- 前言
- 第一章 样品
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第二章 价格
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案例14 价格与网站不符
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案例15 客户比价
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案例16 同行报价比自家低
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案例17 客户因价格犹豫不下单
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案例18 客户砍价并提出附加要求
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案例19价格原因客户寻找其他供应商
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案例20 采购报错价
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案例21 价格报高了,要主动降回来
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案例22 报价技巧
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案例23客户喜欢砍价,如何沟通
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案例24-27让砍价客户接受我们的报价-话术1-4
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案例28如何阻止客户哭穷式砍价
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案例29-30 找台阶顺利降价-话术1-2
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案例31-32 让客户砍价回归产品质量和服务-话术①-②
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案例33 找客户涨价的合理话术
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案例34客户没有核查价格,收货后才发现价格上涨了
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案例35客户付款后,我们发现价格报低了
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案例36利润太低,想给客户涨价
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案例37运费涨价了,找客户补差价
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案例38老客户压价,怎么回复
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案例39沟通失误后客户不回复怎么办
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案例40客户借机要折扣,怎么回复
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案例41谈判之后原材料涨价,如何跟客户说涨价
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案例42如何拒绝客户降价给折扣的要求
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案例43客户脾气暴躁,要求多还不想加价
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第七章 促单
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案例44客户要求我们降价
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案例45客户一直压价
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案例46给客户报了低价,他还是不满足
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案例47网页价格比实际的低
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案例48新业务报了低价,客户说我们欺骗
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案例49降价后客户还是要砍价
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案例50大客户不停降价比价
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案例51 客户讲价,要求我们降价
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案例52砍价关键时刻如何快速拿下客户
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案例53客户说当地买更便宜
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案例54原材料涨价,客户抱怨没有通知
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案例55换材质涨价
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案例56价格僵局,鼓励客户先下一部分订单
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案例57客户再次压价
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案例58老客户砍价
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案例59客户觉得价格贵
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案例60客户嫌样品费贵
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案例61老客户要求降价
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案例62卡在价格上,客户不回复了
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案例63新客户不愿付模具费
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案例64嫌价格高,如何用大单思维
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案例65 老客户不愿付模具费
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案例66原材料上涨
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案例67报错价,客户很生气
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案例68 报价技巧
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案例69 已下单客户要折扣
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案例70汇率下降及原材料上涨下如何给客户涨价
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案例71 报错价怎么挽救
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案例72报出的价格比网站上的高
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案例73-75 涨价话术① -③
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案例76如何拒绝客户降价要求
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案例77报区间价后不回
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案例78客户要求发产品报价表
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案例79 讨价还价
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案例80客户说价格没竞争优势
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案例81不断降价客户还是不下单
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案例82客户比价
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案例83如何催客户设计稿
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- 第四章 付款
问题:我之前成交了一个以色列的客户,按照客户的设计给客户打了PVC瑜伽垫的样品并 且寄给他。这两天跟进样品反馈的时候,客户突然说样品很脏,并且会褪色,而且还发了图片 给我。然后我们马上对留底的样品进行测试,发现并未出现客户所说的情况,然后就拍测试 过程视频给客户观看,并且让客户同样也拍样品测试视频给我们。今天客户回复说他已经吧 样品给丢掉了,并且扬言要用那张图片在我们Alibaba±面差评,情况要如何解决呢?
回复话术:
Dear Xxx,
Thank you very much for your kind reply.
I am very sorry to hear that, sure you have the right to give the negative feedback on Alibaba, anyway things happened with reasons as we are human with feelings, with knowledge, with judge...
As your professional and responsible sales, I sent you the right sample according to the order.
According to what you mentioned that our sample was dirty and color fading issue, and we tested the same quality sample in our hand and found it would not happen as you described together with videos.
We request you to test the sample again and try to take a video and show us (I do believe this is a reasonable request as a seller), but you threaten us that you would give us negative feedback. (If my expression made you have misunderstand then I have to say sorry, So this time I am trying to write it more clearly).
So I really hope you can re-confirm if something amis-happenedw about our samples or others, I am totally ready to offer my help to you with my professional product knowledge and experience to find out the reasons, thank you very much.
Looking forward to your kind reply.
Best Regards,
Yours Xxx