福部高手地外贸技巧 应对客户说要跟别人合作了.docxVIP

外贸技巧－应对客户说要跟别人合作了这是一个外贸阴阳鱼老师帮助网友实际操作的案例，经网友同意，放在网上直播。?客户邮件：?Dear Alice,?Just 4 Burner stove we’d like to get 8.90.?Other prices are acceptable. Please,consider the position.?Best regards,?Peter?修改前业务员回复?Dear Peter,?In fact the price has almost been our costprice. We can’t reduce it.?Hope you will understand, thanks.?Kind regards,?Alice?修改后回复：??Dear Peter,?Thanks for your email. I fully understand your request for a better price for 4 burner stoves. Ive immediately talked with our boss on this. He treasures you much as a very valuable customer, and he has re-calculated the costs with our purchase manager and chief engineer. Unfortunately, we are unable to reduce the cost to your mentioned level due to....?（如果有原因，也可以解释一下)I would very much appreciate your kind understanding.?Anyway, he has asked them to find ways to reduce the cost. When we do have ways to reduce the costs in future, I will be most happy to tell you immediately.?Best regards,?Alice??点评：??? 对于客户的压价要求，我们不能都满足，但也不能冰冷直接拒绝。那样让客户不开心，也下不了台。越是拒绝的时候，我们越是要考虑客户的感情。人都是感情的动物。所以，要绕个弯子，首先强调一下理解他的要求，然后突出讲讲自己方的努力。同时，话留点余地。给客户一个想头，后面也给自己一个可能需要的台阶，同时还展现了自己极大的诚意。虽然同样是拒绝，但包含的TONE，差异很大，给客户的感觉差异也很大。?继续追踪...??? 本来客户对大部分价格都接受了。因为业务员受老板影响，语气比较生硬。结果客户回复了这样一封邮件：?Dear Alice,?We are checking one company now. If it’s ok we are starting cooperation with it. I do hope we will work next time withsome products.?Best regards,?Peter??? 客户已经在暗示谈判正式破裂了。虽然后面有句客套的安慰话，即便真的如此，也直接沦为备胎了。此时，建议不要就此放弃。无论如何，还要再努力一把。第一步先再展现一下诚意，努力争取客户。如果实在不行，至少要知道是怎么死的。问问客户，你们哪里做得还不够，以便下次提高...??? 第一封信可以这么回，看看客户反应，再说。???Dear XXX,???Thanks a lot for your email letting me know that. It sounds you have a as good company proceeding now. Congratulations for that!?(先仍然展示一下理解，和肚量，也是不要把姿态放得太低。）?I have talked with our boss, he treasures you much as a very valuable customer. When you give us the chance to work with you, please be sure, we will make our best efforts to keep you always satisfied.?Can you please give me a chance? I will prove to you that we are your best selection: