课程内容

案例29-30 找台阶顺利降价-话术1-2

案例29找台阶顺利降价■话术①

问题:当谈判进行到关键时刻如何给客户台阶(降价)拿下客户?

回复思路:既然能做那就找个台阶自己下就好了。

回复话术①:

Dear Xxx,

Thank you very much for your kind support and your willingness to cooperate with us, otherwise you won't send me the emails of the communication record with the other supplier, I really really appreciate your support.

You are the first customer who gave us so strong willingness.

So today our company held a meeting especially for your order, our company would love to offer you the same price, though we have only very tiny profits, this order is specially for your a willingnessw . Sure if possible and you don't mind, would you please discuss with your team and see if you can accept upto price $XXX/pc which would share chance for both of us more win-win?

(这种手段是增加利润的绝佳方法,成功率非常之高)

Your reply on the confirmation would be highly appreciated, I feel very excited to offer my professional service to you, my VIP customer.

As long as you confirm the order, then I will make the Pl with order details for you.

Looking forward to your kind reply!

Yours Xxx

案例30找台阶顺利降价■话术②

回复话术②:

降价不能让客户觉得太容易了,一定要让客户知道:一切来之不易并引导客户成交。

Dear Xxx,

Thank you very much for your kind reply.

Today our company held a meeting of your order and our company would love to support you in this order. After our double calculation, our profit is only around 7-8%, as our company has to keep at least 5% profits to make sure the factory is normal running, our company would love to offer you 3% discount in this order.

Please do trust this 3% discount didn't come easily, it costed me at least 3 times to convince my company, so I really hope this would help us to have this order confirmed, thank you very much.

Looking forward to your kind reply.

Yours Xxx

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