• 客戶提出的玻璃鋼格柵板目標價太低,怎么回復

    發布時間:2014-11-18 15:08  更新時間: 2021年2月28日點擊:

    基本上超過90%的玻璃鋼格柵板客戶會有還價的要求,怎么面對玻璃鋼格柵板客戶的還價,我做了以下的接招總結。當然在具體的業務操作中還要,具體問題具體分析!
    1. 以退為進:這個價格我們也能做,但是如果按這個價格做的話,質量會有所下降,請玻璃鋼格柵板客戶考慮!
    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 :
    1 2 3 ……
    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,明確告訴玻璃鋼格柵板客戶我們也能做這個價格,但質量會有所不同。
    第二步,如果可能推薦類似但價格比較低的產品。如果可能要比玻璃鋼格柵板客戶的目標價格低,至少是要等于。 第三步,讓他自己考慮選擇那一個產品。將兩個產品的不同之處羅列出來?梢詫⒉顑r除于產品的保質期限,那樣會得到一個很小的數字,記得,這個數字讓玻璃鋼格柵板客戶自己算,他會覺得和你在幾個美分上計較很可笑。
    第四步,解釋一下為什么以前沒有把那個低價格的產品介紹給他。盡量讓玻璃鋼格柵板客戶感覺你是在為他的長期生意著想。
    適用度:基本上對所有的玻璃鋼格柵板客戶合適。
    2. 刺激:我們正在和你們國家的比較大的該產品的進口商合作.我們給他的也是這個價格。
    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 .
    分析:
    第一步,明確告訴球接欄桿客戶我們不能接受這個價格
    第二步,我們給某某公司的也是這個價格(確認該公司確實比較大,至少要比還價的這家公司大)。他已經買了很多貨了。而你是第一次買,量也并不大(潛臺詞:我給你這個價格已經夠對得起你了,你就別還了)。
    第三步,為使對方相信可以將該國大公司的提單COPY件,合同COPY件,或者是OEM的話,產品照片放在附件中。
    第四步,將合同付上要求確認。
    適用度:該市場上已經有比較大的玻璃鋼格柵板客戶,有一定的局限。
    3. 哭窮:原材料上漲,退稅降低,利潤本身已經很低了……
    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 .
    1 the raw material of the XX products has been increased , I think you have already heard from other suppliers .
    2 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 .
    分析:
    第一步,明確告訴玻璃鋼格柵板客戶我們不能接受這個價格;
    第二步,分析原因;
    第三步,希望接受我們的比較后報價。
    適用度:價格確實已經是不能再降了,有一定的局限。

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