internal differences, and the department in charge may bargain with you. They don't want kickbacks, they just want to prove that they can do high-quality projects at low prices. It's just a sigh of relief, so you should do a good job in personal public relations, complain more and convince him of your technical strength. There are also some new customers.
Being a salesman is the relationship of being a man. China people are a people who attach great importance to relations. Relationships need to be maintained and will fade like colors. This is why distant relatives are not as good as close neighbors. They are often together, often on the phone, often together, and the relationship will be better. I think sales should always give gifts to customers, because most people in China like to take advantage of small things.
Gifts should not be too expensive. Not if they are expensive. It's expensive, it's not cost-effective for you, and customers don't dare to take it. It is better for the gift to be customized by the company, so the effect is better. This is my experience.
First of all, there are several kinds of gifts.
1, practical: pen, notebook, tie, wallet, perfume, lighter, various rackets, etc. Are the most commonly used, understand the customer's hobbies and personality, and love it. Customers are more receptive and can gradually establish a good relationship.
2, decoration type: desk calendar, lucky cat (similar to the mascot of cattle and sheep),? Crystal decoration? Wait a minute.
This kind of gift is mostly used in the first contact stage, giving customers a good impression, but because the gift has little practical and economic value, it will not leave a deep impression on customers. At the critical stage of invoicing, this gift is still free, saving waste.
3. Tokens: transportation cards (value for money, of course), mobile phone recharge cards, and various supermarket vouchers. Needless to say, the benefits of this gift are convenient and affordable, and it is a rare good thing!
4, luxury goods: watches, high-end gifts, the list has reached a critical time, when do you want to stay at this time? But remember to touch the customer's? Hobbies? In order to get what you want.
Second, analyze the customer's attitude towards gifts.
1, good face type: this kind of customer feels that someone gave him something, which makes him particularly face-saving in front of family and friends. Pay attention to what you can take out, such as the Chinese New Year holiday, and you can take it home with big bags. Usually use, tell relatives and friends intentionally or unintentionally: From the supplier? As for what it is, think for yourself.
2. Affordable figure: This kind of customers only need to cook jiaozi or something affordable in the teapot.
3, take the opportunity to lay eggs: this kind of customer is more difficult, but fortunately, his requirements generally do not exceed the budget.
4, lion mouth type: this type is generally the key figure of a list, hehe, I generally want to send you no chance to send, so don't worry!
Third, ways and means of giving gifts:
1. Take it directly to my client company.
2. Give it to the secretary or the front desk for forwarding (of course, pay attention to the packaging and don't use it up).
3, express delivery! (Also pay attention to the packing problem)
4. Invite customers out and give them.
5. Give it to a third party who is close to the customer and at ease. These methods are comprehensively considered according to the value of the gift, the level of the person and the criticality of the matter. There is no standard practice. In short, there is a principle: it is convenient for customers to accept (empathy is very important).
Also remember, if you don't deliver it in person, you must call afterwards to express or hint! The above is summed up by recalling my usual experience, and there is no strict textual research. The thinking may not be smooth and the classification may not be correct, but I think it is very practical.
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