- 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2客户不付打样费
问题:我刚好有个荷兰客户现在在要求我们打样,样品国家有点多,十几个国家都要求 打样,旗帜围巾类产品我们自己工厂做可以满足,但是有两款产品我们也是外购的,棒球帽 和护腕,去外购工厂那边打样首先是费用比较高(客户那边不付打样费),其次是工厂也不太愿 意给我们打那么多个款的样品,客户也明确表示他们这么多国家的样品即使打样了,也不一 定每个国家都会下单,他们要看每场赛事的结果来下单。我也建议过客户能否打四五个国家 的样品给客户参考,但是客户没同意,坚持每个国家都要打样。我本来想以加快出样速度这 一点再跟客户谈谈,能否等确定哪些国家会下单,然后我们再打这几个国家的样品给客户, 但是刚刚确认了一下这两款产品出样都要一个月,看来没法用这一点跟客户谈了,我想问问 我要怎么写这个邮件给客户能让客户放弃打那么多国家的样品。
回复话术:
Dear Xxx,
Thank you very much for your kind patience to confirm so much details with us.
As we confirmed that you would need to take samples for around 20 countries, sure I really love to support you on it. Today your issue was mentioned in our company "Potential VIP Customer" meeting, our company would love to support you on the free samples, but we also need your support on the sample quantity:
l. We would love to offer you the free samples for only 4-5 countries so that you can test the using of them, especially the quality of them. (I do believe the main purpose of the samples is to test the quality of it and to confirm the specifications so that we don't make mistakes on it)
2.1f you really need all the samples, our company would request you to pay us around $xxx total including shipping, please do believe we don't get any profits from the samples, we just would love to make all the samples more valued. (People would pay more attention to the things that they pay, right?).
So our company really hopes, as potential business partner, we should try our best to share understanding and support to each other so that we can grow together.
Your reply on the confirmation would be highly appreciated .(I do believe both of us would try to make our "effort we paid to this order" happen as we spent so much time on it)
Best Regards,
Yours Xxx