- 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2500到3000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 |
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Exchange rate | xxx | xxx | xxx |
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Labor cost | xxx | xxx | xxx |
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Rent | xxx | xxx | xxx |
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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