1.要推出新产品,但买家说除非降价20%,否则不会购买,问

《1.要推出新产品,但买家说除非降价20%,否则不会购买,问》由会员上传分享，免费在线阅读，更多相关内容在行业资料-天天文库。

1、1.要推出新产品，但买家说除非降价20%，否则不会购买，问如何negotiateBuzzword:newproducts,20%discountsTask:persuadeourclienttomakethedealConcerns/problems:(1)notconfidenttoournewproduct;(2)thepriceistoohighcomparedwiththeirbudget;(3)anexcusetorefusetoacceptournewproductüPutasidetheprice,understandclient’sneedsandcalcu

2、latetheirbudgetsüHowournewproductcanhelpyoutosolvetheproblem?(oursolutionandhighlightkeyvalueandbenefitscomparedwithouroldproductandthecompetitor’sones)nExtendedlubricantservicelifenImprovedthermalandoxidativestability—allowingforhigheroperatingtemperaturenImprovedvolatility—allowingforles

3、slubricantlossnExtremeflexibility—usedinawiderangeofoperatingconditionsnLowerenergyconsumptionnImprovedbiodegradabilitynImprovedwearprotectionnReduceddepositformationüSharesuccessfulbusinesscaseinclients’industryandtestimonialtowinthetrustüSamplefree/Paysomeminimumchargefortestandperforman

4、cemeasurementüGetthefeedbackandmakeeconomicfeasibilityanalysisforprojectionüIftheystillhaveconcernsaboutthepriceortotalbudgets.Wemightproposethatn5%-10%discountforgreatamount(companypolicy)nSpecialdiscountforfurthercomparison/testingiftheclientiswithgoodpotential2.公司自行研发在中国推出的产品，竞争者变多，利润越来

5、越低，去年亏损了，问如何改变这个局面，improvebusiness。Dotherightthing:tokeepthisproductlineornot?Ifthisproductlineiscomingtotheendofitslifecycle/orgonnatobeadoggieproduct,wemightexitfromthecurrentcompetitionandproducenewreplacementtoaddressthepoppingupneeds.Dothingsright:-Goal:improveprofit-As-isAnalysis:Sup

6、pliers,Competitors,Client,Replacement,Entrybarrier,MacroeconomicalenvironmentandSWOTofourcompany,IPR-Do(1)Benchmarkwithourcompetitors(product,price,promotion,place)tofindoutourweaknessandclarifyourcompetitiveadvantage(2)Understandtheclients’feedbackandneedsagain(3)Improveourproducts/packag

7、ingtoaddressnewneedsandclient’sbuyingexperiencestoenhancetheloyaltyofthem(4)Understandoursuppliersandcontrolourproductioncostsbettertowinmorespaceforpricing(5)Iftheclients’aresensitivetoprice,wemightmakeourpricesimilartoourcompetitorsatleastwithoutbiggapwithth