1.要推出新产品,但买家说除非降价20%,否则不会购买,问.docVIP

1.要推出新产品，但买家说除非降价20%，否则不会购买，问如何negotiate Buzz word: new products, 20% discounts Task: persuade our client to make the deal Concerns/problems: (1) not confident to our new product; (2) the price is too high compared with their budget; (3) an excuse to refuse to accept our new product Put aside the price, understand client’s needs and calculate their budgets How our new product can help you to solve the problem? (our solution and highlight key value and benefits compared with our old product and the competitor’s ones) Extended lubricant service life Improved thermal and oxidative stability