Preparatory work
Understand the product: Have an in – depth understanding of the doors and windows products you sell, including materials, craftsmanship, performance, advantages, etc., so that you can introduce them clearly and accurately to customers, enabling them to recognize the value of the product. The nature and price of the product are the basis for negotiation with customers. Clearly introducing the product to customers is the basic information when communicating with them. You can also introduce the production history of your enterprise to gain the trust of customers and strengthen the willingness to cooperate.
Master the cost: Be clear about various costs such as the production cost, transportation cost, and installation cost of doors and windows, and clarify the price bottom line, so as to have a basis for negotiation. Figure out the transportation method, whether it is by water or land, and choose a more cost – effective transportation method. This is what is called controlling costs. Saving costs through control can be used in the production and R & D department. Clearly knowing the transportation cost can help customers increase revenue and reduce expenditure. Thinking from the customer’s perspective and effectively solving problems for them can help gain their trust in a short time and increase the possibility of cooperation.
Understand the market: Be familiar with the price situation of similar doors and windows products in the market, and master the quotations and product features of competitors. This can better highlight the advantages and cost – effectiveness of your own products during the negotiation. Understanding the doors and windows market, such as prices, materials, the latest materials, market conditions, etc., and clarifying these information sources can help save costs and enhance credibility in front of customers.
Collect cases: Prepare some cases of past customers purchasing doors and windows, including customer reviews, usage effects, etc. Use actual cases to increase customers’ recognition of the product and its price. Collect some successful cases and tell them to customers during communication to enhance their willingness to cooperate.
Negotiation process
Build trust
Communicate politely: When communicating with customers, maintain a polite, enthusiastic, and professional attitude, use a gentle language and tone, and leave a good first impression on customers. During the communication process, use polite language as much as possible, ask about the customer’s needs, listen carefully, record the customer’s needs, and try to provide corresponding channels to solve their problems.
Listen to needs: Listen carefully to the customer’s needs and concerns, understand their expectations and budgets for doors and windows, and make customers feel your respect and attention. Listen to the customer’s detailed needs, such as the quantity ordered, the quality level, the materials used, the delivery date, and which parts need further processing? All these detailed needs need to be clearly stated.
Value elaboration
Emphasize quality: Introduce in detail to customers the advantages of doors and windows in terms of materials, craftsmanship, performance, etc., such as the heat – insulation and sound – insulation performance of broken – bridge aluminum doors and windows, and the durability of high – quality hardware accessories, so that customers understand that the high – quality of the product is the basis of the price.
Highlight service: Mention the after – sales service provided, such as installation and debugging, warranty period, repair response time, etc. High – quality service can increase the added value of the product and make customers feel that it is worth the price.
Energy – saving and aesthetics: If the doors and windows have energy – saving functions, such as reducing energy consumption and saving electricity bills, calculate the long – term energy – saving benefits for customers. At the same time, emphasize that the beautiful design of the doors and windows can enhance the overall value of the house and the living comfort.
Price negotiation
Give a range: You can first give a rough price range according to the customer’s needs, rather than reporting a specific price at the beginning, leaving some room for subsequent negotiation.
Break down the quotation: Break down the price of doors and windows into various parts, such as window frames, glass, hardware, installation fees, etc., so that customers can clearly understand the cost of each item, making the price seem more transparent and reasonable.
Provide solutions: According to the customer’s budget, provide different door and window configuration solutions for customers to choose from, allowing them to weigh between price and performance.
Offer appropriate discounts: According to the customer’s purchase intention and actual situation, offer appropriate price discounts or gifts within a certain range, such as giving away window screens, door locks, etc., but be careful not to make customers feel that there is a large price margin.
Emphasize the bottom line: If the customer’s bargaining exceeds the bottom line, gently but firmly explain to the customer that the price is already the most favorable, and explain the reasons, such as raw material costs, brand value, etc.
Facilitate the transaction
Eliminate doubts: During the negotiation process, customers may have doubts about price, product quality, after – sales service, etc. Respond promptly with answers and promises to relieve their concerns.
Provide guarantees: You can provide some guarantee measures to customers, such as signing a formal contract, a quality assurance agreement, etc., to make customers feel at ease to buy.
Facilitate the order: When the price negotiation reaches an agreement, promptly guide the customer to sign the contract, pay the deposit or full payment, and complete the transaction.