How much does it cost to manufacture a heavy-duty truck with a load capacity of 60 tons? Niu Xiaoqiang doesn't know very well, but he is sure that the cost will not exceed 100,000 yuan, and as long as he seriously saves costs, he will definitely be able to make money.

But since it was to make money, of course Niu Xiaoqiang didn't mind earning a little more, he immediately pursed his lips, showing a very ridiculous expression: "Mr. Smith, are you telling me a joke? What is the concept of a heavy-duty truck with a load of more than 60 tons? Can you buy it for $20,000 per unit?"

Niu Xiaoqiang This is pure bluffing, although he doesn't know the specific price of this type of truck, but he can think of 20,000 US dollars with his toes is definitely a very low price.

The reason is actually very simple: if the same type of truck in foreign countries is very cheap, there is no need for Smith to come to China to purchase, and the foreign technology is not much stronger than the domestic one?

Smith didn't know much about the business habits of Chinese, and when he saw Niu Xiaoqiang's reaction so big, he couldn't help but show a little embarrassment on his face.

This guy is still very good at doing business, he quickly put away this embarrassment, and reasoned with Niu Xiaoqiang: "Niu, you listen to me explain to you first, 20,000 US dollars is indeed not high, but it is relative to well-known truck brands, for you, this price is actually very good, after all, the performance and quality of your products are far from others, and it is natural that the price is lower than others." ”

Niu Xiaoqiang had already noticed Smith's weakness, he smiled and waved his hand: "Smith, what you said is a bit absolute, I don't want to say other car factories, but I can assure you that the products of our factory are absolutely excellent, and the gap between them and the developed countries in the West is not as exaggerated as you say, otherwise President William of Bayier Company will not be able to recognize us, since the gap between the performance and quality of the product is not too big, of course the price cannot be too different, you think about it, is this the truth?"

Niu Xiaoqiang's words made Smith a little speechless, and when he was thinking about how to respond, Niu Xiaoqiang continued: " We Chinese do business are very particular about human feelings, for the sake of us are already good friends, I can earn less money, give you a certain preferential margin, but you can't do too much, or so, you carefully consider and then open a price, if appropriate, I will immediately sign a contract with you, if you can't negotiate, you can use this price to go to other car factories to purchase, but I still want to remind you that other manufacturers have not been recognized by Bayil company, as for the performance and quality of their products, you can personally experience it, then don't blame me for not telling you in advance。 ”

It was the first time Smith had gone abroad for a purchase, and he was not too familiar with this aspect of the situation. Although he wanted to keep the procurement cost as low as possible, Niu Xiaoqiang's words made sense, and his original confidence was involuntarily shaken.

After a moment's hesitation, Smith tentatively quoted a new price: "Well, what do you think of the purchase price of each car, I add a thousand dollars to the purchase price?"

Niu Xiaoqiang looked at him with a smile and didn't say a word.

Smith was embarrassed and then raised the price: "If you think it's too low, then I'll add two thousand more dollars." ”

Niu Xiaoqiang still looked at him with a smile, and he didn't mean to nod at all.

He has thoroughly understood Smith's psychology, knowing that Smith is very weak-hearted, in order to increase his income, Niu Xiaoqiang will certainly not be satisfied.

Smith had been managing mining at home and was not very good at this type of business negotiation. Seeing that Niu Xiaoqiang continued to look sarcastic, he simply turned his heart sideways and said, "Okay, I'll increase the price of each car by five thousand dollars!"

This is equivalent to an increase of a quarter on the original price, which is a very large increase. However, Niu Xiaoqiang was still not satisfied, and he came to such a conclusion through Smith's series of price increases: foreign heavy-duty trucks must be more expensive, and the price may be more than $40,000, otherwise Smith would not have increased the price to $25,000.

Niu Xiaoqiang finally spoke when he thought of this, and he laughed a few times before he spoke: "Smith, you can't negotiate with others like this." ”

Smith hesitated, "Why not?"

"You first push the price to a very low level, and then raise it little by little, which will erode the seller's trust in you, just like me, I think the price you offer is still low, and there must be room for further improvement, so the price of $25,000 you offer will still not be satisfied, and will continue to grind hard with you. ”

Smith asked, a little embarrassed, "So what should I do?"

Niu Xiaoqiang saw Smith in the set, and immediately replied: "It's very simple, you should show sincerity from the beginning, the price should be placed in a more moderate position, rather than blindly and purely lowering the price, just imagine, the goods that should have been sold for at least 40,000 US dollars, you cut half of the price as soon as you opened your mouth, can this work? Any manufacturer will determine the manufacturing cost according to the sales price in the production process, the lower the price of the product, the manufacturing cost will be reduced as a matter of course, so how to ensure the quality?" As a buyer, it is normal for you to want to buy cheaper goods, but after the price is beyond the manufacturer's range, you can only end up buying low-quality products, you should be able to understand this ideal, right?"

Smith has encountered many exhibitors grabbing business through low-price strategies in the process of purchasing these days, and he had such an idea at that time: If the price is too low, will it affect the quality of the goods?

Now hearing Niu Xiaoqiang's "heart-to-heart" remarks, the more Smith thinks about it, the more he feels that the low-price strategy will definitely affect the quality of the goods, and he nodded with a teachable expression: "Thank you for reminding me, I fell into a misunderstanding before, only considering the reduction of procurement costs, but ignoring the quality of the goods." ”

Niu Xiaoqiang smiled: "I have already said before, I can give you a certain discount, but this is to ensure that the production cost is at a normal level, under the same conditions, I will try my best to ensure that the performance and quality of the product meet your requirements, this is the biggest benefit I can give to my friends, 25,000 US dollars is still a bit low, can you think about it and make another price, I hope you will not live up to my friendliness and sincerity." ”