询盘案例：如何让客户购买高于市场价80%的产品的？

询盘案例：如何让客户购买高价产品？

情况是这样的，这个美国客户我报RFQ得到的，诊所的老板，跟踪第三次的时候才联系我。之后呢，我就报价，报具体参数,客户回复：

OK, I think your price is not competitive at all. You need to improve it so I can purchase 2 units thanks.

实际上，客户告诉我，别家的价格都比我报的价格低80%左右，可以说，我们的产品是很高价的了；这时候，我要怎么解决呢？

Hello Doctor,

Our price is indeed not competitive,however,our product is,because it has the most unique function--automatic analysis,and other 10 patents;

What the unique monitor can do are:

1.hospitals do not need to train doctors and nurses to do fetal monitoring because it can automatic do it;All results displayed clearly;

2.No needing of connecting with PCs or other media to store the monitoring results,easy and simple to use;

3.This product is the latest software of fetal monitor,you do not want to use IPHONE 4S when there is IPHONE 6S;

4.This product rises the level of a hospital,because it is so smart and automatic and easy reading.

Will Pan

Best regards

表达的意思主要是节省了培训开支，打印成本，用苹果手机来告诉客户我们的产品是最新功能的，他是小诊所的老板，很在意一些提升档次的东西，所以，最后有了那句话。

客户回复了：

Well that's great but I'm a small business owner. I would like to do business with you! I need two but need better pricing with shipping and all. Can you help us?

然而客户似乎还想要我降价，又该如何应对呢？请继续：

I might not help you on prices because I have already done it to the bottom.And I think to buy right is better than to buy cheap.This machine can be used over 10 years and still competitive infunctions.Since the total is within $5,000,you can use your credit card to work it out.I myself have a credit card of RMB 10,000.All advice is sent,so Good day to you and I am leaving,see you next day.

我首先告诉客户，价格我不是不给优惠，而是确实给到了，因为他是终端客户，这个价格绝对不算高的，当然仍然比其他厂家高不少；另外，我又给客户提出一个方案：客户既然资金紧张，可以用他的信用卡支付其他花费，用现金付给我们，客户同意了。

Ok well please kindly send me a proforma with est. Shipping to Houston tx. We can arrange payment today thanks.

我就感觉，我这业务做的，不仅仅要卖产品，还得帮助客户运作资金一样的。

好的，30多封邮件，10几天，这一单就这样成的。