课程内容

案例16 同行报价比自家低

案例16同行报价比自家低

问题:各位老师下午好,我这边有一个客户,是需要1100个充电宝,订单金额一万美金 左右,报完价之后,客户回复说,想跟我们合作,并把竞争对手的单价和运费都告诉我们了。

关于产品我们可以以质量问题来回复,运费也比我们报的低很多。想问下各位老师,如 果你们遇到相同的情况,怎么回复比较好呢?

回复话术:

先去第一封邮件

Dear Xxx,

Thanks a lot for your good information and your trust, we really appreciated, sure I also want to do business with you soon. Please give me 1 hour and allow me to check with at least 5 express company or different forwarders, and I would find a best best one for you.

 

Dear Xxx,

Thank you very much for your so kind patience and waiting time. I really appreciated it.

After I double checked with 5 different forwarders, I have to tell you a truth that (你们产品的名称)is a special item with full battery, not only express channel is special but also cost is higher than those common products, I am afraid that the competitor you consulted maybe a newer, and offered base on common products, however, once you confirmed order with them, then he or she charge you again finally. Anyhow, please double confirm. Because I found 5 different express companies, the result are almost close. Please see as following

Company A: Price US$XXX, delivery time xxxx days

Company B: Price US$XXX, delivery time xxxx days 一直至UCompany F: Price US$XXX, delivery time xxxx days

So, I don' t want to charge you later when we confirmed everything, so, the best one is XXXXX.

If your another supplier can do cheaper, could you please let such supplier tell you the express name, and then we can look for them by ourselves, you know that we don' t earn money from freight, we just hope that can ship out goods to you on time and save your money.

Thank you very much for your kind understanding and help.

Yours sincerely,

Xxx

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