价格都没有报出去客户就死掉了

降龙十巴掌

业务员最大的悲哀就是：价格都没有报出去客户就死掉了

第一部分：如何高质量回复询盘
以价格为核心将所有询盘分为三大类：
第一类询盘：可以直接报价的询盘（询盘内容的产品及细节已经达到了报价的条件）
第二类询盘：不可以直接报价的询盘（询盘内容还没有达到报价条件）
第三类询盘：只需要知道数量就能够报价的询盘

第一掌：单掌定乾坤
第一类询盘：可以直接报价的询盘
回复思维：一次性解决客户下单前的五大问题（产品-价格-运输-交期-付款方式）以便快速成交或建立起整个谈判框架
Dear Vincent Mahony,

Thank you very much for your kind inquiry about our Skid Steer Sweeper.

This is Leon from Ray Attachments, which is a professional manufacturer of Excavator Attachments with more than 18 years’ experience.

As per your inquiry I know that you are going to purchase 1pc of our 84 inches Skid Sweeper with Brush. (产品及细节)
The best price I can offer to you is $2610/set. (价格)
The shipping cost by Sea port to port delivery is $650 (You can tell me your nearest port so that I can double confirm for you). (运输)
So the total cost including shipping is: $2610+$650=$3260. (总价)
Please refer to the attachment for the picture of it so that you can double confirm. (二次确认产品)

It would take around 7-10 days to finish the production after we confirm the order. (交期)
We can accept the payment through PayPal (4.7% extra for each payment), Alibaba Trade Assurance (2% extra Ali Cost), T/T ($25 extra for each payment). (付款方式)

As long as you confirm the order and payment method then I will make a PI with order details for your reference.

Looking forward to your kind reply.

Best Regards
Yours Leon.

延申问题：
当运费超过产品价值的时候怎么办？—一定要报包邮价
The best price I can offer to you is $xxx total including/free shipping.

客户问你要拆价怎么办？（客户问你运费多少钱？）
1. The price I quoted to you is including/free shipping.
2. I am very sorry but the order quantity you order is a little less, we just sell including shipping.
3. I am very sorry but our company only gave me the “including/free shipping cost”.
4. Actually the most important is not the separate cost or not, it should be that you can accept it and it could help you to bring value or profits.
5. I do believe this is only a test order for both of us, our main target should be the bigger bulk order in the future, sure this test order would not bring huge profits for both of us.

运费：快递，空运，海运，空派，海派，铁派

第二掌：飞龙在天
第二类询盘：不可以直接报价的询盘
回复思维：报价前还需要确认的产品细节以REASONABLE QUESTIONS的问题形式展示出来
REASONABLE QUESTIONS: 带着答案的问题—让客户只需要做选择题
Dear Firdavs Mamadiyev,

Thank you very much for your kind inquiry/visiting about our Trenchor.

This is Alice from Ray Attachments, which is a professional manufacturer of Excavator Attachments with more than 18 years’ experience.

As per your inquiry/visiting I know that you are looking for our Trenchor.
In order to quote you the exact prices including shipping, I am very sorry but I need your help to confirm some details:
1. How much of the Horsepower of your Machine? (If you didn’t know and you only have take a picture of the specifications and send to then I will confirm for you).
2. What is the Width and Length that you need? (We have normally 7 options: xxxxxxxxxxxxxxx).
3. How many pieces you are going to purchase?
Please refer to the attachment for the picture of them so that you can double confirm.

As long as you confirm the details above then I will send you the quotation immediately.

Looking forward to your kind reply.

Best Regards
Yours Alice.

第二部分：如何高质量跟进客户
第四掌：画龙点睛
1、未读未回
1) 邮箱同步
2) 利用客户的邮箱去找Skype：musa_jonathan@rogers.com
I received your inquiry about our Trenchor through Alibaba, I replied your inquiry immediately without your reply so I am trying to connect you here.
3) 可以利用上的联系方式，调查客户背景

2、已读未回
跟进客户的大忌：利用冷冰冰或空洞洞的话术去消耗客户的耐心
外贸思维：站在客户角度以帮助客户的思维出发
跟进客户三步曲：Tangco/Sze Wanna/Lamye/Trish
第一封跟进：以专业跟进客户
Dear Xxx,

Wish you have a nice day and everything goes well.

Yesterday (Last time) I received your inquiry about our Trencher and I replied your inquiry immediately with 3 questions about the Horse Power, Width&Length and Quantity which are very important for the quotation. (对上次沟通内容做一个总结).

As long as you confirm these 3pcs details then I will quote you the exact prices including shipping. (引导客户进入下一步).

Sure a good business needs more communication, I am totally ready to offer you my help with my professional product knowledge and experience, anyway I need your help in the further reply so that we can work together to move the order forward. (情商推进)

Looking forward to your kind reply.

Best Regards
Yours Xxx.

给客户报价后客户看了不回
Dear Xxx,

Wish you have a nice day and everything goes well.

Thank you very much for your kind patience which was very helpful for us to confirm the product details and I also sent you the quotation yesterday. (对上次沟通内容做一个总结).

Would you please confirm how would you like to ship the goods so that I can quote you the shipping cost. (引导客户进入下一步).

Now we are getting closer and closer to the order, as long as we try to keep helping each other a little more then sure we would have all of our effort to be more valuable to make the order happen. (情商推进)

Looking forward to your kind reply.

Best Regards
Yours Xxx.

如果你的邮件是一次性解决了客户的五大问题的：
As long as you confirm the order and payment method then I will draft a PI with order details for your reference. (引导客户进入下一步）

给客户发了PI客户看了不回
Dear Xxx,

Wish you have a nice day and everything goes well.

Thank you very much for your kind patience which was very helpful for us to have all the order details confirmed and I also sent you the PI for double confirmation yesterday. (对上次沟通内容做一个总结).

As long as you confirm the order and arrange the payment then I will start the production for your immediately (so that we could meet our agreed delivery date). (引导客户进入下一步).

Now we are just one step from the cooperation, all of your effort and patience in this order was really impressive and grateful, we already spent so much time in this order, I do believe both of us would love to make them more valuable, right? (情商推进).

Looking forward to your kind reply.

Best Regards
Yours Xxx.

第二封跟进：以高情商话术跟进客户
女的：A girl is still waiting for your kind reply from 14000 miles away.
男的：I am still waiting for the chance to offer you the help with my professional product knowledge and experience.

I做第一人称的时候要大写
标点符号后面要有空格xxx,xxx, xxx ,xxxx, 正确的：xxx, xxxx

第三封跟进：以道德话术跟进客户
Dear Xxx,

Wish you have a nice day and everything goes well.

Time flies, it has been some time after I replied your inquiry about our Trenchor with 3 questions about the Horsepower, Width&Length and the Quantity which are very important for the quotation.

After two emails I followed your order without your reply, I do believe you should have something more important or urgent to solve, so I am writing this email as friend and see if you had any help needed from my side.
Please do trust sometimes only some words are also a kind of comfort, as business is always not only business…

Looking forward to your kind reply.

Best Regards
Yours Xxx.

3、客户完全针对你的问题精准回复
第一掌：单掌定乾坤

4、客户完全不针对你的问题进行回复并提出新问题（MOQ多少）
外贸口诀：先解决客户问题再引导客户进入下一步(以五步曲为基础)
谈判大忌：客户问你什么你就只回什么（很容易出现尬聊或是把天聊死）
Dear Xxx,

Thank you very much for your kind reply.

Our MOQ is normally 1000pcs, anyway lower MOQ is also acceptable, sure the more you purchase the better cost you would get.

In order to quote you the exact prices including shipping, I am very sorry but I still need your help to confirm the 3 questions about the Horsepower, Width&Length and Quantity that I listed in my previous email, they are very important for the quotation.

Looking forward to your kind reply.

Best Regards
Yours Xxx.

容易把天聊死的话术：If you have any questions please don’t hesitate to let me know.

第一种情况：把天聊死
客户问你：How much for 50pcs.
一般回复：$3.51/pc.

第二种情况：延申话题
客户问你：How much for 50pcs.
一般回复：$3.51/pc.
Would you please confirm how would you like to ship the goods so that I can quote you the shipping cost.

第三种情况：延申话题
客户问你：How much for 50pcs.
一般回复：$3.51/pc.
The shipping cost by Air DDP is $320. (Door to door delivery including tax and everything, you only have to stay at home for the goods).
So the total cost including shipping is: $3.51×50+$320=$xxx.
Please refer to the attachment for the picture of it so that you can double confirm.

As long as you confirm the order the I will arrange the delivery in 3-5 days and offer you the Tracking Number.
We can accept the payment through PayPal(4.7% extra PayPal Cost), Alibaba Trade Assurance(2% extra Ali Cost), T/T($25 extra for each payment).

As long as you confirm the order then I will draft a PI with order details for your reference.

5、客户只回小部分问题(比如客户确认了马力）
Dear Xxx,

Thank you very much for your kind reply.

Your confirmation of the Horsepower is very helpful for the quotation, anyway I am very sorry but I still need your help to confirm the other 2 questions about the Width&Length and the Quantity that I also listed in my previous email, they are also very important for the quotation.

Looking forward to your kind reply.

Best Regards
Yours Xxx

6、客户只回大部分问题（比如还剩下数量没有确认）
第三掌：龙飞凤舞
第三类询盘：只需要知道数量就能够报价的询盘
回复思维：报区间价然后引导客户说出具体的数量需求（外贸口诀：先解决客户问题再引导客户进入下一步）
Dear Xxx,

Thank you very much for your kind reply.

Your confirmation of the Horsepower (xxxx) and the Width&Length (xxxxx) is really helpful for the quotation.
The best price I can offer to you is $xxx-$xxx/pc.
Would you please confirm how many pieces you are going to purchase so that I can confirm the exact prices including shipping for you.
(如果是第一次回复询盘：Please refer to the attachment for the picture of it so that you can double confirm).

Looking forward to your kind reply.

Best Regards
Yours Xxx.

第三部分：如何高质量与客户谈判
第五掌：神龙摆尾
当客户说Your prices are very high
回复思维：回归产品和服务本身转移客户的注意力
砍价大忌：
1、动不动就降价
2、动不动就问客户目标价（What is your target price)
砍价四大思维：
1、客户砍价是良性信息
2、客户砍价可以从侧面证明我们的价格应该是已经进入客户的可接受范围或是非常接近
3、当客户抛出非常低的目标价的时候一定要相信：如果客户能用这个价格买到同等质量或是没有问题的产品客户根本没有空跟你在这里面扯
4、业务员一定要对自己公司的产品及价格要有绝对的信心
Dear Xxx,

Thank you very much for your kind reply.

Lower prices are always with reasons, please do trust as a professional manufacturer in this business more than 18 years’ experience, we won’t quote you the high prices to push you away, anyway I need your help to confirm if the prices are compared in the same level:
1. We use the 99% purity Raw Material which would make sure at least 4-5 years’ stability to keep its normal function.
2. All of our products would be 100% inspected by 3rd party with SGS standard to make sure our quality is same as we described before delivery.
3. All of our products is International FAO standard with the least harmful remain which meets the invironmental standard.
4. All of our package use the 7 layers A quality corrugated cardboard with 2 plastic xxx which handheld which make sure the safety during transportation.
5. As long as 5 years warranty to make sure our products confidence to our customers.
绝对专业，让客户看得懂又看不懂

Your reply on the confirmation would be very helpful for us to move the order forward.

Best Regards
Yours Xxx.

1. Material: Top A Level 100% whole new raw Polypropylene which meets the FDA Food Grade Standard.
2. Temperature Resistance: Our Material supports as low temperature as -30 degree, as high as 120 degree, totally compatible with Microwave and Fridge Freezing.
3. Impact Resistance: Our Polypropylene material can support at least 5kgs Impact without any damage, which can make sure the safety during long time transportation.
4. Anti-Leak: We use the Anti-Leak ring design which can make sure 100% Anti-Leak with any liquid.
5. Warranty: As long as 3 years, if you find any failure ones, you only have to take the pictures to us then we will replace the new ones for you immediately.

第六掌：双龙戏水
客户说：Yes, same same. (将你军）
回复思维：反将军
Dear Xxx,

Thank you very much for your kind reply.

We are all factories in China, we should not have so big difference in the price, anyway I would love to offer you the help to find out the reasons with my professional product knowledge and experience:
1. You collect the samples from us for testing so that you find out the reasons by yourself.
2. Quicker way, you ask your supplier to send a sample to our forwarder’s warehouse (as our factory address would make them hesitated), I promise I will compare the samples in the fair way and give you a report. (Sure we will bear all the cost needed).

Please do trust the most expensive products are always not the one with reasonable profits but the “wrong products”.

Looking forward to your kind reply.

Best Regards
Yours Xxx.

延申话题：如果大件类产品不方便寄样品怎么办？
Dear Xxx,

Thank you very much for your kind reply.

We are all factories in China, we should not have so big difference in the price, anyway I would love to offer you the help to find out the reasons with my professional product knowledge and experience:
1. Please refer to the attachment for the pictures of 5 main factors which affects the price most of our products.
2. Quicker way, you ask your supplier to take the same pictures from the same angles and share to me then I will compare in the fair way and offer you the report.

Please do trust the most expensive products are always not the one with reasonable profits but the “wrong products”.

Looking forward to your kind reply.

Best Regards
Yours Xxx.

延申话题：客户万一真的寄样品来的怎么办？
利用拆单思维（一人一半再一次以绝对的自信反将客户）

第七掌：亢龙有悔
回复思维：哭穷（问目标价：一定要带着范围）
Dear Xxx,

Thank you very much for your kind reply.

As business partner we should try to help each other to grow with reasonable profits.

Now we have only 5-8% profits based on the quotation in this order, we are really not allowed to offer you more discount, or you could tell me how much % discount I could offer to you from this 5-8% profits?

Please do trust now the competition in China is becoming more and more difficult, if you could support me in this order and sure our company would feedback you more in the future.

Looking forward to your kind reply.

Best Regards
Yours Xxx.

第八掌：龙行天下
回复思维：台阶思维
Dear Xxx,

Thank you very much for your kind reply.

Today our company held a meeting of your order and our company would love to support you in this order.
After our double calculation, we had around 7-8% profits, anyway we have to keep at least 5% profits to make sure our factory normal running, so our company would love to offer you 3% discount.

Please do trust this 3% discount didn’t come easily, it costed me at least 3 times convincement to our company, so I really hope my effort would exchange your order.

Looking forward to your kind reply.

Best Regards
Yours Xxx.

第九掌：潜龙勿用
回复思维：置于死地而后生
Dear Xxx,

Thank you very much for your kind support in the past xxx months/years (看是多少年还是多少个月，自己填好).

I am very sorry but the prices I quoted to you are actually our “Old Customer Feedback” ones.
As long time business partner, I did tried my best to support you on the price, now we have only around 5-8% profists, though I really eager to take your order, I am very sorry but I can’t lower the prices any more, I really hope you can share your best understanding.

Especially now it is our factory’s rush season which would not allow us to get the too low profits order at present.

Sure I do believe we would have more potential orders in the near future, thanks again for your support.

Best Regards
Yours Xxx.

Dear Xxx,

Thank you very much for your kind reply.

Contrastly I do believe our China will do more and more contribution to the West, at the same time to the world but not as you mentioned it is “an end”.

Most of the things that you are using like your: slippers, towels, clothes, iPhone, charging cable, charger, sockets, plugs, mouse, keyboards, quilt, lights, cups, forks, knives, earphones, shoes, curtains, windows, doors………………………… maybe Made in China or assembled in China.

Who were the biggest polluters in 17th Century, in 18th Century, 19th Century, 20th Century since from the the first industrial revolution, the second, the third…?
But your country would never say that you are polluting the world but you are doing the contribution to the world.

Yes, everyone would make mistakes, but we can’t say that as long as they made mistakes then all of us focus on the mistakes and abandon them, we also have to see what they contribute to the world, what we should do is to help them, work together to improve, to save.

Yes, we are not country, we are not organization, what we could do maybe not very big, but in my deep heart, I love my country, I love the world, I hope you can say sorry for your words, thank you very much.

Looking forward to your kind reply.

Best Regards
Yours Xxx.

第十掌：黯然销魂掌
A story about a Nun and a Priest.

Phsam (章节）
Human Flesh（人的毅力）
Flush（脸红）
Go deeper, you will find the glory. (再深入一些你会找到无限荣耀）