At this time, Dong Xiaoya knew very well that Anderson was a typical example of pretending to be confused while pretending to understand! The trick he is playing now is called the extreme pressure method, which is to lower the other party's price to as low as possible, and then
Then slowly and appropriately increase it a little bit according to the actual situation to achieve the most ideal transaction price.
There is always a relationship between the buyer and the seller. Dong Xiaoya once heard his predecessors say that for the buyer, the seller's quotation is always watery, so he will repeatedly lower the price until he gets the price.
until the price is satisfactory. However, in the process of price negotiation, the buyer must pay attention to flexibility in counter-offering. The buyer must not make endless counter-offers and arbitrary prices; and do not offer the lowest price from the beginning. The former allows the seller to
It feels that the purchaser is "robbing in broad daylight"; while the latter is passive due to loss of flexibility, which makes people feel that they are not smart enough, leaving no room for price negotiations to continue.
Obviously, Anderson did not follow the conventional routine of Dong Xiaoya's predecessors.
Dong Xiaoya thought again: A smart salesperson will ask the other party what their psychological price is in the first round of confrontation between the buyer and the seller. If the buyer is a rookie, he will quote a budget price given by the company, and then the seller will
The buyer will be quoted an amount slightly higher than the purchase budget, and the two parties will bargain a few times, and the product will be sold at a price that both parties are satisfied with...
But it was obvious that Anderson, who was sitting in front of Dong Xiaoya, was a technician with great procurement experience. He would not be stupid enough to answer questions about the procurement budget, but would put extreme pressure on Dong Xiaoya, constantly
Explore the seller's bottom price. During this price-cutting process of extreme pressure, Anderson will keep his budgeted bottom price secret and will not export it easily.
For a moment, Dong Xiaoya didn't know how to respond, so she had to look at Pei Yuan, who was sitting next to her, with a look of help.
Pei Yuan understood, nodded gently, and said cheerfully: "Mr. Anderson, we are not the only supplier of this kind of shaft products in the world. As far as I know, no one can reduce the material cost to
The situation is exactly the same as the price of raw materials - unless they are imitating Lei Feng and doing good deeds, they will sell to you even at a loss. If you are still worried, your company can find more quotes from several suppliers. Our material costs
The price you quoted is worthy of scrutiny." Pei Yuan easily kicked the ball back to Anderson's feet.
"This is a matter of course! For such an important new project, our MKL company will definitely not only use exclusive suppliers. Mr. Pei, to tell you the truth, before looking for you, we have already identified several potential suppliers.
After on-site inspection, I feel that their production site management capabilities and quality control level are not only better than yours, but their product prices are also cheaper than your company's." Anderson replied lightly.
Niu Xiaobai and Dong Xiaoya couldn't help but glance at each other nervously. What Anderson said was obviously reminding them that the competition is very fierce now, and Fuma Company has almost no competition in this competition.
Advantage. Is what he said true?
Pei Yuan acted very calmly. He said calmly: "If it is true as Mr. Anderson said, I congratulate your company for finding a better supplier than us... However, as a long-term strategic partner of MKL, I
I would like to remind you responsibly that when something goes wrong, something will happen. The quotation we provided to your company shows our great sincerity. All costs and profits have been reduced to the lowest standard in the industry... If this happens
Sometimes there are suppliers who offer lower prices than us, and I doubt if they have any hidden tricks. Whether these tricks come from quality, delivery time, or raw materials,
The machining process itself is an intolerable risk for your company's new project."
Pei Yuan paused, looked at Anderson sincerely and continued: "After so many years of cooperation, the sales, purchasing, and technical personnel between our two companies are familiar with each other, and information communication is smooth; our company is far away from your company
With a distance of less than 200 kilometers, we can quickly respond to your company's frequent changes in the development process of new projects; and more importantly, as an old company that has been in the industry for more than ten years, our technology has accumulated and solved key problems.
There is no doubt about our ability, and we can quickly solve any technical problems your company has in the development process of new projects. This is not something that ordinary small handicraft workshops can compare with..."
The experienced Pei Yuan immediately saw that for this new project of MKL Company, price was not an issue that Anderson and the others had to consider at this stage. Their current focus was product development and sample trial production. In this
At this stage, the supplier's cooperative attitude, speed of response, and technical ability to solve problems are the most important selection factors.
It is possible that Anderson has indeed found a supplier with a cheaper price than Fuma, but why did they take the initiative to negotiate with Fuma for the purchase of parts for new projects? Explain the alternatives they found
Suppliers are not satisfactory in terms of technical capabilities, cooperative attitude or response speed, which affects the development progress of their new products.
The subtle movements on Anderson's face seemed to indicate that Pei Yuan's words clearly spoke to his heart, and his psychological defense began to loosen a little.
Anderson lowered his head and was silent for a while, then said: "If my new project can be put into production in the Chinese branch, the annual demand for parts will be at least 10,000 pieces. In other words, the procurement target for this item alone will be 98
Ten thousand yuan! Faced with such a huge purchase order, doesn’t your company intend to make any concessions on price?”
This is also a general method of lowering prices used by purchasing personnel, which is called breaking the price into whole parts. When purchasing personnel counter-offer, they can concentrate the price and break the price into whole parts. This can make the supplier psychologically feel that the price is relatively expensive.
, you will get a better transaction price than quoting with a small number. The main content of this quoting method is to convert the price into a large unit, increase the unit of measurement, for example, change kilograms to tons, grams to kilograms,
Change months to years, days to months, hours to days, seconds to hours... Generally speaking, when suppliers hear the purchaser mention such a high total price, they will be embarrassed.
He smiled. He knows best how much water there is. In order to express his sincerity in cooperation, the supplier will also give the purchaser a relatively large discount.
But at this time, Pei Yuan looked embarrassed and said with embarrassment: "Well... Mr. Anderson, as I said just now, in order to repair the previous unpleasantness with your company as soon as possible and resume our business dealings as soon as possible, in your
We have shown our greatest sincerity in the quotation of the company's new product. So in terms of price, there is almost no room for reduction..."
Pei Yuan lowered his head and seemed to be thinking very hesitantly. Finally, he looked very determined and gritted his teeth and said: "If the purchase volume of this part is really like what Mr. Anderson said,
If the price reaches 1,000 pieces per month, I am willing to make appropriate concessions, so... I am willing to reduce this offer by 1%!"
"1%?" Looking at Pei Yuan's confused expression just now, and finally making up his mind, Anderson was full of expectations. When he heard such a small concession number, it was Anderson's turn to feel uncomfortable.
Feeling comfortable: "Mr. Pei, are you kidding me?"
"How dare you? How dare you? The possibility of concessioning on this offer is really slim. Even this 1% is my own decision. Maybe I will be scolded by the general manager of the branch when I go back. Just because
This 1% price reduction may cause them to lose money and make a profit, and their work will be in vain." Pei Yuan put on a bitter face and said pitifully.
…
After more than two hours of negotiation, this meeting finally came to an end. Through the efforts of Dong Xiaoya and others, Fuma Company not only resumed business dealings with MKL Company, but also obtained several huge new orders.
In exchange for benefits, Fuma Company directly reduced the sales price of its products to MKL by 1.5%. It can be said that everyone was happy with this result. Both Fuma Company and MKL Company were quite satisfied with the outcome of the negotiation.
After the cooperation framework agreement between the two parties was signed, Kang Runlai, who had been relatively low-key during the negotiation process, happily took Pei Yuan's hand and walked out: "Lao Pei, come with me to smoke a cigarette!"
…
The management of MKL Company is very strict. No matter who you are, you can only smoke in the smoking spots in the company.
When Kang Runlai asked about the current situation in the elegantly decorated indoor smoking spot of MKL Company, Pei Yuan replied humorously: "When I am away from home, my wife has told me: Don't sit in the first row when taking a car, because you can't stand up with food.
, don’t ruin your stomach by drinking, and don’t pick wild flowers on the roadside! I am a ‘wife-keeper’ and follow my wife’s arrangements in everything.”
"Haha! The fastest person to become a philosopher is the husband, the fastest person to become an economist is the wife, the fastest person to become a strategist is the mother-in-law... This statement is true! Marriage means knowing that there are tigers in the mountains,
"I prefer to travel to the tiger's mountain", but "if you don't enter the tiger's den, how can you catch the tiger's cubs"? Haha! Why are you so anxious to get married? A lot of outstanding women are still waving to you!" Kang Runlai responded.
"Excellent girls will need more care than usual when they are vulnerable, such as a breakup or unsatisfactory work, so they will communicate with more people. If she returns to her original circle after returning to normal, she will no longer care about you.
, Don’t be surprised when the time comes! Are you in a hurry to get married? You and I are already over forty, are you still young? My son is about to get married, but you are the only one who is still the ‘Diamond King’!” Pei Yuan patted Kang Runlai.
said the shoulder.
"Speaking of your son, if you don't teach him well, you will harm your whole family; if you don't teach your daughter well, you will harm other people's families! So, if you have a grudge against someone, you will teach your daughter a bad lesson and marry his son.
, this way his whole family will be finished, and the big revenge will be avenged from now on, haha! It’s rare for us buddies to meet together, let’s go have a drink together at night?”
"Okay! It's a deal! Wine is a good thing! It always makes men think of women and women think of men. The only difference is that men will think of various women after drinking wine; women will think of various women after drinking wine.
, she often only thinks of one man, and most of the time she thinks of a man who abandoned her..."
"All kinds of women? Let me see tonight, which woman will come to mind as a 'hep-controller' like you! Haha... By the way, the girl who came with you today is so beautiful, pure and lovely. To be honest, you
Have you started yet? If you haven't yet, hehe..." Kang Runlai tried with a smirk on his face.
Pei Yuan immediately put away his smile and said with a serious face: "Lao Kang, you can't have any ideas about her. Neither you nor I can afford to offend... Her surname is Dong and she is from Kyoto City..."
Kang Runlai thought for a while, and then asked Pei Yuan with a surprised look on his face: "The surname is Dong? Kyoto City? Is she his only daughter?" Seeing the latter nodded seriously, Kang Runlai looked like he suddenly understood: "No wonder
As soon as we met, I felt she looked very familiar..."