当客户问我们的利润是多少,我们要如何回答才能促进成交?

释放双眼,带上耳机,听听看~!
对没有做好心理准备的业务员来讲,这个问题挺让人尴尬的。
且不说无论是工厂还是业务员,利润都是商业机密和个人隐私,关键是,有些业务员对工厂的利润不是很清楚,只知道自己的提成有多少。
聊天的形式有很多种,问答形式是其中的一种。
若发问人的问题得到了很好的解答,他才有兴趣继续聊下去。
如果被问的人表现不佳,或支支吾吾,或语言不详,不能很好的配合,这个天很快就会被聊死。
业务员跟客户聊天,无论是公事还是私事,归根结底都是公事,是为了促进订单成交。
公事自不必说,聊私事是为了增加双方的私交,为未来能够顺利推进订单或巩固客户打基础的。
所以,当业务员跟客户聊天的时候,最好不要忘记自己是谁,不要忘了自己的目的是什么,不要一聊就聊嗨,把目的偏到十万八千里外。
 
所有的聊天必须紧紧围绕一个目的,那就是能够促进订单的成交,巩固客户。
 

 

我也曾经遇到过客户问我的佣金有多少,只不过客户不是以聊天的形式问的,而是在邮件中问。

我这样答复了他,效果不错。

今天把这封邮件分享出来,希望能给大家一些启发。

你好xx:

很开心能够收到您的邮件。

关于您在邮件中提出的问题,我早就想跟您谈了,只不过一直没有找到合适的机会。

今天既然您提出来了,我就跟您好好聊一下产品的利润问题。

大家都知道,价格和数量一般是成反比关系的,客户订购的数量越多,折扣越大,单价越低。

特别是对于您所订购的产品,当总量达到1万个以上,价格的变化就特别明显。

以这款产品为例,起定量是1000,工厂毛利润20%左右。至于纯利润,由于各个工厂的成本不一样,我这里没有一个具体的数据。

随着订单数量的增加,工厂会给予一定的折扣。比如数量达到2000,给2个点折扣,达到3000,给3个点折扣,达到5000,给10个点折扣。

5000是个分界线,一般客户的订单数量超过3000以后,我都会建议他直接定5000。

假如数量超过了5000,最好把数量增加到1万,因为数量达到1万之后,工厂可以给到25%的折扣。

这是因为,对该产品而言,采购1万套的成本要远远低于5000套或1000套。

相应的,业务员或中间商的佣金也是随着订单数量的变化而变化的。

一般而言,个人佣金和订单是成反比的,订单越大,佣金的比例越少。但是,这条规则只在某个数量级的订单当中有效,比如3000个以内的订单。

当你的订单超过5000个或者1万个的时候,佣金反而会更高。

从1000到10000的阶梯中,业务员的佣金在1-6%之间浮动。

综上所述,我给您的建议是,假如您很看好产品,并且希望能够长久地把生意做下去,尽可能增加订单数量。

您前期已经下过两批订单,从目前市场的反馈来看都还不错,次品率只有千分之三,这是一个非常好的数据。

您这次的订单是3000个,如果有可能,建议增加到5000个,因为达到了5000个,您就有10%的折扣,10%和3%相比,已经有巨大的利润差额了。

或者直接把数量增加到1万,这样不但把自己的价格和竞争对手的价格彻底拉开,还能够抵御未来一段时间内市场上原材料和汇率的变化。

假如您真的拿到了低于同行25%的价格,您在终端市场的销售会非常的顺利,我也非常乐意和您一起重新制定一份产品推广销售计划。

当然,我作为合作伙伴,也会对大客户予以毫无保留的支持。

当您的数量有5000个的时候,我的佣金是三个点,但我宁愿再拿出一个点去补偿你,作为对大客户的支持。

当您的数量达到1万的时候,我的佣金有五个点,我可以拿出两个点再额外补偿您。

希望这封邮件能解答您的疑问。

如果您还有其他问题,可以随时问我。

Regards!

下面的是英文版本

Dear XX:

I am glad to receive your email.




As for the question you raised in email, I've long wanted to talk to you, but haven't found a suitable opportunity.

Now that you have put forward it today, I would like to talk with you about the profit of the product.




As we all know, price and quantity are generally inversely proportional. The more quantity, the greater the discount and the lower the unit price.




Especially for the products you ordered, when the total amount reaches more than 10000, the price change is particularly obvious.




Take this product as an example, the MOQ is 1000, and the gross profit of the factory is about 20%. As for the net profit, I don't have a specific data here because the cost of each factory is different.




With the increase of quantity, the factory will give a certain discount. For example, when the quantity reaches 2000, they give 2 points discount, when the quantity reaches 3000,  3 points discount is given, when the quantity reaches 5000, customer will get 10 points discount.




5000 is a dividing line. When the customer's order quantity exceeds 3000, I will suggest him to order 5000 directly.




If the quantity exceeds 5000, it's better to increase to 10000, because when quantity reaches 10000, the factory can give 25% discount.




because the cost of purchasing 10000 sets is much lower than 5000 sets or 1000 sets for this product.




Accordingly, the Commission of salesman or trader also changes with the change of order quantity.




Generally speaking, the personal Commission is inversely proportional to the order. The larger the order is, the less the Commission is. However, this rule is only valid for orders in a certain magnitude, such as orders within 3000.




When your orders exceed 5000 or 10000, the Commission will be higher.




In the ladder from 1000 to 10000, the Commission of salesman fluctuates between 1-6%.




To sum up, my advice is that if you are optimistic about the products and hope to do business for a long time, increasing order quantity is a wise choice.

You have already placed two batches of orders in the early stage. From the feedback of the current market, they are all pretty good. The defective rate is only three thousandths, which is a very good data.




Your current order is 3000, if possible, it is suggested to increase it to 5000, because if you reach 5000, you will have a 10% discount. Compared with 3%, there is a huge profit margin.




Or increase the quantity to 10000 directly, so that not only differenciate the price from your competitors, but also resist the changes of raw materials and exchange rate in the market for a period of time in the future.




If you really get a price 25% lower than that of your peers, your sales in the terminal market will be very smooth, and I am very happy to work with you to make a new product promotion and sales plan.




Of course, as a partner, I will give unreserved support to big customers.




When your quantity reaches 5000, my commission is 3%, but I would rather take out extra 1 point to compensate you as support for big customers.




When your quantity reaches 10000, my commission is 5%,. I can give you extra two points to compensate you.




I hope this email can make myself clearly.




If you have any other questions, please feel free to contact me




Regards!

为TA充电
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