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磅礴大雨
2019-07-04 20:57
10个套路应对--客人老是抱怨我报价过高的套路

“your prices are too much expensive!"

(2019年7月14日 更新,对汪晟老师在2017年4月28日的在红豆Live那次公开课的复盘,添加一条记录。)

大家外贸业务开拓过程中,经常或多或少能碰到客人抱怨价格高。我们应该怎么应对?又有什么思路?对外贸新人来说多看看各路外贸前辈和大神的应对方法和思路,可以拓宽思路,总结一些套路的。6月底看到德芳的汪神米课购买链接可以得到冰大全套签名书,这个诱惑对我来说好大,因为我还没有全套冰大的书,还是签名版。果断入手。 现在刚看好第一节课,试图对这节课老师提出的我们要面对的基本问题,我们应当怎样从容面对的,作些笔记和总结。希望对大家有些帮助。


首先像老师说的要做心态调整,这个太重要了。一个好的心态,让我们多些从容,多些理性。你报个地板价,客人也会抱怨过高,就会见怪不怪了。

screenshot.jpg


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基本思路:差异化,除了钱。我们就不能聊些别的吗?让价格帮你找到真正的客户!


套路一:直接套一套目标价,可以直接问!没什么不好意思,打开天窗说亮话。”不是不能减价,看你的量啊!

比如: Thanks for your reply and your concern regarding our price is well understood. As you said too much expensive, I‘d like to ask by how much? what's your target price?

又比如:It is always our aim to provide our customer with unparalleled quality product at affordable cost. What I would suggest is that let us review your products demands quantity and come up with a price-volume matrix for your reference. Communication is always the key to better support our customer.

套路二“ 如果客人随便给了你一个极底不可思议的价格,试探一下他是不是瞎掰的:


比如: The target price $XXX seems challenging for us. May I know how do you come up with this target? I am very interested in knowing the magic behind and I would like to reasonably adjust it and try to match it.


套路三: 如果客人给的价格低,暗示另一件事,单纯的减价是不可行的,你一定要改一些东西让我成本降下来,大家聊聊;


比如: That target price is gonna be a very challenging for us to hit. Are you open for ideas about cutting the cost? For example, changing certain parts of the products...?


套路四: 除了价格,我们要强调差异化的东西,服务,就算是全行业都有的服务,我们也得提。提与不提本身就是个很大的区别:


比如: We are not only selling the products, we also provide full after-sales service so be assured that you are well supported. List a few for example as following:

1.xxx

2.xxx


套路五:除了价格,另开战线跟他扯扯其他的,在开始谈的阶段不扯品质,虽然你的品质可能比人家好,但是这不是客户很直观就能看到的东西。可以谈谈其他的功能:


比如: When you look closer to the features of the products, you can easily find out the differences:

1.XXXX

2.XXXX

I have attached a table of comparison between our products and other ones so you know what you are paying for.

If you are not targeting highly price-sensitive market, our product could reward you with much better profit.

We pride ourselves with our technology/ innovation/design creativeness..etc.

套路六: 利用汪神老师的思路,试探迫切性和真实性:


How soon can you seal the deal if we can match the price?


I am currently working a similar order, I might be able to get a better pricing on certain parts based on the quantity of two orders.


套路七 : 我的价格贵,贵有贵的道理,你可能不知道,我们可以好好给你谈谈:


比如: Thanks for your feedback regarding our price. As an OEM /ODM service provider, our success strongly relies on our customer's profitability and therefore we are willing to leave this open for further discussion. Yet, pls understand that our offer is based on the actual cost of the material quality we have used and we are happy to explain to you further.

套路八: 经过种种努力,客人还是礼貌的walk away, 这时候要用汪神的思路,大方的做个备胎也可以。


I much appreciate the chance you have given us. I know it is a time-consuming thing to choose a right supplier. Let's put the order aside right now. I just wanna you know that I am always here and you can hit me up if you have any question in the future.


套路九: 挖掘不到客人更多的信息,客人真的也许就是一个walk away method, 客人不是你的菜,你也不能勉强。走了就走了,该放弃的还是要放弃。果断选择下家。


套路十:不是套路的套路,终极思路,我们新人要多多培养商人的思维,business is business! 不要被客人牵着鼻子走。挖掘客人这句话背后的真实意图,方能应对自如。 这些话说起来大家都知道,我们新人能做的就是多看看案列,看看人家是怎么应对的。看的多了你就会越来越精明。

You price is too high.

标准套路是,不要马上argue。

I can understand why you might say that. Is there anything other than price that concerns you at this point?

-- No. It's just the Price.

-Let me explain why our price is where it is.

好吧,第一次写作,大家凑合看一下。这篇小文是践行颜sir的文案写作课,为了凑10个套路,硬拼了后面2个,09.png哈哈。listcle体 第一次写也还是很费力。如有有用欢迎大家点赞和转发!91.png多谢多谢


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磅礴大雨

外贸新人中的老年人,大叔级别转行做外贸,希望可以像圈⭕内的大神一样迅速逆袭,哈。最初接触料神。改变思维从料神的谆谆教导开始!希望大家多多指教,共同进步!

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