客戶提出的玻璃鋼格柵板目標價太低,怎麼回復

發布時間：2014-11-18 07:08:26　更新時間: 2022年2月9日點擊：123

基本上超過90%的玻璃鋼格柵板客戶會有還價的要求
，怎麼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. 以退爲進：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
，至少是要等於
。 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
。可以將差價除於產品的保質期限
，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
，解釋一下爲什麼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爲他的長期生意着想
。
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
，明確告訴球接欄杆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
，量也並不大（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
，爲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後報價
。
適用度：價格確實已經是不能再降了
，有一定的局限
。