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客户不紧不慢,限时降价促进度

楼主#
更多 发布于:2013-09-27 10:27
投票截止时间:无期限
真实询盘,还原买卖现场!众人点评,外贸与你同行!
【实战案例库】客户不紧不慢,限时降价促进度
询盘来源国家:瑞典
产品行业:轮式装载机
买家询盘:
Dear  Wang Qingfang, please give me an update of all your models up to ZL30 or similar including prices and all the accessories. We were actually discussing wheel-loaders yesterday. Thank you!  --------------------------------------- Med vänlig hälsning / Best regards
   
供应商回盘:
Dear Peter Karhammer, Thank you for waiting for so long. I have meticulously prepared the wheel loader prices list for you, please check the attached document.   Acctually, we have many models of wheel loader for home and aboard markets. High performance, reliability, ease of operation, toughness and good stability-these are the highlights of our prodcts. The models I quoted you are specially developed for European market.    For the European market, we have specially developed several models with hydrostatic(HST) transimission--ZL125, ZL125C, ZL12D, ZL12D-2. You know HST transimission system is widly used in mini wheel loaders in many developed countries. The varieble displacement piston pump we used was imported from Italy directly, so we have reduced the cost a lot.   Up to now, we have not had distribuors in Sweden and we have two protencial customers as our distributors including you. I was wondering if you are interested in our cooperation. If interested, we can discuss the project next. Do you often come to China? Welcome you to visit our factory in Qingzhou city and our stand in Canton Fair on October 15~19.   Best wishes, Wang Qingfang Sales manager
回盘备注:该客户是以前在阿里旺旺上聊过的,当时因为一机型价格高,他没有利润,所以没成,好几个月了。但最近我们控制了成本,价格降到他理想的价位了,于是我给他发了一封邮件如下: Hello Peter Karhammer,   How are you? It's been such a long time. Have you remembered me? I have given you a quotatin about a mini wheel loader of ours, ZL125. We have reduced the cost and the price now is below USD13,000. I was wondering if you think the price is ok. We have had distributors in Austria and Germany now, but I'm happy to tell you that we have not distributors of this model in Sweden at the moment. If you are interested in the model, I can give you the best price to develop the market in your area. By the way, will you come to Canton Fair in Guangzhou on October 15-19. We will have a stand then. Looking forward to your kind reply. Best wishes, Wang Qingfang Sales manager 然后他就回复了“采购商询盘内容”中的邮件。
专家点评:Hello,
客户为跟进过几次的客户,由于价格原因没有下文,再次联系对具体型号指定。证明客户是有真正购买需求,并对供应商的产品是很感兴趣的。,市场为欧洲市场,对产品认证要求严格。
供应商对产品重新报价过,客户还需讨论,说明没有决定权。供应商在后续应套出客户在公司所处的位置和角色。
供应商在产品降价后给到客户,不失为一种很好的跟进客户的方法,但同时得注意把降价的关键成本和优化方案解释一下,不能让客户有质量上的担心。
在后续跟进中可以考虑从以下几个方面跟进:
1. 介绍一些独家特有的优惠活动(当然不一定真得优惠,要让客户觉得独家和不独家的好处)
2. 给客户一些在欧洲卖的好的机型做参考同时,并在哪些地区卖得比较好,别人都怎么卖的,给客户的销售做参考
3. 因为降价后再次引起客人的兴趣,给客人7-10天的时间考虑,给客户一个时效,促成交易。
_____精彩点评来自Angel Yan老师

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cn1500652439
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沙发#
发布于:2013-11-05 13:57
学习了 沙发哦
no pains,no gains
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板凳#
发布于:2013-11-06 13:14
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shhgaobang
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地板#
发布于:2013-11-08 08:53
Thanks for sharing .
专业生产水性光油,水性油墨 ,UV光油。
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地下室#
发布于:2014-05-04 10:18
长见识了
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下水道#
发布于:2014-08-27 17:37
价格的问题很难谈,我公司的客户就天天说价格贵,的确,我们的产品价格是贵,但质量是摆在那里的,只是客户没有机会看得到。
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