业务员问题: Tess老师您好, 我现在遇到一个问题, 花了很长时间研究,也不知道怎么回客户。希望能得到您的指点. 感谢您宝贵的时间. 我给客户提供某个产品的一个配件。该产品价格比较高,配件也是定制款。 由于是定制,客户对价格不是很清楚,我给客户的价格是正常价格的两倍。这两年订单都比较小,客户对价格也没太在意。 2019年订单稍微多一些的时候,经过沟通, 我们给客户稍微降了一点。 但现在客户突然通过其它供应商了解到更低的价格,于是就拿这个低价来压我们的价格。 这种情况, 即使我们不答应他提出的新价格,也免不了大幅度降价,对于以前的高价政策如何去做解释呢? 老实说,这四年来我和客户的合作还算顺利,有一次他有急单,说给我加50%的单价,我没有要,还是按照之前的价格去做,还帮他插单,优先安排,按时出货。 最近,客户给我们下了返单,确认了单价,PI也做好了,且我们已经开始安排生产了。说好付的定金, 但客户迟迟没付。 今天客户突然发邮件说, 他们从其它供应商那里拿到很低的价格, 说我们单价太高, 要我们降价. 我准备回的邮件如下: ************************************************************ Thank you for your email. Obviously, the price is very very low. Based on our production, we could not offer the same price, which you got from the competitor. As I am sure every company has got different quality standard. For us, we've got top-rated production, quality, delivery and management. As we know, we've worked together for 4 years so far and you did not get any production, quality or delivery issue from us. In our factory, If there is any defective parts, we will reject them and then throw away. Pls refer to the attached video and photo for the defective parts, which we rejectd about your order. What we can do is to provide the best part & service for our clients. Finally, for the price, what we can do for you is to give you 5% off disaccount based on same condition. Pls let me know if you can approve. thanks Tess回复: 解决问题之前,先来分析一下这个业务员的心理和客户的情况。 业务员在邮件中特别强调了两点:
|
|