國際英語商務秘訣3 - 電子商務

Selling Like a Pro: Handling Objections-Part 3 (III)

When you truly understand why the customer thinks your price is too high, you can agree with the meaning of what they have said, i.e. “I agree that it is important to buy products that truly meet your budget requirements.”

By agreeing with the customer, you will show them that what is important to them is also important to you. You will show them that you are on the same team and that you want to cooperate to help them with their business. You will be able to create an atmosphere which will make the customer much more open to hearing your explanation about why your price is higher than what they want to pay and why your price or product is a good value, even if the price is more than their budget. Agreeing with the
customer creates a much more positive negotiating environment which will make it much easier for you to sell your products on your terms.

Aligning with the customer is your first step to successfully overcoming difficult objections. To understand the other important steps that you must also take, tune into parts IV – VI of Selling Like a Pro to be posted on our Website or in our regular newsletter. To really learn how to sell like a professional, you should take professional sales training to thoroughly learn and practice all of the important steps necessary to close sales and increase your profits.



專業行銷人員的銷售技巧: 處理客戶的異議 Part 3 (III)

當你真的了解為何客戶這說時，你就可以開始同意他們，並這樣說 ”我同意，公司在採購時對預算的考量是非常重要的”。

在同意他們的同時，你必須讓客戶知道，對其重要的事，我們也認為重要。你要表現出你是站在同一方，為他們的生意著想。這樣的話，你與客戶之間便創造一個和諧的氣氛，客戶也較能打開心胸來聽你說明為何你的價格比他們的預算高、為何你開的產品價位是好的價值，甚至了解這根本不是他們想買的價錢。

所以同意客的反駁將造就一個正面協商氣氛，而這氣氛將讓你的銷售產品上更容易些。同意客戶的異見是成功克服客戶反駁的第一步驟，其他的步驟我們將於接下來的文章中說明，請鎖定我們的網站或訂閱本公司的電子報(free)。到時你將了解如何成功的成為一個談判高手。



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