一、原则性
客户在电话里问价格，这是咱们做销售大多会遇到的问题，报还是不报？报低或报高，对应的结果，我想不用我多说，销售朋友都知道的。那，那到底如何说，会将被动回复局面变成主动引导呢？
我一直在说，要时刻掌握销售主动权，由于价格问题太敏感，还是那句话：关系不到，价格不报！如果真要报价，那就要和订单量、付款周期、售后等捆绑来谈。
我们之前聊过，找精准客户的一个公式：
满足客户主要需求=品牌+质量+未来预期（客户利益）+价格+付款方式+售后服务+供货周期+货源稳定+其它因素。
原则：并不是找咱们报价的客户，最终一定会成为我们的客户，双方都有一个选择的过程，所以，我认为，销售一定要有一定姿态，不能唯唯诺诺，要有一定的原则性，敢于说‘不’，敢于跟客户谈条件，敢于向客户提问题，不要怕客户跑了，如果客户真的要跑，你哪怕免费，客户一样还是会离开的。
按着上面的公式来套，你对即将要报价的客户了解多少？如果什么都不了解，你直接报价，那么，报价后没有回复，报价后客户不理你，也就在情理之中了…
所以，报价前，咱们应该勇敢的向客户问问题：
“**总，你们公司一般的付款方式是怎么样的呢？”
“**总，你们预计首批订单是多少呢？翻单是如何规划的呢？”
“**总，你们预计什么时候要货呢”
这些问题，我们要问客户，知道客户信息越多，我们对于销售局面的掌握越有把握，不要想着报价了，就一定能成交，那么，既然报价了，不一定会成交，所以，我们没必要以损害自身和公司利益的前提下，去一味的迎合客户。销售中的“战斗机”搜索魔鬼销售学关注我们。
二、销售话术
实际现状
销售的几个关键词：订单量、交货日期、售后。
平时有这么个情况：客户如果要货急，工厂工人需要加班加点的做，会产生加班工时，工厂需要多支付钱，如果交期不是很急，可能就没有这些工时产生。
订单量：订单下得多，采购成本有优化的空间，如果订单量少，一方面工厂生产转产频率高，浪费时间，另一方面，采购成本根本没有压缩空间。
售后问题：有些产品，售后问题比较多，不光是工厂原因，还有客户本身原因，那么返回工厂，自身还需要安排工人去维修，完成后，还要寄出，这里又有运费产生（别看这点运费，累积起来，也是大开支啊）
所以，一般谈价格，一定要捆绑订单量、交货日期，或者是售后处理原则问题。倘若你这几个关键点没有搞清楚，那对不起，踢给你的皮球，还是要想办法踢回去给客户！
于是，咱们话术就可以这样来说：
“**总，呵呵呵，哇！我要是一报价，万一您说贵了，等下都不给我解释的机会，其实我们的价格在同行中很在竞争力的，服务过的客户有A公司、B公司、C公司，他们对我们的服务评价是：这公司挺有人情味的，这公司产品质量挺好的；哎！对了，王总，你的采购量是多少呢？”
既要说得自己很委屈，把自己形象塑造得高大上，又要让客户觉得：是啊，也是这个理。那么，你就要提前做好应对准备。
话术是不断锤炼的过程，而并非一尘不变，但是思路有了，剩下的就交给执行！朝着这个思路做下去，一次行不通，再改，二次不行，再改，三次不行，继续改，把事情做到一定深度，你觉得你还会差吗？
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