The psychological words of purchasing on sales

"Sun Tzu's Art of War": "where mobilizing 100,000, thousands of miles, people's fees, bus service, daily cost daughter, internal and external disturbances, idle in the road, not to be the operator, 700,000." In a few years, to fight for the victory of the day. ...... Therefore virtuous will, so move and win people, success out of the public, the prophet also. The prophets shall not be taken in ghosts and spirits, not as things, nor in degrees, but in men, and in the knowledge of the enemy. ”

Not to speak of the art of War, Khan. Above that paragraph summed up is that sentence everyone knows: "know each other, hundred war not idle." "Shopping malls such as Battlefield, as the first-line sales of business personnel, like JiangChang on the killing of soldiers will." Enterprises exhausted resources, technology, manpower and time to create products, whether the real end to obtain a reasonable profit, all depends on the business personnel can achieve "a day of victory." Then, every day to visit customers around the major cities you, is the sales performance pressure you, suffering from the customer's door difficult to knock and burned you, at the end of each month to eat the boss's saliva and reviled you, and how much time to sit down quietly to think about, you really do "know the enemy"?

Offenders have done more than three years of international business in industrial enterprises, most of which have been doing import procurement, from buyers to purchasing supervisors to so-called business managers (personally called stupid commercial guy). Based on the characteristics of the industry and the particularity of the procurement work, as well as their own shallow experience, talk about "procurement" to "sales" to say the psychological words. is not grandstanding, really want to share a bit of experience, if you can be sold as you have so little help or revelation, it is not in vain I don't sleep at night ~ ~

One, quote
(a), first of all, what kind of quotation is the purchase willing to see?
"quote", not "quoted price"
for a slightly more professional-minded procurement, his heart satisfied with the price should be complete, and clear, should include:
1, name
2, trademark
3, Origin
4, Specifications/model/material/nature/chemical composition
5, Price
(1) EXW price
(2) FOB Price
(3) CFR price
(4) CIF
The reason to divide the price of the same product into so many terms one by one, because first of all it looks like your price structure at a glance, Let the other person know clearly how your price is obtained, and secondly, it is convenient for customers to choose the right delivery method. There may be different opinions from the purchasing peers, saying that you are just so full of food and a waste of family time. I can responsibly say that some of the regular multinational companies in the procurement process, especially large-scale tendering, the other side at least in the form of fob and CFR two types of quotations, and some even require the simultaneous reporting of DDU and CIP prices. On the other hand, it appears that you are very professional and attach great importance to each other.
6, Payment method
(1) Your usual method of payment
(2) Other acceptable payment methods
(3) Payment methods that are not acceptable in principle
the reason for the payment method is also listed in this article, one can be flexible to the next negotiation, After all, prices and payment methods are often at the core of the negotiations; On the other hand, the payment method may be adjusted as a bargaining chip for further requirements in other terms, for example, a 30% prepayment is required to guarantee delivery within X months.
7, Mode of delivery
8, Lead time
(1) You think the best delivery time
(2) Acceptable earliest delivery time
Likewise, this can be used as a bargaining chip for other conditions, and a concession in time means a price increase or a change in the way the payment is made.
9 、......
etc. the terms that should be included in the commercial contract.

In fact, a complete quotation is a draft contract, which means that the contents of the commercial contract should be reflected in the quotation as much as possible. Once a classmate in the document version of the question "offer" can be regarded as the same as the contract effect. In a responsible manner, a confirmed offer is, by its nature, a legally binding contract between the parties. Therefore, "complete" is the first element of the quote.
In addition, clear-cut, the layout of the beautiful this will not have to nonsense ...
(b), second, the price of the fire/Time/skill
In my words, is to let you quote you, do not procrastinate, muddy.
Some sales I am afraid that their price is too high to be rejected, or too low oneself suffer, always want to let buy him a price to make reference, or, think the other side in testing themselves, want to wait, the result of procrastination, let him ask questions, and can't say why. This kind of sales in our mind is very annoying, give people the first impression is "not good." Since I can ask you to offer, in fact, I am implying that you: I am very anxious. Then give me your quote and I will immediately have an intuitive impression. If your offer is not satisfactory to me, the first thing I think about is not cancel you, but whether my own requirements are reasonable, whether my own factory is too demanding for time or too harsh on the cost. Procurement is also a job, even if not a job, he also has his own interests, procurement pursuit is: In accordance with the requirements, in the most reasonable time, to the most reasonable price to buy the best products. Remember: not the shortest time to buy the cheapest, if the purchase brain without water will think so.

Second, about the product
Let the customer think: you are an expert!
You'd better have a good idea of your product, if you don't know it at all, at least you must understand. If you don't know what's going on with your product, then why should I believe what you say?
I do not have to do sales, in my understanding, sales is actually learning now sell. Foreign trade, of course, it is impossible to point to a product to live, and I usually think only sell a single item is a fool. So, since there are new products, and we are not engaged in technology, of course, we can not like others engineer that the product to make a sound. However, as a salesperson you should first have a basic quality: learning ability! Give you a product manual, you can in a limited time in the main characteristics of the product master a 7, 80%, this is a mature sales! As for the sold out you still remember the memory, there is no so-called. But, must not let procurement feel: "This fellow is a layman!" "If you want to make the purchase so, then the next job should be to develop new customers, because there, you have been issued a death verdict."

Iii. on working methods
Don't be bought to take the nose, or you will die very embarrassed. Of course, can not lead the procurement of the nose to walk, to guide him, and help him or teach him to do things, he will fall in love with you.
What do you mean? Said before, you have to make the offer very thorough, very complete, very clear, and then the product is well understood, then, the purchase should consider how to proceed to the next step. You can do what you can think of the other person's needs before he asks, he must be impressed with you. For example, a lot of technical documents, pictures, samples, your company's similar products, such as the previous performance chart, and so on, these things can be smashed down a person.
On the other hand, procurement is often very busy and you have to help him track the execution of the contract to every step of the situation. During the production period, he was periodically briefed on production progress, reminding him how much he had produced, and how much had not been produced. Tell him the loading situation before loading. Sail, send him shipping advice and so on. Do not think, signed the bill of lading, handed in a single, you can go to the bank to ask for money, and then you do not have anything. Well, after that one, there's nothing wrong with you. Responsible for the sale is often everywhere to help the procurement work, for example, I import customs clearance needs a complete product specification as the inspection information, ask you to, you think since the goods are sent to you, but also what to do? And then thought, anyway, the money was received, no matter what! Then you are such a jerk! Or, 30TT70LC when the invoice amount is LC amount, inconsistent with the contract, and the customs staff is a SB, how to explain the declaration can not listen to, so procurement asked you to a contract full of invoices as a declaration of information, you still feel that this customer matters, ignore. You can rest assured that the client will not talk to you since then.

Iv. on language habits and attitudes
It's annoying to chatter! I want to hit him! Untrustworthy, all are banned!
Some sales think they are professional, eloquent, good English (some even Chinese good, Khan a ...) ), the phone call came in a way to say, from the product how good, to the price how cheap, to their channel how special, then to their technology how to lead, but also warn you not to buy the next month on the price, also set almost say with you is a brother to tell you, more don't face of the test your company procurement situation and project progress ... Completely regardless of what the other party is doing, busy not busy, like do not like to listen, listen to understand not understand, more ignore my old man bored! Anyway, he's finished, and he's cool, what's the result? And did not say the same.
A good sales, need good eloquence, but good eloquence is definitely not the first weapon to sell well. If you want to make good communication, you should learn to listen first. For example, I tell you, we have to overhaul the X-plate finishing mill, need roll and straightening machine, there are several goals, D company produced cheap but poor quality, W company produced spare parts difficult to buy, s company production of expensive but technology is too confidential. Then further, I will tell you actually our company funds is not very sufficient, the recent national industrial structure policy is very tense, financing difficulty, so you know that I am more inclined to bargain, and then according to your own situation to choose exactly what company produced ....
Otherwise, I have met a Shanghai agent, this guy work really know how to insist, a full call to me for four months, each time is to tell me: Our company in the United States and Germany channels, supply what what valve, what what motor, what what BF lining. Regardless of whether I want to buy ... At the earnest spirit of his kind of work, I spoke to him politely every time, then hung up helplessly. To tell the truth, and have not done a single business of quasi-suppliers, I really do not have the strength and time to get an extra database, put your so-called good products into the list, and then I want to buy one by one to actively contact you. If that's the case, the sales are too simple.
There is a kind of sales, the customary colloquial language is: "Yes yes!" "Nice stay!" "No problem!" ”...... Say what you promised, and then turn back, you son will not be recognized! Don't say anything else, at least you're not a good student to listen to at school. I put forward the requirements and conditions, you have to listen carefully, and then carefully pondering, what can be done, what can not be done, what to discuss. Once you have agreed, I will believe, and then you do not, I would be very disappointed. It's the same as falling in love. For example, she said, I love you the most in my life, no matter what happens, I will not leave you. As a result, nothing happened and then left me. I would think: this woman, really TM fuck!
Let me give you an example. In 06, a batch of Italian equipment was imported and bought by a Hong Kong trader. Originally negotiated to see this old guy is slick enough, I added 120 points of caution, the old guy always in the delivery time with me, because the factory worried, I signed. As a result, the delivery time, slow movement. I left a fax to the right of the phone to urge, finally the documents came. My gut instinct was to tell me that this guy has a problem. God has eyes, the bill of lading on The shining wrote: mask~~ My brother in Maersk Dalian do box tube, a text message will be my box information is transferred out. Sure enough, the grandson of my goods in Malaysia turned the boat, and in Hong Kong turned the boat, delayed for two weeks. I look for the old man to settle the accounts, Ah began to die do not admit, I put Maersk's box of information to his one eye, honest, that night flew over to please me seafood.
I want to say, you promise customers what, you must do, if accidentally made a mistake, in fact, as long as you are willing to tell me the first time, I will understand and cooperate. But you conceal the fact that an attempt to muddle through, once found, may be more than just a seafood so simple.

V. About supplier Management
A mind-conscious, a little understanding of the marketing concept of procurement, will not be silly B to let the only supplier to do a single product, otherwise there are only two kinds of results: either the price center of the supplier is moved down, and finally to die; or the supplier becomes the purchasing grandfather, I'm not going to catch up with you at last. A sensible purchase is understood, to develop new suppliers. Don't understand? Selling Coca-Cola Place, must not be far away have Pepsi Cola, McDonald's door must open KFC. (You don't tell me contradicting McDonald's do not sell Pepsi, KFC does not sell coca, I beat you!) This is the role of competition, Darwin's theory.
So, you think with a customer contact for a long time, but still can't get orders, feel very frustrated, think this customer is to take their own happy? Or, feel that their ability is not impossible, or simply very Chinese think, y is waiting for me to say commission it ... Actually not, you are not yet, I am still examining you, I do not know exactly what you are good at the product is what, your advantage is what. When I know everything, when I completely believe you, I will teach you how to do it in hand. Although different cultures everywhere, but the concept of procurement is similar, especially in Japan, Korea and other Asian countries customers are usually this kind of thinking: either give you a difficult face, long-term inspection you, and once love you, love you for a lifetime.
We can really teach you how to do it, and the price of a particular item is too high, I will subtly hint you, of course, you have to have enough savvy and sensitive reaction nerves. What the? Did you say you didn't? People buy all have time to study you, you as sales of dealing with each other so long do not study each other's psychology you eat?

Vi. about "Rebates"
Sales, especially the domestic sales usually do not do performance, the first to scold is: procurement of sweetheart, to rebate!
You are wrong again! I admit that I also love money, I also take kickbacks. However, I will not take the initiative to ask people for kickbacks, and will not use this as a condition to coerce suppliers, otherwise, my work must be more and more bad. A person who let greed cling to the mind, usually won't last long, you believe me, I am surrounded by so many examples of such death.
On the other hand, don't just know how much to tell someone when you call them in a few days. Do you think you're an idiot? You didn't see any money? And I'm answering the phone at the office. You're talking to me about this, you want me to die? Money this thing, give you flowers if all spend not to go out, is really not stupid, is you do not understand art. I want to bribe people and art? It's really art.
PS, this domestic trade often encountered, foreign trade seemingly not often encountered, as a reference to it ...
A jumble of said a bunch, not necessarily for any industry to apply, you see the dialectic, and then selectively understand. Just still brick, let your ideas how much open some, in fact, the psychology of purchasing is probably this look ... I know there must be different voices, I am not afraid of bricks and not afraid of swearing, after all, my intentions are good.
Then, I wish you all 08 years of performance doubled, the Golden Ticket Silver ticket Full pack ...

The psychological words of purchasing on sales