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    longhaiauto

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          方润来进入一家做VOIP电话系统的公司, 在第二周, 便搞定了一个客人三款样品单:  N210B, N210BU, N310.
           客人背景, 挪威客人, 经销商, 著名Jabra品牌代理, 但同时也代理其它品牌产品.

           刚刚进入公司的方润来, 对产品是不太熟悉的, 但在了解到这个挪威客人是老板谈了近两年的专业客人外, 便马上制定了对策: 激将法.
          首先电邮攻击, 10分钟之后电话约谈, 攻击. 并成功套得对方在Jabra提供的代理价. Model: 410:批价; US$60/unit,510:批价 US$80/unit
            其次, 在了解对方有新的市场新品的刺激性需求之后, 再度出击: 将刚开发的新样品价钱, 代理价区间报出, 并远远高于Jabra这家巨头.
    Hi Andreas,

    Based on Printed "XXXXE" and Standard Packaging.
    Shenzhen  price as the below
    MOQ: 500units
    S210U:     Sample price: US$ 180/unit       FOB price: US$138/unit
    S210BU:   Sample price: US$235/unit       FOB price: US$168/unit

    Kingone
              对方似乎被激怒, 说我不知死, (老板甚至把我叫到办公室, 你怎么回事? 对方报出竞对手的底价了,你还敢加一倍倍多报出, 你不想做这个单了? 你这不送死吗? 我当然不会争辩,因为在结果没有出来之前,任何的争辩都于事无补.)
             一切都如我所愿, 对方说话电邮都毫不留情,
    气得连称呼都不打了:
    What is the difference between these and the Jabra units, that makes you think anybody will buy it at a much higher price than Jabra 410 and 510?

    /Adreas
           我再激一下他,以增强效果

    Dear Andreas,
     Have you experienced about our products?  We think that it's too early to say our offer is too high  now.
    We still have a lot  of flexbility method to come to a compromise.
     In addition to S210, we have others for your choice.
    Such as S310. Is it so?

    /Kingone

         我决定晾他两天,一来是为我作一些对策进行思考,二来也可以看看他还有会不会急不可耐,果然
    又来了:

    Hi again, I have not experienced about your products, but I ask you what makes your S210 and S210U so much better than Jabra 410 and Jabra 510, that the price is almost the double?
     
    I have no problem with accepting the price, if you can tell me what advantages you have compared to Jabra, after all higher price means more profit!
     
    What is price of the S310?
     
    Thanks again,
     
    /Andreas
         这个时候,我就大量收集产品知识,吸收产品知识并分析市场同类同级产品,收集同行价格情况.通过了三天整理和分析,浓缩成了一封电邮:
    Hi Andreas,
     
    Thanks for your pompt reply.
    OK, there are three different advantages between Jabra and Our's products.
     
    1. S210 products are built-in  3 uni-directional mircophones and cover 360 degree range.But Jabra's 410 and  
        510, it's built-in only one omni-directional microphone .
        Basically, one omni-directional microphone is good to gather voice from speaking direction.3 uni-directional mircrophones coverage is 360 degree range so that it is good to gather any direction.
    2. S210 products support  analog Line in/out interface and can connect to audio and video euipments with 3.5mm cable.
      3.S210 products support  earphone port and can connect to headset for private talk.
     
    You're familar with the USB speaker phone field and hope we can get more professional talk. I think we'll open to discuss any    question including price so to get our balance.
    Again, to be our honest, we offer you as below:
    (Based on Ex-works Shenzhen and MOQ 500 for each model.)
     
    S210U:      Distributor price: US$138/unitS210BU:    Distributor price: US$168/unitS310         Distributor price: US$188/unit
     
    Thanks for your understanding.
     ------------------
    Thanks &  Best Regards,
    Kingone
               
          刚发过去,还觉得还得放放火,就又补了一封压轴:
    Supplement  an  important point :
    Our speakers sound bigger than Jabra's similar products and
    application environment and range  are more extensived.

    Kingone
          客人回复非常及时,并大声赞扬:
    That was just what I wanted to hear! Thanks a lot for very good answers! Please prepare samples for all three units, it is ok for me to pay more for samples.
    /Andreas

           有木有,这点样品费算什么,产品贵些又算什么,有特色的产品,有市场就意味着利润空间更大!商人关注的就是卖点,没有卖点,很难走得下去以及走得长久!接下来,客人的意思就是爽快给钱打样喽!
    样品测试及确认下来,就一个月过去了,等来的就是各500套的订单.

          总结一点:订单是有那么一点运气的作用,关键是有些客人谈来谈去,就是对你考虑再考虑,没有实际或实质的进展,因为他有稳定的供货商,他不愁,但又似乎感觉少了点什么,因此把你当"备胎",把你当"二房太太",你想转"正",似乎困难重重.能够与你保持联系的客人,都具有双重性,最起码他对你的公司,对你的产品还是有一定的了解的基础的.有了这个基础,只要你找到合作的契机,生意就水到渠成了!

          任何人对事物的认同都有个过程:先是认识,其次认知,最后才是认同.
          任何成功背后,有成功的前提,有成功的基础作为前锋,有努力和运作作为冲锋,有坚持作为后盾!如果你喜欢,多多交流.外贸路上,夜深了,奋斗的路上,但愿我们外贸人永不孤寂!

  • 1 楼#

    哈萨克俄罗斯专线

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    cn1520886891tzjw

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    cn1520163733prpd

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    icatalog智目录

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    6666666666666666666

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    cn1520900941rfnu

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    好事多磨。

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    cn1521229546nfmy

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  • 7 楼#

    小小小外贸

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    厉害哦

  • 8 楼#
    C

    领英

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    楼主,给你一个好评


  • 9 楼#
    C

    领英

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    太有用了!!!




  •       方润来进入一家做VOIP电话系统的公司, 在第二周, 便搞定了一个客人三款样品单:  N210B, N210BU, N310.
           客人背景, 挪威客人, 经销商, 著名Jabra品牌代理, 但同时也代理其它品牌产品.

           刚刚进入公司的方润来, 对产品是不太熟悉的, 但在了解到这个挪威客人是老板谈了近两年的专业客人外, 便马上制定了对策: 激将法.
          首先电邮攻击, 10分钟之后电话约谈, 攻击. 并成功套得对方在Jabra提供的代理价. Model: 410:批价; US$60/unit,510:批价 US$80/unit
            其次, 在了解对方有新的市场新品的刺激性需求之后, 再度出击: 将刚开发的新样品价钱, 代理价区间报出, 并远远高于Jabra这家巨头.
    Hi Andreas,

    Based on Printed "XXXXE" and Standard Packaging.
    Shenzhen  price as the below
    MOQ: 500units
    S210U:     Sample price: US$ 180/unit       FOB price: US$138/unit
    S210BU:   Sample price: US$235/unit       FOB price: US$168/unit

    Kingone
              对方似乎被激怒, 说我不知死, (老板甚至把我叫到办公室, 你怎么回事? 对方报出竞对手的底价了,你还敢加一倍倍多报出, 你不想做这个单了? 你这不送死吗? 我当然不会争辩,因为在结果没有出来之前,任何的争辩都于事无补.)
             一切都如我所愿, 对方说话电邮都毫不留情,
    气得连称呼都不打了:
    What is the difference between these and the Jabra units, that makes you think anybody will buy it at a much higher price than Jabra 410 and 510?

    /Adreas
           我再激一下他,以增强效果

    Dear Andreas,
     Have you experienced about our products?  We think that it's too early to say our offer is too high  now.
    We still have a lot  of flexbility method to come to a compromise.
     In addition to S210, we have others for your choice.
    Such as S310. Is it so?

    /Kingone

         我决定晾他两天,一来是为我作一些对策进行思考,二来也可以看看他还有会不会急不可耐,果然
    又来了:

    Hi again, I have not experienced about your products, but I ask you what makes your S210 and S210U so much better than Jabra 410 and Jabra 510, that the price is almost the double?
     
    I have no problem with accepting the price, if you can tell me what advantages you have compared to Jabra, after all higher price means more profit!
     
    What is price of the S310?
     
    Thanks again,
     
    /Andreas
         这个时候,我就大量收集产品知识,吸收产品知识并分析市场同类同级产品,收集同行价格情况.通过了三天整理和分析,浓缩成了一封电邮:
    Hi Andreas,
     
    Thanks for your pompt reply.
    OK, there are three different advantages between Jabra and Our's products.
     
    1. S210 products are built-in  3 uni-directional mircophones and cover 360 degree range.But Jabra's 410 and  
        510, it's built-in only one omni-directional microphone .
        Basically, one omni-directional microphone is good to gather voice from speaking direction.3 uni-directional mircrophones coverage is 360 degree range so that it is good to gather any direction.
    2. S210 products support  analog Line in/out interface and can connect to audio and video euipments with 3.5mm cable.
      3.S210 products support  earphone port and can connect to headset for private talk.
     
    You're familar with the USB speaker phone field and hope we can get more professional talk. I think we'll open to discuss any    question including price so to get our balance.
    Again, to be our honest, we offer you as below:
    (Based on Ex-works Shenzhen and MOQ 500 for each model.)
     
    S210U:      Distributor price: US$138/unitS210BU:    Distributor price: US$168/unitS310         Distributor price: US$188/unit
     
    Thanks for your understanding.
     ------------------
    Thanks &  Best Regards,
    Kingone
               
          刚发过去,还觉得还得放放火,就又补了一封压轴:
    Supplement  an  important point :
    Our speakers sound bigger than Jabra's similar products and
    application environment and range  are more extensived.

    Kingone
          客人回复非常及时,并大声赞扬:
    That was just what I wanted to hear! Thanks a lot for very good answers! Please prepare samples for all three units, it is ok for me to pay more for samples.
    /Andreas

           有木有,这点样品费算什么,产品贵些又算什么,有特色的产品,有市场就意味着利润空间更大!商人关注的就是卖点,没有卖点,很难走得下去以及走得长久!接下来,客人的意思就是爽快给钱打样喽!
    样品测试及确认下来,就一个月过去了,等来的就是各500套的订单.

          总结一点:订单是有那么一点运气的作用,关键是有些客人谈来谈去,就是对你考虑再考虑,没有实际或实质的进展,因为他有稳定的供货商,他不愁,但又似乎感觉少了点什么,因此把你当"备胎",把你当"二房太太",你想转"正",似乎困难重重.能够与你保持联系的客人,都具有双重性,最起码他对你的公司,对你的产品还是有一定的了解的基础的.有了这个基础,只要你找到合作的契机,生意就水到渠成了!

          任何人对事物的认同都有个过程:先是认识,其次认知,最后才是认同.
          任何成功背后,有成功的前提,有成功的基础作为前锋,有努力和运作作为冲锋,有坚持作为后盾!如果你喜欢,多多交流.外贸路上,夜深了,奋斗的路上,但愿我们外贸人永不孤寂!






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  • 6666666666666666666



  • 好事多磨。



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  • 厉害哦



  • 楼主,给你一个好评




  • 太有用了!!!



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