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印度客户动机何在?分析清楚再回复!

类目:外贸业务 编辑:豫满全球 浏览次数:10000+ 2016-05-06 17:20:44

  询盘来源:印度


  产品行业:门窗配件


  买家询盘:


  I'm interested in your


  •aluminum doors and windows accessories


  1.high quality 2.excellent service 3.reasonable price 4.prompt delivery


  hope you are fine


  please send qut size-68 x 500 3p 250 met 40 f hq cat every month 1cat


  thank you.


  供应商当天回盘:


  Good Day!


  Thank you for your inquiry about weather strip from Alibaba.


  68*500*3p non-silicated


  ##USD/meter(FOB TIANJIN)


  Looking forward to your early reply.


  Thank you and best regards,


  Sincerely yours,


  Tiras


  供应商再次跟进:


  Thank you for your inquiry about weather strip from Alibaba.


  68*500*3p non-silicated


  ####USD/meter(FOB TIANJIN)


  Having no news form you.I‘d like to know your comments on our quotations.Any comments by return will be highly appreciated.It will be our great plesure if we could co-operate with you in near furture.


  Thanks for your kind attantion.Lookong forward to your promot response.


  供应商一周后再次跟进:


  We recently had a sales promotion activity for our several sizes of weather strip,including 50*600;68*500;68*400(3p non-silicated)...Sounds a good news which size you needs(68*500*3pnon-silicated)now have a discounted price:USD####.


  The sales promotion for two weeks,if you still need,please cont act with me ASAP.


  客户没有回复,不知道问题出在哪里?


  专业点评:


  首先要分清楚,客户的动机。


  A类客户,恶意还价:


  你开个价格,每次他都说,HI TRACY,YOU GIVE ME A CRAZY PRICE,I KNOW XX COMPANY WHO PRODUCE A SIMILAR PRODUCT,THEY ONLY GIVE ME 30%PRICE AS YOU GAVE.这种情况下,你听到一定很火,这个不识货的家伙,你到别人那里去买好了。听到这种的时候,我会这样答复:YES,SIR,I DO KNOW THEY GIVE YOU LOW PRICE FOR SIMILAR PRODUCT,BUT OUR PRODUCT IS DIFFERENT TO THEIRS。接着讲下,公司的产品特色,售后服务等的优势。然后说很遗憾,我们的产品跟你要求的价格相差太远,不过我们还有些便宜的产品(介绍些特价,库存品给他),看他的答复,如果他还是不要,或者继续砍价就算了。我感觉,外贸一定要晓得自己的目标市场在哪里,你的销售对象不是所有的人,你只要能抓住你的目标市场的一小部分人就足够了。比如你的市场定位是在10USD,你的客户就是能接受8-12元产品的人(举个大概的价格空间),那些只肯出1元买便宜产品或者20元买奢侈品的人,你就该把他们从客户名单中暂时删除掉。除非他们将来能接受这个10元的价格和质量。


  B类客户,善意还价


  比如每次开价后,他们总是要个10%DISCOUNT。这种客户,1般来说,都是想买你的产品的,就不要为了些小零碎把人家得罪。这种情况,是需要知道你的权限在哪里,你能接受的折扣在哪里。


  你可以回答“DEAR SIR,THE PRICE WE GIVE IS ALMOST REACH 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”或者说“ACCORDING TO OUT COMPANY'S 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......"总之,即使这个价格你能接受,也要显示的比较委屈和勉强。


  假如,人家一还价,你马上就松口,他们就知道了,你还有让价的空间,接下来你的价格就会被越压越低。而且,永远不要在客户面前显示出急噪的心态,你越着急,客户就越会砍价。有的时候,关于价格的谈判,未必要当天回复,可以等个1-2天。客户电话给你的时候,也要显得这个问题很难处理,先表示要请示下,才能答复。


  把你自己想成是买家,多揣测下买家的心态,换位思考,会有意想不到的结果。


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