19种最常见的销售反对意见和相应的回复话术

redmaomail 2024-07-20 11:18 阅读数 123 #外贸开发信

在整个外贸销售过程中，你会碰到各式各样的销售异议。

通常，业务员和销售代表会把这些反对意见或异议看作是一种拒绝，然而，这其实是一个了解客户的机会，并通过巧妙的销售策略和技巧来留住他们。

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19种最常见的销售反对意见和回应

1 I don’t want to sign a long contract.

回应话术：That’s understandable, (first name). How about we discuss some different contract terms?

2 We’re using your competitor.

回应话术：And how are you finding them? If you don’t mind me asking, why did you choose to go with (competitor)? (Wait for a response and then rebuttal with how your product is different).

3 (Competitor) is cheaper.

回应话术：Yes, (competitor) is cheaper but they don’t offer (feature/s). At the end of the day (feature) is going to be well worth the extra expense. (Offer social proof if you can).

4 I don’t see any ROI potential.

回应话术：There’s definitely potential. I’d love to show you and explain how, (first name). Are you available this week for a more detailed call?

5 I’m not interested.

回应话术：I understand, (first name). How about I send over some information addressing ( pain point) and you can contact us if you change your mind?

6 I’m busy.

回应话术：I completely understand, and I don’t want to waste your time. I can tell you about (product) in 2-minutes. If you’re interested I’ll email you more information, if not I won’t call again. How does that sound?

7 How did you get my information?

回应话术：I came across your website and thought I’d reach out because I believe (product) would be a great fit for (company name).

8 I’ve never heard of your company.

回应话术：We’re a company that (explain your product). I’d love to chat to you about (pain point) and see how we can help.

9 This looks too complicated for my team to learn.

回应话术：Can you tell me what specifically looks complicated, and I’ll walk you through it?

10 We’re using this budget elsewhere.

回应话术：That’s understandable, (first name). You know, we had a customer who had the same issue, but they decided to go with (product) and they actually increased their ROI so they could then use their new revenue for other areas.

11 Can you call me back next quarter?

回应话术：Sure! Before I go, I’d like to get a sense of where you’ll stand next quarter. Do you think your superiors will give you the go-ahead to invest in (product)?

12 This is too expensive.

回应话术：I believe (product) can help solve (challenge) you shared with me, (first name). Here’s how…

13 You don’t have (feature).

回应话术：Have you heard of (partner)? Many of our current customers choose to use it alongside ours and so far, we’ve had good feedback.

14 I’m going to get some quotes for comparison.

回应话术：I’m convinced that we’ll be able to save you money just like we do our other clients. But I understand the need to compare. May I ask how many other quotes you’ll be getting and from who?

15 We’re happy with the way things are.

回应话术：I’m thrilled to hear that (first name)! How are you currently solving (pain point)?

16 We don’t have a big enough team for this.

回应话术：I see, and I want (product) to add value to the team you have. How big are you at the moment and what are your current day-to-day responsibilities? I’m asking because I believe (product) once onboarded, might alleviate some of those responsibilities opening up your team to do what they do best.

17 Can you email this over?

回应话术：I’d be happy to (first name). Is there anything specific you’d like more information on?

18 I saw a bad review of your company.

回应话术：We’ve resolved (issue) and now offer (fix). I’ve got a case study from (client) that expands on this. Would you like me to send it over?

19 让你留言：Hi, you’ve reached ( prospect name) please leave a message…

回应话术：Hi (first name). It’s (your name) from (company) here. I wanted to follow up/ discuss how (product) can help solve (pain point). Please let me know what time you’ll be available. Thanks!