课程内容

案例58老客户砍价

问题:有一个秘鲁的客户,订单金额蛮大的,有30多万美金,然后现在到了谈价格的阶 段,因为价格是去年报的价,然后今年因为汇率降太多了,还有原材料涨价,今年公司定价 有提高了 5%。之前一直没有谈价格,现在客户一开口就是给差不多12个点的折扣,他说的 是他们银行只同意那么多钱。在不改变机器配置的情况下要我们给到他那个价格。我们经理 是说尽量不要给折扣,送给他25003000美金的配件。我是准备先再给他发一发我们机器 的配置和优势,再说送他配件,有没有什么情商话术可以让客户同意这笔订单并接受配件当 折扣送给他呢?

回复思路:对比汇率,让客户了解变化。

回复话术:

Dear Xxx,

When you ask us 12% discount this time, frankly speaking, my brain is blank completely and don' t know how to express my feeling by words. However, after I thought a while and let my mind calm down, then have to tell you a truth as below:-

In fact, I feel upset these days, because we get price raise from suppliers day by day now, I give you list for easy reference.

Item No.

Before

Now

Rasie rate

Remark

Material cost

xxx

xxx

xxx

 

Exchange rate

xxx

xxx

xxx

 

Labor cost

xxx

xxx

xxx

 

Rent

xxx

xxx

xxx

 

And our board of director held an urgent meeting this morning and announced all orders from now on must obey “one order, one priceM rule, that is to say, we could only quote the exact price for you, you are our old and VIP customer for many years, and I am deeply appreciated your efforts on our cooperation all the time, you are not only our business partner, but also my precious good friend, if I could support you more, I would do it.

I also applied to our board of directors to get better price for you this morning, after long time discussion, finally they agreed with providing you extra spare parts Hope you could understand our special great effort for you.

It seems that this year is the winter of XXX, we need stand together strongly to survive, I believe everything will be better in near future.

Look forward to hearing from you soon.

Yours sincerely,

Xxx

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