价格谈判,和采购商周旋的过程往往是往复循环的,这期间无可避免的会经历:报价砍价,再报价再砍价的不断循环!真是脑子一团乱 …那么下面,用我们专业的经验帮您理清谈价思路。
价格高,到底高在什么地方?展示成本,证明价值 、进行对比、证明利益。
如果价格贵 ,起码让客户知道究竟贵在哪里?把产品打开,里面的合理的结构,优良的部件拍图片给客户,让自己更有说服力,也让客户更能信服。
一:当进行价格谈判时,如果客户觉得我们的价格比同行高,产品上可以进行如下展示提升竞争性
1.生产技术更先进。列举出自己的技术优势,突出自己的硬性条件。
2.车间生产,车间管理体系。
3.设备做的,最大化保证了产品做工精良,性能稳定。
4.原材料材质优,和其他供应商所用的普通材质不可同日而语。
5.给巨头供应,工厂做了哪些认证最大化的保证了流程规范,质量稳定,生产环境卫生。
6.品控,产品实行全检,最大化地保证质量。
二:客户说价格无优势
1.不要灰心,继续问。
Thanks for your reply. Then what price do you think is competitive?
(开放式问题 ,问客户为什么觉得价格没有优势)
2.客户如果回复。
客户回复具体原因,则从细节扣线索,通过对市场的了解,产品的了解来分析,可以借助企信宝、企查查、阿里诚信通等所有能查到的信息来用数据说话。
3.客户如果不回复。
保持正常跟进,每一次发的邮件尽量内容不一样,有新客户成交了,可以发送成功案例,有新品研发了,介绍新品,有客户出货了,分享出货视频,公司有活动了,分享你们的活动照片。做到没事找点事,只要不拉黑保持 一定频率的跟进。
4.分析为什么是这个价格。
担心质量可能会有所不同,帮客户分析可能出现的原因:(也就是你们可能聊的不是一个质量的商品)
(1)从原材料对比
(2)从产品质量比如使用效果,保质期,原料对比可使用更多次数等。
如果我们必须接受您的价格,意味者我们要降低质量,哪样就一定会带来更多的售后麻烦,也影响你们的口碑。
最后可以帮助客户给出合理的方案。
(客户是谈的,大胆提出你的建议,只要你在这行业是专业的,你的建议客户一定会有所采纳)
总结:1. 客户说价格贵太正常,这时候我们要利用自己的产品专业知识去说明为什么我们的产品贵。
2.第一次谈价格,说完价值也不能铁面无私,硬是不降一点,为了让客户心里舒服点,多多少少还是要合理降给他以表诚意。
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