5 客户有固定的供应商，如何引诱测样.doc

第五期：客户有固定的供应商，三步引诱测样 客户背景介绍：有固定供应商的贸易商，网站上能看出卖的谁家的产品，对新供应商不感兴趣。 案例全过程：从无兴趣-说服测样。 可学习邮件：共3封。 过程复盘：请配合音频学习，重点思维会在音频中强调。 客人邮件表示，对新供应商不感兴趣 Hi, Sarah Sorry for not replying as we are really very busy.? the silicone rubber we are buying from A company is acceptable to our customers & we are trying to avoid too many suppliers as our demand is not big.? Thanks. Kevin 电话沟通后，虽然客人没意向，但我却套出他的实际用量。第一步，立即回复第一封可学习邮件： Hi, Kevin ? Greetings. Appreciate your reply.? We totally understand you won't change your current supplier immediately, we also don’t like customer easily change their mind, because today you are willing to work with us, the other day you can easily taken away by others too. There’s no meaning for long-term business. You are really a good distributor!? However, Kevin, I still think you should know one more good supplier even not rush for business, because market is changing.? I am wondering if you have met quality problem like thick viscosity, oil bleeding, low duplication times, catalyst smell bad etc…maybe yes or no, but our silicone has non of these quality prob in the past ** years. Below is some feedbacks we received from customers which may help you know more about our quality.? 截图一 截图二 Pls let me know if we can be any of your help.? Regards, Sarah 第二步，第二封可学习跟进邮件，做价格对比参照 Dear Kevin,? Warm greetings from China.? Pls find below comparison data sheet and price for your reference ----- 参数表格省略 ? Dear Kevin, As we talked that you always buy silicone about **kgs/year from 竞争对手, right? That means we will help you save 差价乘以一年的用量 =***USD per year at least. Surely,?better quality?is the most important. We have below advantages than 竞争对手 1. ****. 2. ***** 3. ***** 4. ***** Kevin, as I said we understand it's not easy for you to change a supplier, however every company should not put all eggs into only one basket, what shall you do when risk comes?? who knows what will happen tomorrow, right?? You may no need to cooperate with us at once, but we will be your first best choi