- 前言
- 第一章 样品
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第二章 价格上 14-43
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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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第二章 价格下 44-83
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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
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,迁 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