被客户拒绝是每一位业务员都会经常面临的情况,有时是客户有其他考虑和打算,有时出于业务员自身的原因。但不论哪种情况,我们都不要一收到拒信就轻易放弃与对方合作的机会。今天我们要讲的,就是客户拒绝下订单的几种情况和业务员分别可以采取的相应对策。
一、“We don't need it for the time being.”/“We don’t need your product lately.”
Dear Sir,
Thank you for your reply. We still look forward to working with you in the future. Our products are highly valued in the industry, if you are interested in visiting our company or in hosting visiting groups, please contact us.
Wish you work well!
XXX(公司名称)
二、“We already have suppliers.”
The adopted ISO9001:2000 quality management system ensures our quality of the products.
Our company is certified with ISO-9001:2000 to overall control over the quality of products and services.
Our company take the good faith, the strength product quality gain recognition of the industry.
如果客户被说得有点心动了,我们就可以抓住机会乘胜追击,争取为客户提供更多产品信息:“Please reply us if you are interested so we can send you our complete quotation which includes prices, MOQ, packaging, delivery time, Payment terms etc.”信息提供越充分,客户动摇的可能性越大。
三、“Your price is too high.”
我们可以强调自家产品的性价比,比如告诉对方:“We urge you to compare the price and quality of our products with those of our competitors.”让客户看出你的自信;也可以向客户介绍自家产品的独特性,比如:“Our product design unique novel, classical fashion, post-sale service track prompt, warm careful.”“As the product has a unique and innovative technology, is currently in China has not the second line can compete with them.”客户只有在感到有利可图的时候才会放松口径。
如果可能,我们也可以为对方提供样品,激起对方的兴趣:
If you are interested in joining with us, we will finish the samples for you in7 days for your reference, or making the product your own design.
四、“I need to think about it.”
We sincerely hope to know what your concerns are.
Can you tell us about your concerns? We hope it can be solved very well.
五、“I need to talk to your manager.”
总之,面对客户的拒绝我们不必太过感到挫折,毕竟这是行业内常见的现象,当一个客户的备胎是备胎,当一百个客户的备胎别人就是备胎,量变引起质变,掌握高效的客户开发方法(见签名),主动寻找并积极去解决,才会让你获得的订单越来越多。