报价方法与技巧(补充).pptVIP

报价方法与技巧（补充） 报价的玄机 正题:报价 问题出在哪里？ ?Man proposes, God disposes. (谋事在人，成事在天) ?业务员一个经常要问自己问题:为什么客人要把订单下给我而不是别人? ?答案是：因为我比别人动了更多脑筋，花了更多时间，更努力去达到客人的要求。 三招必备的外贸技巧 A 类客户，恶意还价 第一招：如何与客户讨价还价 HI，YOU GIVE ME A CRAZY PRICE，I KNOW XX COMPANY WHO PRODUCE A SIMILAR PRODUCT， THEY ONLY GIVE ME 30% PRICE AS YOU GAVE. YES，SIR，I DO KNOW THEY GIVE YOU LOW PRICE FOR SIMILAR PRODUCT， BUT OUR PRODUCT IS DIFFERENT TO THEIRS B类客户，善意还价 DEAR SIR， THE PRICE WE GIVE IS ALMOST REACHING OUR BOTTOM LINE， I TRIED TO GET A 2% DISCOUNT FROM MY BOSS， HOPE THIS WILL MAKE YOU SATISFIED.PLEASE NOTE， I HAVE TRY MY BEST” or “ACCORDING TO OUT COMPANYS POLICY, ONLY ANNUAL PURCHASING AMOUNT REACHED XX, WE CAN ONLY GIVE A 2% DISCOUNT. I REPORT YOUR CASE TO OUR TOP MANAGEMENT AND TRIED TO GET THIS DISCOUNT FOR YOU DUE TO OUR LONG TERM RELATIONSHIP SORRY，WE CAN NOT GIVE YOU THIS ORDER. DEAR SIR， I UNDERSTAND YOUR SITUTATION AND THANKS FOR ALL YOUR EFFORTS DONE FOR US. BUT COULD YOU KINDLY LET ME KNOW THE REASON？ PRICE，DELIVERY OR …… 先做人，做好人，然后才能做个好商人。 第二招：如何面对客户的拒绝 DEAR SIR， THANKS FOR YOUR MESSAGE. WE WILL FOLLOW THIS CASE. WE WILL HAVE A MEETING WITH PRODUCING DEPT ，INSPECTION DEPT ……THIS AFTERNOON TO DISCUSS THIS MATTER AND REVERT TO YOU ASAP. PLEASE SEND ME A PHOTO OF DAMAGE. 第三招：如何面对客户的投诉 记住! 第一，一定要马上回复 第二，一定要用WE，而不是用I 第三，一定要有照片为证 第四：要让对方提赔偿要求，不能自己先开口 如何面对面谈生意