如何有效跟進(jìn)客戶

基本流程

詢盤分析詢盤：1.內(nèi)容提煉2.客戶分析（背景，需求，分類）↓樣品單樣品費(fèi)是試金石，樣品單=訂單

↓訂單詢盤分類1.有訂單在手的

競標(biāo)→及時(shí)，價(jià)格直接使用者&第一手買家→對價(jià)格相對不敏感，對質(zhì)量，服務(wù)比較關(guān)注2.有詢盤在手的→價(jià)格，支持，協(xié)助中間貿(mào)易商，比價(jià)格→專業(yè)，對價(jià)格較敏感，直接報(bào)價(jià)

要求明確，有圖片，具體數(shù)量，材料要求，交貨時(shí)間，目標(biāo)價(jià)格等發(fā)多家–直接報(bào)價(jià)（該出手時(shí)就出手）發(fā)only–盡量提問題問客人（用途:促銷還是零售，目標(biāo)群是那些人，有沒有預(yù)算,目標(biāo)價(jià)格）3.無訂單無詢盤，僅作市場信息收集

客人看中我們產(chǎn)品客人要求推薦款式，目標(biāo)價(jià)4.供應(yīng)商儲備要catalog，pricelist---收集資料，互動一下，長期跟進(jìn)針對3,4類客戶，瀏覽網(wǎng)站，問幾個(gè)關(guān)鍵性問題，例如產(chǎn)品規(guī)格，價(jià)格參數(shù)，可接受價(jià)位，打算訂購的數(shù)量，客戶群，跟中國哪些地區(qū)的企業(yè)有生意往來以及生意年限…可以進(jìn)一步判斷、篩選是否有價(jià)值客戶，以便進(jìn)一步長期跟進(jìn)。***帶圖片詢盤---一定要想方設(shè)法讓客人寄原樣過來，成功率較高！***有效詢盤也可能是一句簡單的話。Canyougivememoreinformationaboutyourproduct?詢盤回復(fù)1.及時(shí)2.專業(yè)3.提煉詢盤信息點(diǎn)4.針對性信息點(diǎn)回復(fù)5.設(shè)置問題，以求互動對客戶的任何信息要及時(shí)響應(yīng)并回復(fù)；對客戶的回復(fù)不能是簡單的一問一答，要盡可能全面、周到。表示合作的誠意---語氣，專業(yè)化建議等新詢盤問客人更多信息

Gladtoreceiveyourinquiry.WishyouXXXToprovideyouagoodquotation,weneedtoconfirmthefollowingdetails,1.2.3......

Detailedinformationwillbesenttoyouthemomentwegetyourconfirmation.或者Bestpricewillbesenttoyouthemomentwegetyour

moredetailedinformation.

Thanksforyourtime.要圖片等更多細(xì)節(jié)Doyouhavepictureorinterestedmodelforthat?Itwillhelpusoffermoreexactlypriceforyouaccordingly.1.及時(shí)回復(fù)所謂及時(shí)就是一收到就回復(fù)。無論你知道不知道報(bào)價(jià)，都要回復(fù)。通常2種及時(shí)回復(fù)。一是告訴客人收到，我們正在仔細(xì)研究你的詢盤，將在30分鐘內(nèi)給予回復(fù)；二是介紹公司給客戶，弄個(gè)模板，同時(shí)30分鐘后直接報(bào)價(jià)給客戶；1）Wellreceivedyrinquirywiththks,BestQuotationwithdetailswillbesentyouwithin30minutes.“2）模板（不推薦，視具體情況而定，能夠針對客人詢價(jià)提出具體問題以及專業(yè)化建議更好）DearXXXI'mverygladtorcvdyourinquiryandknowyourcompany;-)As

Xyearsprofessionalbagfactory(ISO9001Certification)withXyears‘goldsupplieronA,theXXX(針對客人的產(chǎn)品）isalwaysourstrongandbasicproduct.We’veproducedseriesofXXX產(chǎn)品forsomefamousbrands‘,suchasXXX客戶Hopewecanbecomeyourreliablesupplier.We'dliketomakealongtermpartnershipwitheveryclient!HereinattachedsomeXXXcataloguesforyourreference.YoucanalsovisitourwebsiteXXXformoredesigns.Shouldanyofthisitemsbeinterestedofyou,plsfeelfreecontactmeformoredetails.Bestregards,XXX怎樣讓你的回復(fù)脫穎而出一、大概格式1.標(biāo)題：提煉，與詢盤內(nèi)容有關(guān)，有吸引力，能夠與別家區(qū)分開來(專業(yè)的編號)2.正文①一句話簡短帶過，表明我們的優(yōu)勢。②列舉曾合作過的客戶，品牌等，最好跟詢盤客戶在同一市場。③附產(chǎn)品目錄（涵蓋詢盤中的產(chǎn)品）3.結(jié)尾設(shè)置問題4.完善的簽名很重要二、針對不同類別產(chǎn)品特點(diǎn)給予不同回復(fù)平時(shí)建立模板，找好圖片，分類存在不同文件夾1.化妝包介紹做過的大訂單，大客戶，發(fā)工廠視頻2.書包/兒童背包發(fā)西班牙做過的一套o(hù)ldschool系列3.felt發(fā)展會圖片，介紹這種材料可回收，環(huán)保等優(yōu)勢，在歐洲賣得很好，尤其在德國，說不定在你們市場上就能找到我們的產(chǎn)品…

DearIvan,

I'mverygladtorcvdyourinquiryandknowyourcompany;-)

As

14yearsprofessionalbagfactory(ISO9001:2008Certification)with9years'goldsupplieronA,thecosmeticbagisalwaysourstrongandbasicproduct.We’veproducedseriesofpromotionalcosmeticbagsforsomefamousbrands',suchas

L'Oreal,Dove,VICHY,CLINIANS,AVON,Gillette,NIVEAetc.Hopewecanbecomeyourreliablesupplier.We'dliketomakealongtermpartnershipwitheveryclient!Hereinattachedsomecosmeticbagcataloguesforyourreference.Youcanalsovisitourwebsite

orformoredesigns.Shouldanyofthisitemsbeinterestedofyou,plsfeelfreecontactmeformoredetails.Bestregards,DearAlexeii,

Thefeltseriesisourstrongandadvantageproduct.We'retheforerunnerinChinawhodevelopandshowthisfeltseriessinceearly2010.NowwehavestablemarketsandcustomersinEurope,especiallyinGermany,maybeyoucanfindourproductsonmarket.

Thisfeltmaterialisnaturalandeco-friendly,whichcanmeetthestandardandregulationsinEurope.Wehadexperienceforthis.

AttachedourlatestOctoberHongHongMegaShowpicturesforyourreference.

Bestregards,AttachedthefeltREACHSVHCtestreportforyourreference.

AllmaterialsareAZOfree,lowcadmiumandphthalatefree.We’llfollowtheEuropeanREACHstandard.三、轟炸式回復(fù)法

讓客人最短時(shí)間內(nèi)記住你，但是要盡量提供給客人有用信息，而不是重復(fù)累贅，避免客人反感。兩封以上，2-3封第一封大概介紹，第二封針對性，具體問題具體回答比如大數(shù)量訂單，客人關(guān)注交期，可以告訴他我們處理大訂單的經(jīng)驗(yàn)。

比如他要放自己的logo在包上，例如felt包，可以把我們做過的不同的logo圖片發(fā)給他，例如silkprinting,embroidery,laser,emboss,metal,hangtag,fabriclabel,rubberlabel…四、善于利用手頭資源

1.SGS,Alibabaproductlineverification,ftyvedio,工廠圖片已做過的樣品圖片，大貨圖片，展會圖片，客戶列表…

必要時(shí)發(fā)給客戶，這些都是使你區(qū)別于其他供應(yīng)商的優(yōu)勢

2.利用各個(gè)國家已合作/未合作的客戶幫忙打廣告，使客戶對你產(chǎn)生信心

OralB→Gellitte3.善于向你的客戶學(xué)習(xí)例如好的english表達(dá)方式對產(chǎn)品及細(xì)節(jié)的專業(yè)表達(dá)，專業(yè)描述2.專業(yè)1.專業(yè)知識，對自己產(chǎn)品熟悉程度針對客戶問題做出準(zhǔn)確回答，體現(xiàn)公司專業(yè)的形象和實(shí)力。2.客戶的專業(yè)度非專業(yè)買家更容易成功，信息給得越詳細(xì)的客戶越難搞定。關(guān)于專業(yè)：在非專業(yè)買家面前要表現(xiàn)得很專業(yè)，能夠給客人提供各種建議和解決方案；在專業(yè)買家面前，要學(xué)會聆聽，做到有問必答，有答必對。caseDearXX:

Pleaseseeattachedforasteelcabinetwewishtohavefabricated.

Pleasequote1000ofeachpartfordeliverytotheUSbysea.Wehaveanongoingneedforthisitem.

Ifyouhavethecapabilitytocoattheparts,pleasedosoorindicateotherwise.

Wewillawaityourfavorablereply.

Sincerely,caseDearTim:

weareinterestedinyourinquiryofthese2parts,ourquoteasbelow:

1.PartNumber:12085

Material:18GACRSFinish:SmoothPowdercoated.(itisveryhighrequirement,needcleansprayinemptyspace)Weight:300gPrice:FOBNINGBOUS$XX/pcMouldcost:US$1210

2.PartNumber:12088

Material:18GACRSFinish:SmoothPowdercoated.(itisveryhighrequirement,needcleansprayinemptyspace)Weight:240gPrice:FOBNINGBOUS$XX/pcMouldcost:US$1210

ThePricecanbelowerifthequantityisrisingupinfuture.

thepowdercoatedneedveryhighrequirement,sothatourpriceisalittlehigher.

waitingforyourreply!caseDearXX:

Thanksforyourpromptreply.

Foryourquestions:

1.Thepaint,IguessthispartsisassmbliedtotheAutoMobileElectronicequipment,

Powdercoatingisveryimportant,needhighrequirement,wehaveexperiencetomakesimilarstampingparts,theouterpaintshouldwithoutanydust,needsprayinVacuum.butIcannotprovidedpicturesforyouaswesignNDAwithourclients,whoisalsolocatedinUSA.

2.thepriceandqty.

the2500pcsneedsameprice.Irefertothebiggerqtymeansovertenthousandofthat.

3.LeadTime:

weneed30daystofinishthemould,andneed25daystofinish1000pcsofbothproduction.

Thanks!

caseDearXX:

Thankyouforyourcommentsaboutthepowdercoating,itisnotarequirementforthispart.

Areyouofferingtopainttheparts?

Thatwouldbeacceptable.

Ouronlyconcernwouldbetoachievethecorrectcolor.

Perhapsweshouldstartwiththetoolinganddeterminethefinishlater?

WouldyoupleasereplywithpaymentinstructionssothatwemayT/Ttoolingcosttoyoutomorrow?

Attachedisapurchaseorder.Alsoattachedarenewdrawingsinseveralformats.

Pleasenotethatwehavechangedthediameteroftwoholesonpart12085veryslightly.

Theseareoneachsideofthepart.

Weareimpressedbyyouwebsiteandbyyourqualifications.

AlthoughtherearemanycompetitorswithequalorbetterpricingwehavechosenXX公司becauseweareimpressedwithyourspiritorqualirfication.

Youaretheonlyonewhohasofferedamorepracticalcoatingmethodaswell.

Iwillawaityourreply.

Sincerely,3.詢盤提煉1.標(biāo)題提煉2.關(guān)鍵詞的提煉3.詢盤內(nèi)容提煉（客戶公司信息，通過買家對自己的介紹，側(cè)面了解買家的信息，比如上網(wǎng)搜索對方公司名稱，登陸對方網(wǎng)站，了解買家的規(guī)模、性質(zhì)、經(jīng)營范圍等或直接問客戶，一般正規(guī)的買家都樂意告訴他們公司的信息。）產(chǎn)品，質(zhì)量，價(jià)格，交貨時(shí)間，付款方式，OEM及ODM能力，生產(chǎn)性企業(yè)，生產(chǎn)小、大數(shù)量的能力）4.針對性回復(fù)a1.收到客戶的詢盤，要把客戶關(guān)注的關(guān)鍵點(diǎn)提煉出來然后圍繞著關(guān)鍵點(diǎn)去回復(fù)即可；2.買家在詢盤里詢問的內(nèi)容，務(wù)必一個(gè)不落的回答，避免不必要的錯(cuò)誤和遺漏。3.買家沒有詢問到的基本信息也要體現(xiàn)出來，如：產(chǎn)品圖片、名稱、貨號、參數(shù)規(guī)格、認(rèn)證信息、單價(jià)、數(shù)量、付款方式、包裝、發(fā)貨期限、運(yùn)輸時(shí)間等等4.任何條目性的問題點(diǎn)或確認(rèn)點(diǎn)，你要回復(fù)或確認(rèn)，順序上也最好與客戶的問題點(diǎn)或確認(rèn)點(diǎn)相對應(yīng)

4.針對性回復(fù)b辦法或程序一：把與客戶的郵件溝通想象成是電話溝通！辦法或程序二：一是審題（把客戶郵件內(nèi)容和/或附件研究透）；二是提綱（列出自己要回復(fù)的要點(diǎn)）；三是檢查（把自己寫好的郵件和/或附件與客戶原始郵件對應(yīng)檢查一遍然后再發(fā)送）。Verzonden:woensdag31oktober201210:50

Aan:JessieVandersmissen

Onderwerp:Re:Re:Inquiry200KpcstoiletrybagkidsHiJessie,

1)Doyouhavepicturesor

drawing

foryour200Kpcstoiletrybaginquiry?Plssendtome,thenwecanofferexactlycorrectpriceforyouaccordingly.

Idon’thavetheartworkyet,pleasebaseonfullcolordesign!Pleasecheckattachedforreference.Customerstillneedtomakedesign.Theattachedisjustforreference.Canbesimplified.

2)Deliverytime:goodsreadybeforeCNY

It'snoproblemforus.Plsrestassuredthatwe'veabundantexperiencefordealingwithlargequantityorders.

YoucanreferbelowlinkforGillettecosmeticbag,whichhasrepeatordersfromPolandclientduringthepast3years,withontinuousqtyfrom900,000to1,200,000pcs./clients.asp

Plsreferattachedcertificateofauthorization.

3)AllmaterialsareAZOfree,lowcadmiumandphthalatefree.We’llfollowtheEuropeanREACHstandard.

OurmainmarketisalwaysinEuropeduringthepast14years,allofourmaterialsandbags

canmeetthestandardandregulationsinEurope.Wehadexperienceforthis.Plsrestassured.

Waitingforyourpromptreply!

Bestregards,Jessica5.設(shè)置問題所謂回復(fù)報(bào)價(jià)不僅僅只是將老板給的價(jià)格報(bào)出去，否則就淪為報(bào)價(jià)工具了。前期最重要的是跟客人先“互動”起來！買家不會輕易出牌，郵件需累積到一定長度后才開始深入。業(yè)務(wù)---跟客人“周旋”的能力

回復(fù)每封郵件的時(shí)候，結(jié)尾要想盡一切辦法設(shè)置問題讓客人回復(fù)，互動起來。（前提是把客人之前詢問的感興趣的問題已經(jīng)全部有針對性回答）注意：問題不要設(shè)置過多?；拥哪康氖墙Y(jié)果。一切問題的設(shè)置都是圍繞結(jié)果而提出的。要善于引導(dǎo)客人。

每次跟進(jìn)都要問到明確的答案表達(dá)的語氣，方式很重要，簡潔明了中表達(dá)出自己的想法。觀察總結(jié)客人的需求點(diǎn)是什么挖掘客人真正關(guān)心的，需要的是什么,贏得客戶信任第一封報(bào)價(jià)郵件的結(jié)尾處就開始引導(dǎo)客人是否需要樣品doyouneedsampleforcheckingquality?設(shè)置問題案例caseCasecasecasecasecasecasecasecasecase報(bào)價(jià)后跟進(jìn)（關(guān)鍵環(huán)節(jié)）**電話最有效打電話的技巧，問問題的內(nèi)容（但是電話前先發(fā)郵件過去，說你是XX公司的，關(guān)于這個(gè)XX郵件你是否收到，電話過來想知道你的想法。打完電話后馬上再回一封郵件，感謝剛才他的接聽，希望盡快得到答復(fù)。。。等等）

****判斷客人是否做決策者郵件跟進(jìn)(不僅僅是圍繞這個(gè)order反復(fù)詢問客人，也可以是發(fā)新產(chǎn)品，展會邀請函，節(jié)日問候，公司最新動態(tài)分享，行業(yè)分享，個(gè)人旅行share,我同事把自己照片發(fā)給客人)做生意就是做朋友發(fā)照片讓客人感覺到真實(shí)性其實(shí)設(shè)置郵件簽名的時(shí)候就可以放自己大頭照在最后介紹公司背景也可以放公司集體活動照片Schedule(timing)重點(diǎn)客戶跟進(jìn)方法主動才是積極客戶需求明確時(shí)，最好在客戶當(dāng)?shù)貢r(shí)間24小時(shí)內(nèi)回復(fù)客人郵件。最好郵件后再打電話給客戶，加深印象，要他的郵件反饋。Schedule

進(jìn)展到哪個(gè)階段一目了然三贏策略---站在公司、客戶、自身的三方角度上力求平衡。讓客人感受到我們的坦誠客戶跟進(jìn)具體郵件流程轉(zhuǎn)發(fā)報(bào)價(jià)（把上次報(bào)價(jià)郵件轉(zhuǎn)為JPG圖片直接插入郵件正文）---問是否收到，I’mstillingwaitingforyourfeedback/comments.簡單跟進(jìn)DidyourcvdanyfeedbackandcommentsfromyourcustomerforthisFeltShoulderBag?Isthereanythingicanhelpyou?Plsdonothesitatetocontactmeifyouneedanysupport.問是否需要樣品Didyousendallinformationtoyourcustomer?Anycommentsandfeedbackfromthem?

Willtheyneedsamplesinrecently?Icanaskfactoryarrangethissamplepreferentiallysothatyoucanshowittocustomerattheshortesttime.體現(xiàn)對客戶的重視進(jìn)一步跟進(jìn)（價(jià)格，當(dāng)前進(jìn)展等）Doyouthinkourpriceisfeasiblewhencomparewithothercompetitors?Canyouadvisewhenwillyoustartthestageofchoosingsupplier

andapprovalsamples?Thenwe’llarrangeourworkingaccordinglyinconjunctionwithyou!

Bestregards,DearAdam,

Doesyour

customerhasaroughbudgetalready?Wecanadjustourproductdetailstomeetyourdifferentpricerange.Canyouadvisethemainproblemsyou'refacingnow?

Maybewecancheckand

findsomemethodstoresolveit

together.

Bestregards,詢問客人給予答復(fù)時(shí)間

DearKarolina,

Thankyou

somuchforyour

highpraised!;-)Ihopereceiveyourupdate

feedbackfromclientsoon.Ifthere'sanyquestionandother

helpwecanprovideforyou,plscontactmefreely!

BTW,canyoutellmeusuallyhowlongit'lltakewhenclientgiveusthenews?（Thenwe'llknowhowtoarrangeournextstepworksaccordingly.）可增減

Bestregards,Jessica

---------------OriginalMessage----------Sent:2012-10-2915:17Subject:Re:10.000pcsELMEXBAGSDearJessica,

thankyouverymuchforcompletionofourquationnaireandalsoallinformationaboutyourcompany.

Wereallylikesyourexperiencesandwewouldliketocooperatewithyou.

Soatthatmomentyourquotationisinclient'shandsandIwillletyouknowifwehaveanynewsasap.

Thankyouverymuch.

Haveaniceday:).

BestRegards

Karolina客人一直不回復(fù)”威脅“

Dear

Howiseverythinggoing?Youmustbesobusythatyouhavenotimetoreplyme!Takecareofyourself!

I‘mwonderingifyoustillinneedofXXX

product?IsitconvenienttoknowyourclientscommentofXXX產(chǎn)品

Tomorrowifitisconvenienttocallyou?Ifthereisstillnoreply,I'llgiveyouacall!

Haveaniceday!HelloDustin,

Goodmorning.Howareyou?

Iknowyou'recertainlyverybusyfor

everydaywork.

Butwouldyouplsspendonly2minutestoreplyme?

Thefeltphoneholdersisourstrongadvantageitem.Soi'msincerelyhopewecancooperate.We'venicetalkingontrademanagersince2012-10-12,tillisentyouattacheddrawingon2012-10-17

foryourcheckingtheinstockblue&yellowcolors.Yousaidtheclientneedthegoodsurgently.Butican'tgetanyfurthernewsfromyoutilltoday.Ifeelalittledisappoint;-(

Doyouhaveanyupdatenewsfortheorder?We‘dliketoknowthecurrenttruesituation,thenwe’llknowwhattodonext.（howtogoahead）

Ifyouneedanysupportfromus,plsdonothesitatetocontactme!

Bestregards,Jessica客人實(shí)在不回復(fù)Iknowyou'recertainlyverybusyfor

everydaywork.

Butwouldyouplsspendonly2minutestoreplyme?

Evenifyou'llnotchooseus,plsalsotellmethetruesituation.Theni'll

notdisturbyouanymoreforthisproject.

Thanksforyourtime!;-)或者Anyway,Romana,myfriend,whatIwanttosayisthat:Ifthereissomethingwrongwithmyservicetoyouinthismobilephonebagproject?

Oranyotherreasonsthatblockbothofustocatchthisorder?寄樣后催單Todaywe'vesentout2pcssampleXXXX

Whendoyouthinkthecustomercanconfirmthisorderaftersampleapproval?Asyouknow,nowisbusyseasontillChineseNewYear,theearlier

ifyoucanconfirmthisorderwithin

November,thebetterforusarrangetheproductionscheduleforyouinadvance.NextmonthinDecemberwe'llconcentrateonfinishingtheorderswhichmustbeshippedbeforeCNY,it'llveryhardtoinsertyourordertemporarilybythen.

Plskindlyexplainandpushyourcustomeraftersamplearrive!

Waitingforyourpromptreply.

Bestregards,寄樣轉(zhuǎn)訂單及時(shí)跟進(jìn)樣品反饋制定時(shí)間表每次跟進(jìn)都要問到明確的答案，不能蜻蜓點(diǎn)水；引導(dǎo)客人，而不是被動等待3.為每一次跟蹤找到漂亮的借口旁敲側(cè)擊：原材料價(jià)格波動，匯率走勢，報(bào)價(jià)有效期，下單激勵(lì)措施，情感攻勢等…持續(xù)跟進(jìn)80%的銷售是在第4至第11次跟蹤后完成的5.客戶第一站在客戶角度，調(diào)整自己姿態(tài)，了解客戶最近關(guān)注的問題及工作進(jìn)展讓客戶加深對你的印象電話…等很久沒聯(lián)系的客戶DearMichaela,

Hopeyouhadaniceholidayandweekend;-)

There'slongtimenonewinquiryandemailfromyourcompany.Howaboutyourbusinessrecently?DoyouhaveanyprojectsforChristmasnow?Ifyouneedanysupportfromus,welcomecontactmefreely!客人拒絕也要追根究底HiJessica,Iamwell,howareyou?Pleasenotewewerenotsuccessfulinwinningthisorderwiththecustomer.KindRegards,Roula-------------------------------------------------------------------------------------------------DearRoula,

It's

sopitytohearthat!Anyway,weappreciateyournews.

Wouldyouplsspendonly

someminutes

todomeafavormore?Plsadvisethereasonwhywefailedwithcustomer?They'renotsatisfiedwithourprice/quality,ortheychooseotheritemprojectfinally?

Don'tmindofmyverbose,haha;-)Wejusthopetoattainrelevantfeedbackfromyou.Anycommentsbyreturnwillbemuchappreciated.Itwillhelpustoimproveourworkandserveyoubest

innearfuture.

Thankyouinadvance!

Bestregards,JessicaHiJessica,Therewasnothingwrongwithyoursampleorprice.Yourworkisverygood.Thissubmissionwaspartofatenderprocess.Thismeansmanyothersuppliersgavedifferentitemsandquotestothecustomer.Itseemsthecustomerchoseanothersupplierwithadifferentitem.KindRegards,Roula----------------------------------------DearRoula,

Thankyouforyourinformation.Noproblem,customersalwayshavetheirownchoice,

that'sverycommon.Ihopenexttimethey'll

choosebagsfromus

;-)

Ifyouhaveanynewprojectinquiriesrecently,plsfeelfreecontactme!;-)

Bestregards,Jessica應(yīng)對客人討價(jià)還價(jià)心態(tài)切忌can’t,impossible之類不給自己留余地的話如何應(yīng)對1）對方價(jià)錢對我們?nèi)匀挥欣?）對方價(jià)錢我們無法接受（堅(jiān)持自己的合理價(jià)格）You're

seriousbusinessmanwhopaymuchattentiontoqualitybutnotonlyprice,right?Ifyouonlycaretheprice,ifirmlybelieveyoucanevenget

muchcheaperpricesthan"thebestprice

yougotsofar"inChina!!Butdoyoufeelrelieved

withit'squality?They'renotnormalpricebasedonreasonablematerialscost

+workmanship.I'msureyou'llnotorderwiththeminnexttime.Ourmanycustomersprovedthat!客人心理任何人，做任何事，接受任何價(jià)格，都是有理由的符合邏輯的。擺事實(shí)，講道理。有客觀事實(shí)做基礎(chǔ)。被動：跟著客戶的要求走在拒絕客戶的時(shí)候給出具體理由，并給出不同價(jià)格區(qū)間推薦方案。讓客戶了解我們的產(chǎn)品成本+價(jià)格構(gòu)成，及市場上同類產(chǎn)品的比較以取得對價(jià)格的認(rèn)可。reasona