- 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55换材质涨价
问题:我有个客户,报价报的是比较便宜的材质,但是当时报价我没有注意到这一点, 后面客人下了样品单要打样,我选了一种比较好的材质去打样了,现在客户要下单,我们重 新评估价格之后发现之前给他报的那个价格不可取,但是客户刚叫我给他发PI,这个节骨眼重 新涨价,客户也很难接受;不涨价,只能用之前报价的材质去做才不会亏,但是十月份把样 品实物寄给了客户,他手上有样板,如果我们换材质,他也会注意到的。我该怎么办呢?
回复话术:
第一封邮件话术
Dear Xxx,
I am sorry and have to tell you a bad news for you today.
The sample you got and ready to confirm order, whose material supplier we cooperated 5 years are appeared and don' t have any response suddenly when we want to communicate more details for this new order.
That is very rare status in our previous cooperation, but, except for surprise, we are looking for new material suppliers as instead, just please kindly give us some times.
Sure, we have others suppliers as second or third replacement, but, comparing quality and cost, the first one is more competitive, even though it is out of our control now, but please kindly give us 1 more day to find the best one.
Besides, our whole company and accordingly dept, have been holding meetings and take care much for this project. We are very serious.
Thousands of thank you very much for your kind understanding.
Yours sincerely,
Xxx
第二封邮件话术
Dear Xxx,
After my all colleagues effort from purchase dept., we found replacement finally, that is, use same materials and keep as full same quality as the sample you got, even, the delivery time can be controlled within 28 days, besides, he promised us that can compensate by day if beyond fixed delivery time. However, the final product cost is US$1.55/pc.
In my opinion, it is available to do a perfect sample first then discuss again, supposed the sample quality is better than previous one, it is a better chance. How do you think ?
♦
Yours sincerely,
Xxx