课程内容

案例24-27让砍价客户接受我们的报价-话术1-4

案例24让砍价客户接受我们的报价■话术①

问题:当客户说我们价格高怎么办?

回复思路:回归产品和服务本身(转移客户的注意力),多维度的展示产品让客户接受 我们的报价。

砍价四大思维:

1 客户砍价是良性信息,非常正常商业行为;

2 客户砍价证明我们的价格应该是进入客户的可接受范围或是非常接近;

3 当客户抛出很低的目标价时,我们一定要坚信:如果客户能用这个价格买到没有问题 的产品或是同等质量的产品,客户根本没有空跟你在这里扯;

4 身为业务员一定要对自己公司的产品,价格要有绝对的自信。

回复话术①:

Dear Xxx,

Thank you very much for your kind reply.

Please do trust lower prices are always with reasons, sure we wouldn't quote you high prices to push you away, as long term business partner, now we should try to help each other to find out the reasons:

1. Would you please confirm if the prices are compared in the same level:

1) . Material: Whole new top level HDPE with 80%~90% Crystallinity, not recycled.

2) . Thickness: 2mm thickness with xxx density, 6.5kgs.

3) . Size: XXXXXXXXXXXXXXXXXXXX

4) . Workmanship: We use Blow Moulding to make it, this would help to make the product surfaces and edges much smoother

5) . Warranty: 2 years warranty

将上面的12345改成我们自己产品的(最好写得专业点,让客户又看得懂又看不懂那种感觉)

2. Or you can also send me their quotation (you can delete the company name and something you think is necessary), better with the specifications they wrote then sure I will try to find out the difference with my professional product knowledge and experience.

As long-term business partners, please do trust we are not the one who only pursues profits, I have to keep offering you the good product which is the main reason you keep buying from us, right? (So at this moment I also need help from your side).

Your reply on the help would be very helpful for us to move the order forward.

Best Regards,

Yours Xxx

案例25让砍价客户接受我们的报价■话术②

回复话术②:

Dear Xxx,

Thank you very much for your kind reply.

Please do trust lower prices are always with reasons, would you please confirm if the prices are compared in the same level:

1. Material: We use Top A3 Level quality Whole New Carbon Structural Steel Q2 35 Steel with Yield Strength as high as 235MPA.

2. Surface Treatment: We use Galvanized Surface Treatment with its electrolysis technology to protect the Nut from rust

3. Galvanized Thickness: we use 40um thickness to make sure it has longer protection.

4. Go Through Gauge: DIN xxx Standard which makes sure it can fit all of the Screws.

5. Warranty: as long as 5 years with normal using.

这五个产品卖点一定要写得:专业,让客户又看得懂又看不懂的感觉

Please do trust we won't quote you the high prices to push you away, your reply on the confirmation would be very helpful for us to move the order forward.

Best Regards,

Yours Anna.

案例26让砍价客户接受我们的报价■话术③

回复话术③:

这个时候你的价格其实已经开始进入客户可接受范围,只要想办法堵住客户就好了。

Dear Xxx,

Wish you have nice day and everything goes well.

Sure lower prices in the market are always with reasons, our prices are based on:

1. XXXXXXXXXXXXXXXXXXXXX

2. xxxxxxxxxxxxxxxxxxxxxxxxxxxxx

3. XXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXXX (把产品细节再列一次)

Sure, you have any confusion about the products, you can forward the details of their quotation to me so that I can double confirm for you. Sure, you can also forward the product details of ours to them and ask them to quote based on the details I sent then you would know better in the price, sure at the same time you will know I deserve your "Like” as a professional sales, aha.

Sure, when you come to China, then you will collect the samples, we can compare the samples together if possible, I will show you my profession then.

A girl is waiting for your reply from 12,000 miles away in China.

Looking forward to your kind reply.

Best Regards,

Yours Joy

案例27让砍价客户接受我们的报价■话术④

回复话术④:

记得不要复制粘贴,自己要打一篇看一下有没有东西要加进去。

Dear Xxx,

First, wish you have a nice day and everything goes well.

I have to say you and your boss are really professional buyers, both of you made me really out of temper, aha.

As a little girl, maybe I don't know as much as you men, but I do know business should need reasonable profits, otherwise the suppliers who can offer you a lower price would charge you back from other places like material, workmanship, quality...

Please do trust reasonable prices bring more business and profits, lowest prices always bring lessons, and wrong product is the most expensive product, what do you think?

Both of us spent so much time on this order, and we are also old partnership, you made me feel like we are the first cooperation, aha.

Your reply on the order confirmation would be highly appreciated.

Best Regards,

Yours Xxx

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