The secret of not allowing customers to counter-offer-multiple quotations

Whether it's the third-rate sales of selling products or the first-rate sales of selling concepts, ultimately, you have to honestly return to the stage of bargaining with customers. Before that, sales were talking about the value of the product, but now customers are talking about the price of the product.

How can we let customers not care about the price, and still be dizzy about the price? Think, a strategic negotiating company! The CEO of Brian Dietmeyer (Brian Dietmeyer) summed up a method based on years of experience: multiple quotations.

What is multiple quotation?

The meaning of multiple quotations is to give customers three options instead of just one. If only one solution is provided, the customer will instinctively want to bargain. And if the three options are quoted from low to high, the customer’s attention will shift from "I want to bargain" to which one is more suitable." Customers will start to think, "The third option is too expensive." The value provided by the first type is not sufficient, and the second type is the most appropriate.”

How to apply multiple quotes?

However, the method of multiple quotes is not foolproof. Customers may ask to buy the highest quotation plan with the lowest quotation, and entice you to list the unit price of each item item by item. Don't do this! This gives the customer the opportunity to bargain item by item.

In addition, customers may also ask you to lower the price of the second option. In this case, you have to learn to exchange. Either remove some items that are not important to the customer from the plan; or let the customer provide something useful to you in exchange, such as introducing you to other departments of the company. In any case, the principle of negotiation is: unless there is an exchange, don't cut prices easily.

In fact, the price cut will make customers unhappy. If you lower the price easily, customers will feel that your quotation has a lot of moisture and reduce their trust and respect for you. And if you use the exchange method, you will not lose your own interests, but also make customers believe you more.

In Dietmeier's view, the biggest benefit of multiple quotations is to transform sales and customers from opposing parties into the same camp. When you offer multiple options, customers feel that they are actively making choices, rather than passively engaging in a price tug-of-war with you, so they will be more cooperative in negotiations. Dietmeier said that he tried this method repeatedly.