2销售知识百问百答.doc

销售知识百问百答1.你们的价格太高，你们可以优惠点吗？Q：The price of your product is too high, can you give me discount？你对我们的产品有了解吗？如果你还不是很了解，那你也就不能判断我们的产品是不是贵了。实际上，我们的价格很合理 ，和那个产品比起来使你看起来我们的产品更贵呢？在现有市场上，同档次的产品还没有比我们更便宜的，一分价钱一分货。A：Did you know our product? If you dont know much about it, you cant judge whether our products are expensive or not. Actually, the price is reasonable , which product is cheaper than our product ? In the shared market, our products in same grade are not cheaper than us. The quality of our product is match with the price .2.你们的产品好不好，质量能保证吗？Q: Can you guarantee the quality of product?答：当然有保证，连质量都不能保证，我还敢上门啊？我想寻求的可不是短期的生意，我们需要的是长期的合作。A: Sure,high quality give us confidence to do business with your company. Long-term cooperation is what we need most instead of short-term cooperation.3.出了质量问题怎么办？Q：How do your company deal with the problem on quality ?答：我们公司在这个行业做了7年了，已经有了一定的口碑了，所以我们会仔细分析，如果确实是我们的质量问题，您放心，那就按合同协议办事，决不让您有任何后顾之忧，我们的服务队伍也会竭诚为您服务。A：We have 7-year experience in the field of auto led light. High quality and perfect service earn us great reputation. We will have a detailed analysis of the problem. If our product is unqualified，we will deal with the problem according to contract. You have no need to worry about following problem. Our team will provide you great service.4. 质量跟XX比怎么样啊？ Q: Comparing with XX ,What is your advantage of your product quality ?答：我可以这样说我们公司的产品，同档次的我们性价比最高，同价格的我们绝对是最好的。为什么这样说呢，我们走的是高端市场，厂房也是自己建的不要房租费，同行业比的话，价格绝对是有优势的，这样才能在以后将要发生的价格战中不至于束手无策。A: The advantage is that our product is the most cost-effective among products of same kind. Reasonable price helps us avoid being at a loss in price war .5. 你们的价格能不能在低些呢？Q:Can you give me lower price ?答:您想的是低价格的东西还是利润高的东西啊，可以说我们的价格绝对是最低的了，比我们还低的，只有两中可能，一：跟我们不是一个档次的，二：质量是没什么保证的。能做到我们这种性价比还不是随便就能做到的，有实力的.有句话叫：钱不是省出来的，是赚出来的，X老板您看我们是不是在销售策略上多谈一些呢？Q: Low price and high profit, which aspect your company like best? Absolutely, the price is lowest. Two factors lead to a lower price of product,one factor is its lower grade, another factor is poor quality. We are always committed to offer our customers with cost-effective products.There is a old Chinese saying that its wiser that we earn money , not save money.Mr X,i think we can have a further discussion about the sale strategy.6. 说实话，我们没听过你们这个牌子啊。Q: To be honest, we are strange to your brand of product.答：现在小作坊也多，同行就更不用说了，品牌也就多了，这里没什么名气很正常，还没有那一家国内品牌敢说它是全国品牌，都有一定的区域性.A:There are many small workshops in China now. Similarly,there are many brands in same business.its normal that you are not familiar with our products.Usually, famous products is well-known in certain area.7. 我现在没时间，过几天在谈吧！Q: Im busy now, i will speak with you later.答:过几天在谈,那我们就定个时间吧!您看是明天,还是后天呢?是上午还是下午呢?我随时等候你消息。A：OK，what is certain time ? How about tomorrow，or the day after tomorrow? Is it in the morning or in the afternoon ? I am always waiting for your message.8. 你们的包装好不好看啊，好不好买啊？Q：What is your packing details? Those products can be sold well?答：一个人有一中审美观，十个人就有十中审美观，对顾客来说，只要产品好才是重要的不是吗？ A：Everyone has different aethestic standard.For customers,the most important thing is the quality of products,isnt it? 9.客户反映货期过了，怎么向客户解释？ Q：.How we explain to customers when the date of delivery has been delayed?答：直接告诉告诉客户，货现在发不了，当然要委婉，要显出你的无奈和缺失是诚心合作的心。同时再保证以后绝对不会有这样的事情。生产部如果答复你10天后能交货，你就告诉客户15天，反正都是延迟了。如果他不同意，再说一定想办法，加班敢进度。然后过个2，3天告诉他可以提前5天，这样客户会很高兴，还会感谢你们的努力，甚至都能忘了是你们延迟的交货期。 A：You can tell the truth directly. products cant be delivered now ,of course,you should explain in a right way. The best way is to show your sincere cooperative desire and helplessness. And you should make a promise that there is no such a thing happening again .If production department reply you that delivery date is extended by ten days ,and the delivery date you could tell the customer is extended by 15 days.anyway it had been delayed. If he does not agree, you can tell him you are taking important measures to ensure the schedule. After 2 or 3 days, you could inform him that five days can be saved , he will be very happy, and thank you for your efforts, even forget your delayed delivery date .10. 我要你们长期派人支持。Q: I need your long-term support.答：你需要什么样的人？是技术性的，还是服务性的,但是无论我们派谁过来,终究是不能长时间待的,所以真正的支持是我们对您服务人员的培训支持,只有这样才能根本将您的综合实力提升!随时随地的面队客户所提出的问题,这才是我们对您的最大支持!A: what kind of support? On technology or on service? Its impossible to send our employees to stay in your company for long period. Re