[询盘案例库]买家比价,回复要注意哪些问题?

询盘来源国家:科威特

产品行业:家用铝梯

买家询盘:
Dear Mr. XX Thank your for your e-mail. I’m sorry to say this but I believe your prices are too high I just received prices from 2 factories in China and they offered me the following. First Company Offered: Aluminum House-Hold Ladder: Multi-Functional Ladder Model A: 3 Steps: 10.84 USD 12 Steps: 30.80 USD 4 Steps: 12.84 USD 16 Steps: 36.00 USD Second Company Offered: Aluminum House-Hold Ladder: Multi-Functional Ladder Model A: 3 Steps: 9.50 USD 12 Steps: 28.40 USD 4 Steps: 12.65 USD 16 Steps: 35.50 USDI would like you to please send me better prices in the next e-mail please. Kindly awaiting your reply!

供应商回盘:
Dear XX,Thanks for your email.1. Maybe it is true that our price is a little expensive than some small factories, however business saying quality is the second life, you get what you pay for. Since the same price can do many different similar ladders, if only pursue the low price and neglect the quality maybe not very good. What is your opinion?2. Enclosed are the pictures which we make the shipment last week, and this 40HQ consist of home armrest ladder and multipurpose ladder. Specially this customer is purchase department in China of foreign company, they are live in China throughout the year and answer for searching good price and good quality ladders. Maybe it is can be for your reference.Also next week another 40FT for home armrest ladder will be plan shipment, just that time our India customer will come our factory again for his 40FT shipment. You know, India business man most like compare the price and quality. When making the shipment, we will take photos of it for your reference.3. We estimate these two factories prices come from ZQ of China, maybe just is from YG of ZQ. In China, business man for ladders all know if only pursue low price, he will purchase from ZQ, since that place price is lower than other place, but they almost neglect the quality and safety. if pursue price and quality of ladders together and plan to do long term ladder business, he will purchase from Foshan, since 70% aluminum business of China is located in Guangdong and Foshan occupy 80% of Guangdong, since cost of aluminum ladder in Foshan have great superiority. As for the above situation in China, we bring forward it to you for reference and for your choosing. Of course, if you choose us, and place the order to us in 7 days, our price will be a little favorable, since a week later our factory will prepare the material for our next batch order, if we also prepare the material for you, our material price will be a little favorable. How about it?Your quickly reply will be high appreciated. Best wishes, XX

回盘备注:希望老师针对这类客人的比价方式,如何去进行回复,并希望老师点评一下我这里的回复,谢谢!

专家点评:Hello,
你的回复:啰嗦,废话太多;论据无力。
在尝试说服客户前,先得让客户有兴趣阅读你的文字,所以要注重内容质量,尽量用简洁的语言说明问题。
论据无力,例如你的第1点,内容很空洞,你讲的理论客户一定知道,但价格不一定与质量成正比,你的质量也不一定比同行好,这两点你都没有能证明。第2点具有一定说服力,但影响力依然有限,比如买家不知道你与另一买家成交的价格,也不一定认可其他买家的判断,语言也比较啰嗦。同样第3点也是空,光凭地点来判断供应商,太无力,有具体的产品参数说明吗?你的数据引用可查证吗?有更有说服力的数据吗?而且最关键的是,你用什么证明自己的产品确实优秀?
质量和价格永远是产品的两大硬实力,先要确保自己在这两方面确实了解客观情况,同行的产品特点,价格基本构成等,在解决客户反对意见的时候你才有真实可信的论据可以借用。另外,还要注意买家的真实意愿,不是所有的买家一定愿意买价格贵质量好的,对于商人来说,他追逐的是利润,哪个市场好做就做哪个,当地的经济发展水平,消费者的关注点等等都是限制条件,不了解客户意愿而过于主动地介绍价格高的合理性可能起不到任何作用。做论证前,先要分析你想要论证的结果对买家是否有针对性。

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