In-depth analysis and application of led display offer skills
1. Insight into the customer’s psychological offer strategy:
offer, in-depth insight into the customer’s psychology is the key to developing effective strategies. Electronic products sales experience, for example, if customers are concerned about the performance of the graphics card, the price sensitivity of the graphics card will be reduced, at this time can be moderately upward graphics card offer; if the customer is sensitive to the price of the motherboard, that the offer is higher than the other suppliers, you can provide a low price, but the performance of the motherboard options are slightly different. In the LED display offer, the same reason need to figure out the customer psychology. For the control system, power supply and other relative project cost amount is small, and customers usually have a certain understanding of the price range of components, the face of the screen area of larger customers, can strategically reduce the price of the control system. For example, a certain control system price between 300 – 400 U.S. dollars, the offer can be set to 300 U.S. dollars.
2. Adjustment of quotes based on customer type:
Accurate differentiation of customer type is crucial for quotes. For example, in the face of product quality and brand image, high-end customers with sufficient budget, under the premise of ensuring high product quality, you can appropriately increase the profit margin for the offer. For price-sensitive customers, the emphasis on cost-effective products, by optimizing the cost structure, to give a more competitive offer. At the same time, according to the customer’s purchase of the number of flexible adjustments, for bulk purchases of customers, to give a certain number of discounts .
3. Case study and reference:
there was a large commercial plaza project, a number of suppliers to participate in the bidding. We deeply understand the customer’s needs and budget, and found that the customer on the stability of the display and display effect requirements are very high, and the budget is more adequate. We in the offer, the core components of the selection of high-quality products, and in the control system and other aspects of the provision of more advanced solutions, although the overall offer is relatively high, but highlights the advantages and value of the product. Finally, we successfully won the bid and won the trust of the customer. Through this case, we can see that in-depth understanding of customer needs, combined with their own product advantages for the offer, is the key to project success.
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