6 巧妙化解客户担忧-害怕大货与样品质量不一样.doc

PAGE PAGE 1 第六期 巧妙化解客户担忧-害怕大货与样品质量不一样 客户背景介绍：很有潜力的目标客户，之前有过受骗经历，样品与大货不一致，导致赔款赔货。 案例全过程：陌生 - 测样很好 - 担心大货与样品不一致 - 打消顾虑 - 成交。 可学习邮件：共3封。 过程复盘：测样前的内容很简单，就不再重复，从测样后开始讲起，请配合音频学习，重点思维会在音频中强调。 很有潜力的贸易商，测试很好，可是担心大货与样品质量不一样怎么办呢？ Dear Sarah, We have tested the sample and the results are positive. Currently we have ＊＊ drums of silicone purchased from a Chinese manufacturer. We paid in advance for this shipment after testing a sample, which like the one you sent us, passed our testing process. Unfortunately the product that was sent in the bulk shipment was nothing like the sample that we tested. It was totally out of specification, not only did the company refuse to take the product back but also refused to credit the payment. In addition to this problem we had sent this to some of our customers who had failures and requested a refund. We now have to pay for the product to be destroyed.? How will you gurantee on this regard?? Regards, Kevin 我的解决邮件一：老客户下单次数见证以及返单邮件 Dear Kevin, I totally understand your worries, it's true that risk is everywhere. I'll worry the same if I were you for a new company.? My friend, we ABC is quite different with other Chinese suppliers. We've been in silicone production for over ** years, so we have quite a lot old customers. To help you know better, here I would like to share you one old customer's order data files for your ref.? 1. My 国家 distributor has cooperated with us for ** years, * tons/time and * times/year. 附上别的客户每次下单的文件夹，每个文件夹上面都是以下单日期命名的 2. Repeat order this month.? 最近客人返单发的邮件截图 If our silicone has problem, how they can repeat their order? Please let me know your idea for the above. Best Regards Sarah 解决邮件二： 关于确认大货质量的方案 Dear Kevin, Good morning. Have you checked my last email??? If you still worry, maybe you can consider my new proposal below. Firstly, we support you payment 50% T/T in advance, balance pay after we send you copy of bill of lading. Secondly. Sample from the mass production could send you free of charge before shipm