⬅返回
情感分析
文章导读
    基本上90%的客户会有还价的要求,怎么面对客户的还价,我做了以下的接招总结。if you can search aproducts of high quality , they will do not care too much about theprice .第一步,明确告诉客户我们也能做这个价格,但质量会有所不同。第二步,如果可能推荐类似但价格比较低的产品。如果可能要比客户的目标价格低,至少是要等于。第四步,将合同付上要求确认。

    基本上90%的客户会有还价的要求,怎么面对客户的还价,我做了以下的接招总结。当然在具体的业务操作中还要,具体问题具体分析!(看的人多回的人少,郁闷个个copy完就走) 

    1. 以退为进:这个价格我们也能做,但是如果按这个价格做的话,质量会有所下降,请客户考虑! 

    Example : we can also accept price at USD 200 .however , the quality will be lowed than the one I have introduced to you at price USD 220 .pls considerate it ! Besides , I would like to tell you . we can even accept the price lower than USD 200 . it is another model XX. The offer of this model is USD 175 . Only adjudge from the appearance . they are very similar . but they are completely of quality . they difference between the two model are listed as following :
    the price difference is USD 20 . and we can supply you one year guarantee . So could you tell me what you and your customers should pay the super quality ? what is the result of the
    20/360=???? The reason why I have not introduce the products priced USD 175 originally is that I think the quality is the heart of the products . if your customer would like to do business with you is not depend on the price , just depend on the quality。if you can search a products of high quality , they will do not care too much about the price . 

    第一步,明确告诉客户我们也能做这个价格,但质量会有所不同。 

    第二步,如果可能推荐类似但价格比较低的产品。如果可能要比客户的目标价格低,至少是要等于。

    第三步,让他自己考虑选择那一个产品。将两个产品的不同之处罗列出来。可以将差价除于产品的保质期限,那样会得到一个很小的数字,记得,这个数字让客户自己算,他会觉得和你在几个美分上计较很可笑。 

    第四步,解释一下为什么以前没有把那个低价格的产品介绍给他。尽量让客户感觉你是在为他的长期生意着想。 

    适用度:基本上对所有的客户合适 

    2. 刺激:我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格 

    Example  : dear sir , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price . Actually , we have already exported many containers to xx . we have very good cooperation ship with XX company , which is one of the
    biggest importer of XX products . Now , this company import around X containers from us every month . you are our new customer , and your trial order is not very big . however , you share the same price with this company。 I have enclosed the B/L copy of this company’s order , pls kindly check. so we hope that you can accept our last offer . I have enclosed the P/I for your confirmation again . pls kindly keep us informed if you have paid deposit payment , so that we can arrange production asap . 

    第一步,明确告诉客户我们不能接受这个价格 

    第二步,我们给某某公司的也是这个价格(确认该公司确实比较大,至少要比还价的这家公司大)。他已经买了很多货了。而你是第一次买,量也并不大(潜台词:我给你这个价格已经够对得起你了,你就别还了)。 

    第三步,为使对方相信可以将该国大公司的提单COPY件,合同COPY件,或者是OEM的话,产品照片放在附件中。 

    第四步,将合同付上要求确认。 

    适用度:该市场上已经有比较大的客户,有一定的局限h 

    3. 哭穷:原材料上涨,退税降低,利润本身已经很低了…… 

    Example: dear friend , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price . Actually , I have already given you the best offer , it leave us with only the smallest of margins . As you known , now the market is very competitive . the raw material of the XX products has been increased , I think you have already heard from other suppliers . The drawback of the XX products will be 11% instead original 13% . so it is we do not make concession , it is our government can not let us give you concession again . we hope that you can understand our situation clearly , and accept our best offer . 

    第一步,明确告诉客户我们不能接受这个价格 

    第二步,分析原因 

    第三步,希望接受我们的最后报价 

    适用度:价格确实已经是不能再降了,有一定的局限

    原文来自邦阅网 (52by.com) - www.52by.com/article/6282

    声明:该文观点仅代表作者本人,邦阅网系信息发布平台,仅提供信息存储空间服务,若存在侵权问题,请及时联系邦阅网或作者进行删除。

    评论
    登录 后参与评论
    发表你的高见