回盘技巧

业务员最容易犯的错误之一，回盘报价太快

Show hand too early 见光死

业务新手最容易犯的错误之一，就是看到询盘就依样画葫芦的回话，造成了回盘太快的错误。这是在不了解客人的情况下又太早摊牌的例子。当客户跟你都没聊上几句，就得到了你的数字，那他真是会感谢你，但是悲哀的是他不会记住你，甚至你叫什么名字可能都不清楚。

当客户有了需要的答案以后，那还会有什么需要再跟你聊下去的呢？那你们的关系该如何的促进呢？

通常客人的第一封信是处于防御状态，我们要争取最大的机会和可能性来先让对方放轻松。很可惜的是，对话中少了让客人了解我们的机会。会打牌的人，都知道要故弄玄虚。对于询盘报价而言，应该在我们的回盘报价邮件里面留点悬念，要把邮件设计的尽量让客户与我们的对话能够继续下去，但又不会引起客户反感，好像都得不到什么信息的反感。

—– Original Message —–
Barbara

I would like to RECOMMEND a retail online website: http://www.ebay.com/
Pls keep me in mind when you need wholesale service in the furture , my pleasure to help with your any needs . Thanks !
Christmas greetings and best wishes filled with happy surprises ~~~

Cheers
— Tracy

 

—– Original Message —–
From: Gary Nulty
To: Tracy
Sent: Wednesday, December 05, 2007 6:52 AM
Subject: Re: about Golf Club Pen Set from  China office

No thank you. Please remove me from your email.

 

—– Original Message —–
From: Tracy
To: Gary Nulty
Sent: Monday, December 03, 2007 11:13 PM
Subject: Re: about Golf Club Pen Set from China office

Barbara

Unite price
as you only need 1 set, the unit price can not be reducted any more and it is the lowest price $6/set, i can arrange to you as a sample delivery RIGHT NOW.
if you can reach our MOQ 3000pcs, the unit price will be $2.00/set , production days 25days . Pls kindly understanding .

Freight
also you only need 1 set, the freight looks high normally, Pls kindly understanding .
you will only pay off unit price $6.00/set if you can accept freight by collect .

I do really wanna work with you , If I am not able to fulfill your needs pls just tell me, i will let my colleague to take care of your needs .

Any way thanks for your reply to me quickly , pls contact with us with any future project . Thanks a lot !

cheers
tracy

 

—– Original Message —–
From: Gary Nulty
To: Tracy
Sent: Tuesday, December 04, 2007 7:18 AM
Subject: Re: about Golf Club Pen Set from China office

Not interested – too much money. Please delete me from your system.
Thank you.
—– Original Message —–
From: Tracy
Sent: Monday, December 03, 2007 4:16 AM
Subject: about Golf Club Pen Set from China office

Hello Barbara

This is Tracy.

Nice to meet you here and great to hear that you are interested in our product .

As you request, I have photograghed a actual sample for your reference firstly, pls see attached picture for detail. Thanks !

Quote:
FOB China $ 6.00/set
Freight: $ 30 by UPS
Total Amount: $36.00

Payment : you have 2 option for pay to us
a) by Credit Card
You may just enter into the paypal link for our company with :

https://www.paypal.com/us/prq/id=xxxxxxxxxx

b) by T/T pls transfer to following acct :
Bank name: Bank of American
Swift code: BOFAUS6S
Beneficiary name: -2459
Account No.: 2756402459
Routing No.: 026009593

Let me know if there is any problem or question, here really need your feedback which is very improtant for me to suply better service. Thanks.

Cheers
 

Tracy

 

——- 原始邮件——-
主旨: Inquiry notification from Your Supplier
日期: Sun, 02 Dec 2007 06:24:00 -0800

 

——————————————————
Inquiry Infomation
Inquiry Number: 377
Detailed Inquiry List: http://www .ursupplier.com/shop/admin/orders.php?oID=377&page=&action=reply
Date Inquired: Sunday 02 December, 2007

Products
——————————————————
1 x Golf Club Pen Set (FFGolfPen) = US$15.16
——————————————————
Sub-Total: US$15.16
Total: US$15.16

这边给你一个良心的建议，别急着报价，要学会交换信息式的报价技巧。

以上这些帖子都是作者日常生活中的笔记，以及平时内部员工培训使用的，所以拿出来到互联网上面分享不太花时间。

我们平常有一些免费的案例培训群，还有免费的400万订单的外贸故事群，我们还有付费的基础回盘技巧大全的培训群。也有付费的15个以上的案例解说群，回盘英语要不要？

欢迎大家来微信找联络我了解。

想了解促销礼品上万笔产品库的快速报价技巧吗？

这些是作者陆陆续续完成的外贸学习材料案例，不知道多少人有兴趣呢？

想进一步了解的请加我微信：dw4363 或 微博私信。

谢谢。

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