- 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
案例31让客户砍价回归产品质■和眼务■话术①
回复话术5:
只要是砍价都是要回归产品和服务本身,别扯在价格上。
Dear Xxx,
Thank you very much for your kind reply.
Both of us would certainly know that a stable business (supplier or customer) with reasonable cost would bring the best profits, do believe this is also the main reason that you are looking for a new partner, right?
Sure, lower prices for the same level products in the market are always with reasons, as we are all factories in China, we won't have a big difference in the prices. (Unless we have misunderstanding or miscommunication in the production specifications or something else.) Now we have only around 5-8% profits in the quotation we quoted to you, please do trust we won't have such huge profits like 30% (though my boss is eager for that, aha).
So would you please refer to the attachment for the quotation again and double confirm when you compare the prices to other suppliers, are the products are compared in the same level? (I made very detailed specifications with it).
Your reply on the help would be very helpful for us to make them clear so that we can confirm the order.
Looking forward to your kind reply.
Best Regards, Yours Xxx
案例32让客户砍价回归产品质量和服务■话术②
问题:当客户说别人的质量跟我们一样,但是我们价格就是比别人高怎么办?
回复思路:就是客户在将我们军,给我们带来一些谈判上的压力和麻烦。所以我们要利 用反将军思维将客户的注意力还是维持在产品上,反过来给客户带来一些压力和麻烦,以达 到堵住客户砍价的目的。
回复话术:
Dear Xxx,
Thank you very much for your kind reply.
Please do trust we are all factories in China, we should not have so big difference in prices, anyway we would love to offer you my help to find out the reasons with my professional product knowledge and experience(We think you are also very interested):
1. You collect the samples from us (including your other suppliers) so that you find out the reasons by yourself.
2. Quicker way: you can ask your supplier to send a sample to our forwarder's warehouse (as our factory address would make them hesitated), We promise we will compare the samples in the fair way and offer you a report. (We would bear all the cost needed, it takes only one day from their company to us).
Please do trust the most expensive products are always not the ones with reasonable profits but the wrong products.
Looking forward to your kind reply.
Best regards,
Yours Xxx