Discussing lower price by details

　問(wèn)題點(diǎn)：

　經(jīng)常會(huì)遇到這樣的問(wèn)題，價(jià)格報(bào)出去了，客人的回復(fù)是，“謝謝你的報(bào)價(jià)，但你的價(jià)格抬高了”，對(duì)于這樣的問(wèn)題，怎樣敲開(kāi)客戶(hù)的金口，讓你清楚地了解他的實(shí)際意圖，并達(dá)到合作?以下郵件將一一分析和解答。

　Dear Yvonne Yueng,

　Thanks for prompt reply. But I think it’s too much expensive. The market competition is quite hard. Please give a better price.

　Tony

　Someone replies as below:

　Hi Tony,

　Regarding the offer of memo foam pillow, to be frank, something it’s out of our control to quote you such price. US dollars drop dramatically these days, as all cost of material rising highly before Olympic Games.

　Hope you could understand. But if your order is a large one, I will persuade our boss to give a special offer for you.

　BR/Yvonne

　分析：

　1. 回復(fù)直觀(guān)，只是簡(jiǎn)單回復(fù)客戶(hù)提出的問(wèn)題，沒(méi)有互動(dòng)，沒(méi)有更深入的溝通。

　2. 操之過(guò)急，文中的郵件回復(fù)缺乏對(duì)客戶(hù)的詢(xún)問(wèn)，也沒(méi)有針對(duì)性。雖然價(jià)格較高的原因是客觀(guān)存在的，但是在沒(méi)有清楚了解客戶(hù)的實(shí)際需要之前，必須限期了解，了解到一定的情況之后再深入溝通，更容易把業(yè)務(wù)談成?？蛻?hù)的郵件屬于探路階段，并沒(méi)有過(guò)多地陳述他的實(shí)際情況。這樣，回復(fù)郵件可以通過(guò)了解的方式達(dá)到互動(dòng)溝通的目的。首先要探知客戶(hù)的實(shí)際需求。接下來(lái)，再談其他問(wèn)題會(huì)更順暢。