询盘案例:如何让客户购买高于市场价80%的产品的?

询盘案例:如何让客户购买高价产品

情况是这样的,这个美国客户我报RFQ得到的,诊所的老板,跟踪第三次的时候才联系我。之后呢,我就报价,报具体参数,客户回复:

OK, I think your price is not competitive at all. You need to improve it so I can purchase 2 units thanks.

实际上,客户告诉我,别家的价格都比我报的价格低80%左右,可以说,我们的产品是很高价的了;这时候,我要怎么解决呢?

Hello Doctor,
Our price is indeed not competitive,however,our product is,because it has the most unique function--automatic analysis,and other 10 patents;
What the unique monitor can do are:
1.hospitals do not need to train doctors and nurses to do fetal monitoring because it can automatic do it;All results displayed clearly;
2.No needing of connecting with PCs or other media to store the monitoring results,easy and simple to use;
3.This product is the latest software of fetal monitor,you do not want to use IPHONE 4S when there is IPHONE 6S;
4.This product rises the level of a hospital,because it is so smart and automatic and easy reading.
Will Pan
Best regards

表达的意思主要是节省了培训开支,打印成本,用苹果手机来告诉客户我们的产品是最新功能的,他是小诊所的老板,很在意一些提升档次的东西,所以,最后有了那句话。

客户回复了:

Well that's great but I'm a small business owner. I would like to do business with you! I need two but need better pricing with shipping and all. Can you help us?

然而客户似乎还想要我降价,又该如何应对呢?请继续:

I might not help you on prices because I have already done it to the bottom.And I think to buy right is better than to buy cheap.This machine can be used over 10 years and still competitive infunctions.Since the total is within $5,000,you can use your credit card to work it out.I myself have a credit card of RMB 10,000.All advice is sent,so Good day to you and I am leaving,see you next day.

我首先告诉客户,价格我不是不给优惠,而是确实给到了,因为他是终端客户,这个价格绝对不算高的,当然仍然比其他厂家高不少;另外,我又给客户提出一个方案:客户既然资金紧张,可以用他的信用卡支付其他花费,用现金付给我们,客户同意了。

Ok well please kindly send me a proforma with est. Shipping to Houston tx. We can arrange payment today thanks.

我就感觉,我这业务做的,不仅仅要卖产品,还得帮助客户运作资金一样的。

好的,30多封邮件,10几天,这一单就这样成的。

本文经邦号 【外贸人潘银超】 投稿,并经邦阅网编辑,转载请注明出处、作者和【本文链接】。

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  • kevinlee
    kevinlee

    两个字,服务.

    2016-11-16
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