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Chapter 6: Amazing negotiating skills

Li Hao said: "Zhongguancun...... Think of it as an ordinary village, but the inhabitants are not people, but all kinds of technology companies, most of which are computer companies. Basically, more than eighty percent of the country's digital accessories general agents are in Zhongguancun. When you go to the computer city to buy a computer, how do you think it came about? That is, those computer companies in Zhongguancun have won the right to act as agents overseas, and then they have purchased and pressed the goods. Of course, they basically do not retail, but delegate retail rights to first-level agents, regional agents, provincial agents, and municipal agents. When all the computer accessories are assembled into a computer and you have reached your hands, at least seven or eight doors have been passed, and each door will take away a part of the profits. ”

Zhou Meng understood now: "So it doesn't matter if we can't contact the manufacturer, just find the general agent of Zhongguancun directly?"

"Yes!"

"But how do you find it? Didn't you say that we were in the capital? Do we have to go to the capital again?"

"What are you stupid for? Zhongguancun has a web portal, and every technology company must have its own homepage. ”

"Are they sure they can bird our two students?"

"You don't have to worry about this, just leave it to me......! Just take advantage of your school's basketball team a little. ”

"How?"

"You immediately contact all the members of the school team and tell them that you have acquaintances in the computer city who can buy computers in a group at a very good price. As long as the number of group buyers can reach 20 people, each machine can be reduced by 1,000 yuan on the basis of the market price. If the number of group buyers exceeds 20 people, the price will be discounted by another 10 yuan for each additional person in the future. Well, the high-end machine is ten yuan off, the low-end machine is five yuan, and so on. ”

"High and low?"

"That's right! For students who can't afford to spend, we can attract more people to sign up! The high configuration is based on the configuration of the eight thousand eight you like, and the low configuration is the sales king you said, just these two configurations, and there is no need for more. ”

Zhou Meng asked a little worriedly: "If there is really such a preferential price, I am not worried about the number of people." But the question is, can we get such a cheap price?"

Li Hao said: "You don't have to worry about the price. How many people can you pull?"

Zhou Meng said: "Students in the third year of high school are originally going to buy computers, and if I say that there are acquaintances who can buy in groups, many people must participate." If there is really the discount you mentioned, I think it is possible for hundreds of people!"

Li Hao nodded: "Then you should act quickly! Don't be limited to the basketball team, everyone you know can make a phone call to inform you, and then let everyone tell each other again." ”

"Okay, then I'll call right away. ”

The two returned to the Internet café, and Zhou Meng began to call the people he knew one by one.

"Uncle Zhou, open a machine!"

Li Hao was not polite, found a machine in the best condition and sat down, and asked Uncle Zhou to unlock it. His internet access is free.

As soon as he turned on the computer, he directly opened several computer portals and the webpages of Zhongguancun IT parts suppliers. borrowed pen and paper from Uncle Zhou, and he selected a few large-scale and well-known computer companies to write down relevant information.

"Uncle Zhou, can you borrow a phone to use it?" Li Hao came to the cashier with a pen and paper.

"You fight at will. "Zhou Jincai is very generous.

"I'm going to take a long trip. ”

"It's okay, let's fight. ”

"Thank you. ”

Li Hao didn't say much, and directly dialed the first phone number recorded on the paper: "Hey, may I ask if it is the Beijing Huaxiang Computer Company? Oh, I'm looking for your sales manager! You are the manager Wang Jian? That's great, that's right, I have an Internet café in Jiangzhou, and I'm planning to expand and open a few branches, and I want to buy a batch of computers." How many units do you want? About 200 units, I'll read it to you, you can add it up, and I'll quote me a real price in five minutes. ”

After that, he hung up the phone!

"Xiao Hao, you can fool too much, right?" Zhou Jincai watched from the sidelines, stunned, this is obviously an old driver! It's just that he doesn't understand what Li Hao wants to do. Why fool people into saying they want to buy hundreds of computers? Is it a prank?

Wang Jian, who was far away in an office building in the south of the Zhongguancun Science and Technology Park in the capital, suddenly lit up when he heard about the 200 machines. But he didn't dare to believe such a strange call, so he took a look at the caller number on Baidu, and it turned out to be the phone number registered in an Internet café in Jiangzhou.

Two hundred machines is not a small number!

Wang Jian immediately paid attention to it, convened a temporary meeting of the department, inquired about the latest spare parts availability and real-time prices, and then gathered the opinions of the whole department to finalize a reasonable price: 2785.

He pressed back the excitement and dialed back the number he had just called.

Li Hao from the Internet café waited for four or five minutes before he remembered the phone.

Zhou Jincai looked at the phone number, and said excitedly: "People called back, and they really planned to give you a quote?" It seems that you have succeeded in fooling you, Xiaohao, why are you still stunned, hurry up and answer!"

"There's no hurry. ”

Li Hao watched the phone ring slowly, but he just didn't answer.

Zhou Jincai was anxious: "Don't be sluggish! People who have never seen you are willing to call you back means that they believe in you, and if you don't answer it, you will miss it." ”

"Wait. ”

Li Hao said calmly, and waited until the phone rang more than a dozen times before picking up the receiver.

The phone rang for a long time and no one answered, and Wang Jian and his colleagues were almost frozen in their tense breathing, and the half-minute wait seemed like a century had passed.

"Hey!"

When I was about to hang up automatically, someone finally connected.

"Hello, I'm Wang Jian, what do you call me?" Wang Jian and his colleagues showed the joy of victory, and the phone was finally connected.

"You don't care what my name is, you give me a quote first. "The other party's attitude is very rude and rude.

"After we deliberated, we decided to give you the lowest price, 2,780 yuan. Wang Jian suddenly remembered the Baidu information just now and found that this Internet café has been registered for seven or eight years, and the owner of an Internet café who has been open for seven or eight years is definitely not a layman in terms of computers, and his attitude is so tough and arrogant, as if he is not satisfied with the price and will hang up the phone and never be able to contact him again.

So, he lowered the price negotiated by his colleagues by another 5 yuan. At this price, the profit is really very low for them.

Then, he waited for the other party's response with great trepidation.

But the other end of the phone suddenly lost sound, and became unusually silent, but did not hang up.

Wang Jian and the others were even more anxious, for fear that such a big deal would fly like this.

After more than ten seconds, the arrogant voice finally spoke: "I forgot to mention just now, I still need twenty low-end machines." The configuration is XXXXX. You speed up and give me a second calculation, and give me a price. I don't hang up. ”

"No problem!"

Wang Jian wrote down the configuration and immediately asked his colleagues to calculate the price. He didn't forget to explain in a low voice, the other party was not dissatisfied with the previous offer, the success rate of this business is extremely high, you give the lowest cost price, anyway, it's only twenty units, just buy big and give small, help ship a shipment.

Twenty seconds, Wang Jian gave a very sincere offer: "1880 yuan." ”

"Okay! I'll give you an answer tomorrow!"

The other party listened to the offer, said coldly and hung up! Wang Jian and the others were dumbfounded, who is this?

After Li Hao hung up the phone, he dialed the second number. This time, he said the opposite, he wanted 200 low-spec computers and 20 high-spec computers. The quotations were 2765 yuan and 1920 yuan.

Half an hour later, he had called all six or seven numbers he had recorded. Basically, the quotes you get are not much different, that is, the difference of one or two points.

"Huge profits! This is simply huge profits! Damn! Those profiteers in the computer city are so damned! Especially He Jianguang, what he said was all about the sky, and what he said about the artificial money was pasted, and the fellow countryman would never be able to pay you such nonsense. It's all like a vampire!"

Zhou Meng came over after making the call, and just heard these two offers, he was so angry that he punched the table.

Li Hao was much calmer: "People don't need rent to open a store, water and electricity, labor, warehousing, and even layers of agents and dealers in the middle have to make money!"

In fact, the price was even lower than he expected. He knew that computer hardware was a profiteering industry in this era, but he didn't expect it to be profitable to this extent.

Zhou Meng said: "But it's too outrageous! The quotation of 2780 also has to make money, right? There is still a profit in it! The cost of their profiteers must be lower than this price, but they dare to sell it for 8800, and they are shameless to say that they don't make money?"

Li Hao said with a smile: "No way, it's a seller's market now! Everyone has to buy a computer, but there are only dozens of stores in a city, and it's not uncommon for you not to buy him, anyway, more people buy it." ”

Seven or eight years later, the e-commerce platform rose, and the same configuration was less than half of the price on the Internet, and it was delivered to the door, completely intercepting more than ninety percent of the customers. Computer cities across the country have closed down one after another, and even the world-famous capital Zhongguancun has become an empty city.

Of course, the rise of smartphones in the future, the greatly reduced demand for computers is also an important reason.

Li Hao asked, "You have called?"

Zhou Meng nodded: "Everyone I know has called once, and they can't believe it when they hear that the price can be so much cheaper." I said that I had acquaintances, and that the quality of the computers was fine, and a few of them signed up on the spot, and promised to help me tell the people I knew immediately. ”

Zhou Jincai heard the conversation between the two of them, and was stunned for a long time before asking, "You two ...... You don't really plan to resell computers, do you?"

"Uncle Zhou, we are still students, how can we have that ability? And we don't have the funds or technology, so we can't do it if we want to? We just help our classmates buy cheap computers, and we know the reserve price, so we can negotiate with the merchants." Now let's go to a merchant to negotiate, hoping that the price can be negotiated, if we can still make a small difference, it would be better!"

"That's fine, you can make a little money in the summer vacation, it's a social practice! Then you go, be careful. Zhou Jincai was convinced when he heard Li Hao's words. After all, the two students have no experience, no capital and no technology, and they really can't do what they want to do.

Li Hao hurriedly pulled Zhou Meng out of the Internet café.

Zhou Meng said: "What should we do now?"

Li Hao said: "Go to the computer city!"

Zhou Meng was surprised and said, "Do you really want to negotiate with the merchant?"

Li Hao said: "Of course!"

Zhou Meng said: "Why do you want to go to the merchant? Wouldn't we just take the goods directly from Huaxiang and sell them to the students?"

Li Hao asked: "You have to pay for the goods first, do you have them?"

Zhou Meng shook his head.

Li Hao said: "The computer is not a snack, it will be gone when you eat it." From assembling hardware, installing the system, debugging software, to later maintenance and after-sales, replacing accessories, upgrading the system...... This is a large, complex and time-consuming service process. We can sell computers to our classmates, but we can't sell services! So, we have to find a partner! Let them provide these services!"

……