Price determines life and death, package factory owners offer 10 strategies

It is said that peers are enemies, but really let a group of unfamiliar package factory bosses get together, what will they say?

Boss A: Every time I am called to quote, every time I say I am higher than XXX how many how many. Why don’t you just don’t ask me to quote, XXX reported how much I keep up with it!
Boss B: My most common offer five seventy to you, you say peers four eighty dare to do, I raw materials are more than this price! Salary electricity taxes do not want money? For people to serve?
Boss C: offer so low and not over the boss addiction! Do a few years down before a butt account we all go home to retire who do you packages ah?

With the fall in raw material prices, many end customers began to ask the package factory to adjust the price, which led to a large area of vicious competition. Many package material bosses do not know how to deal with the face of customers’ odd demand, I organized some pricing strategies and techniques, share out hope to help you.

1. Direct quote

Customers ask the price is a natural thing, but also often the first concern, this can not be faulted. Although customers see a clear offer, are still like to ask how much money, the implication is to see how much discount. At this time the mind is more important than anything else, the boss is not good, 80% of the customers will be driven away.

2. Respond to price claims with rhetorical questions

When the boss of the package has not thrown out discount bait, customers tend to ask: can you discount? How much is the minimum? This time is the most skill-testing time, because this problem is not handled well, resulting in a deal can not be counted.

The use of this method is to respond to the customer’s price claims with a rhetorical question: that can be fixed today? The implication is very clear, today can be fixed, there are concessions, can not be fixed, can not just give you concessions. This rhetorical question at once threw the problem back to the customer, can be attacked and defended, in and out.

3. Ask the other side of the offer

In the negotiation offer, the general principle is to let the other side as far as possible first offer. Of course, when the other side of the offer is far from your base price, then you need to be very good maneuvering skills. Customers ask for concessions, you can directly ask the customer is willing to bid how much.

4. Say NO to the customer’s first offer

If the customer’s initial offer beyond your bottom line, can not accept, and said, this price we can not. If once agreed to the customer, then the customer may give up the purchase, because your concessions are very easy, the customer will feel that he was fooled, and then continue to counter-offer or decide to quit.

Even if the customer’s offer does not exceed your bottom line, in the customer’s offer, you can not agree, to the customer’s first offer to say NO, and even the second offer, the third offer to say NO, even if the last agreed to, but also to show great reluctance, which is the “great reluctance” strategy.

5. offer to leave room for manoeuvre

In the offer and the final price of the middle of the deal to go through many fights, and then step by step close to the closing price or their own bottom line. This process is like a balance of the scales without balance, through the demolition of the right side to make up for the right side, demolition of the right side to make up for the left and right way to finally reach a balance.

6. Value advantage to cover up price disadvantages

Customers often say three words are: too expensive. Even if the customer wants to do in you, will also say “too expensive”. Because subconsciously hope to be cheaper, hope to be more favorable, it is best not to give him money.

The face of the customer’s three words, shopping guide is easy to fall into passive, some say not expensive, some say value for money, some say my raw materials are so expensive, some smile …… In short, in the face of this problem, there can be a variety of ways to deal with it. Packaging plant here need to use the value advantage to cover up the price disadvantage, and full of confidence: but our package is good ah …… next must emphasize where good, especially customers like that good, so that it is easier to capture the hearts of customers.

7. Superior rights strategy

This is for some package factory with specialized sales.

Customers want to go, sales on the customer said, or you first sit down, I go ask our boss. This is a very common negotiation strategy. Here is a very important strategy, not listed separately, that is, we must know how to “retain” the customer. Customers subconsciously need to stay, if the customer has a good feeling about the product, your retention may make the deal half successful. Customers often because the price can not be discounted and leave, then sales must retain customers, and through the re-offer or ask the leadership to solve.

This strategy of asking the leader is the superior power strategy. If sales say, then I give you cheaper how many how much, then things may become more trouble, customers know that sales have price power, will continue to ask for concessions, and finally either can not be dealt with or the profit is too low. Sales and bosses have to believe: customers are master negotiators.

8. Seek third-party help

In the superior rights strategy, the “superior” generally can not appear, through the phone, or the use of the illusion can be. Here, the “third party strategy” and “superior rights strategy” used one after another.

9. Concession strategy

Price concessions is to talk about strategy, if the concessions are not in place, encountered a very good understanding of the negotiation of the customer, it is easy to get out of the problem, either can not be sold, or profits are very low, and some still have to fight, and even aggressive. The best concessions should be decreasing concessions, concessions, “distance” gradually reduced.