问题:当客户说我们价格高怎么办?
回复思路:回归产品和服务本身 (转移客户的注意力),多维度的展示产品让客户接受我们的报价。
砍价四大思维:
1、客户砍价是良性信息,非常正常商业行为;
2、客户砍价证明我们的价格应该是进人客户的可接受范围或是非常接近;3、当客户抛出很低的目标价时,我们一定要坚信:如果客户能用这个价格买到没有问的产品或是同等质量的产品,客户根本没有空跟你在这里扯;
4、身为业务员一定要对自己公司的产品 ,价格要有绝对的自信。
回复话术:
Dear Xxx,
Thank you very much for your kind reply.
Please do trust lower prices are always with reasons, sure we wouldn’t quote you high prices to push youaway, as long term business partner, now we should try to help each other to find out the reasons:
- Would you please confirm if the prices are compared in the same level:1).Material: Whole new top level HDPE with 80%~90% Crystallinity, not recycled.
2).Thickness: 2mm thickness with xxx density, 6.5kgs.
3).Size: XXXXXXXXXXXXXXXXXXXX
4). Workmanship: We use Blow Moulding to make it, this would help to make the product surfacesand edges much smoother
5)Warranty: 2 years warranty 将上面的 12345改成我们自已产品的(最好写得专业点让客户又看得懂又看不懂那种感觉) - Or you can also send me their quotation (you can delete the company name and something you thinkis necessary), better with the specifications they wrote then sure I will try to find out the difference witlmy professional product knowledge and experience.
As long-term business partners, please do trust we are not the one who only pursues profits, I have tokeep offering you the good product which is the main reason you keep buying from us, right? (So at thismoment I also need help from your side).
Your reply on the help would be very helpful for us to move the order forward.
Best Regards,
Yours Xxx
未经允许不得转载:销售人 » 外贸让砍价客户接受我们的报价