業(yè)務(wù)做多了以后發(fā)現(xiàn)，經(jīng)常會遇到這種情況，10個人有9個人一開口就問價格的，每當(dāng)你直接報價，百分百的客戶都說“太貴了”，然后中斷咨詢。

我自己來分析一下客戶的情況和心理是什么樣子的。

第一種是這種客戶幾乎就是讓你來陪襯，因為他想確認(rèn)這個產(chǎn)品的價格和大概范圍，其實他已經(jīng)選定了供應(yīng)商，所以不管你究竟是便宜了還是貴了，他一律回答你太貴了。

第二種情況是，他對你什么也不了解，一點信任都沒有的，這跟你平時的輸出有關(guān)系，他反正看到你了嘛，就問一下，因為你就是一個倉庫一堆貨，那他不問價格問什么呢？你這是逼著客戶跟你談價格，他對你什么都不知道，看了你發(fā)的東西，還是沒有建立起信任，就把你當(dāng)成一個陌生人，這樣交流怎么會交流的好呢？

第三種是客戶在貨比三家的過程中。先問了你一遍，再去對比了一圈，然后又回到你工廠來咨詢。他覺得你還可以的，你發(fā)布的信息和你平時的“所作所為？讓他回心轉(zhuǎn)意了，想找你做展柜，也可以說是建立起了一點信任感，把你當(dāng)作一個基本要交易的對象，或者是默認(rèn)的首選對象。

前面兩種情況，我一報價就涼涼了，怎么可以直接報價呢？一報價客戶就跑了。

首先，展柜是一個工業(yè)品，不是像礦泉水、方便面這樣的東西，隨便有一個標(biāo)準(zhǔn)價格，展柜的價格關(guān)乎制作的全面質(zhì)量，在雙方不了解情況下報的價格，那是對彼此都不負(fù)責(zé)任，失敗率可達(dá)99%，一定見光死。但是也不要跟客戶爭鋒相對，要回答客戶問題。我一般都會了解客戶情況，他的使用場景是怎么樣，他的要求是高級還是低級，這個要弄清楚，不過我們是不做窮人生意的。

我做的展柜都是以產(chǎn)品質(zhì)量要求高的客戶為主，我們工廠近30年來，制作了迪士尼漫威、卡西歐、飛亞達(dá)等近百個品牌，我們不是一個不負(fù)責(zé)任的小工廠，也不是一個不負(fù)責(zé)任的人，做了一單就跑路。

近百個品牌都是授權(quán)我們工廠定制的展柜和陳列道具。是授權(quán)，不是仿大牌，有很多公司做高仿定制找我們做一些陳列道具，但是我一律都拒絕了，不搞歪門邪道的小動作。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，國內(nèi)沒有第二家。

這么多年來，鑫峰廠一直堅持兩條腿走路，兩個產(chǎn)品都沒有放棄，一個工廠能存活30年沒有倒閉，毫無疑問一定是有自己對工藝獨有的竅門和秘訣的。沉淀了30年，供應(yīng)體系也是我們獨有的優(yōu)勢。

我們工廠還擁有自己的設(shè)計師團(tuán)隊，這在業(yè)界也許難找第二家，每年原創(chuàng)幾十款展柜和道具。在工廠擁有自己自主設(shè)計研發(fā)的團(tuán)隊，這真的是很少很少的，大多數(shù)同行工廠只是有一個拆解圖紙的繪圖員，而不是設(shè)計展柜形象的設(shè)計師。

我們秉持正心正念做生意做展柜，把全面質(zhì)量提高到國內(nèi)一線水平，甚至有個別展柜對標(biāo)了全球一線品牌的制造質(zhì)量，質(zhì)量好了，價格自然也是貴的。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試

After doing more business, I found that often we will encounter this situation that 9 out of 10 people asked the price at first. Whenever you directly quote, 100% of the customers say“Too expensive”, and then interrupt the consultation.

I come to analyze the customer's situation and what is the psychological look

The first is that this kind of customer almost makes you stand out, because he wants to confirm the price and the general range of this product. In fact, he has already selected the supplier, so whether you are cheap or expensive, he invariably replied that you were too expensive.

The second situation is that he doesn't know anything about you and doesn't trust you at all. This has something to do with your usual output. He saw you anyway, so he just asked, because you are just a warehouse full of goods, well, why would he ask if he didn't ask the price? You are forcing the client to talk to you about price, he does not know anything about you. After reading your post, he did not build any trust, just like you as a stranger. This communication will be good communication?

The third is the customer in the process of comparison. First asked you once, then went to compare a circle, and then came back to your factory to consult. He thinks you're okay. What you post and what you normally do urge him to change his mind and come to you for a display case. It can also be said to build a bit of trust, treat you as a basic transaction object, or the default preferred object.

In the first two cases, it will fail as soon as I quote. How can I quote directly? The client ran away as soon as the quotation was made.

First of all, the display case is an industrial product, not something like mineral water or instant noodles with a random standard price. The price of the display case is related to the overall quality of the production, and the price quoted when is unknown to both parties is irresponsible to each other, the failure rate can reach 99% , must die when under the light to die. But also do not compete with the customer, to answer customer questions. I usually know the customer, how he uses, whether his request is high or low. These should be clear, but we will not do poor business.

I do display cases are to product quality requirements of customers. Our factory in nearly 30 years has done the production of Disney Marvel, Casio, Feiyada and other nearly 100 brands. We are not an irresponsible small factory, nor is it an irresponsible person to do a single run.

Nearly 100 brands are authorized to our factory custom display cabinets and display props. It was an authorization, not an imitation of a big name. Many companies wanted us to make some display items copying luxury, but I refused all of them. I would not do any dirty tricks.

Not only can do clocks, jewelry, museums and other display cabinets, but also can do display props factory, there is no second in China.

For so many years, Xinfeng factory has insisted on walking on two legs, not giving up on both products. If a factory can survive for 30 years without closing down, there is no doubt that it must have its own know-how and secret. Precipitation of 30 years, the supply system is our unique advantage.

Our factory also has its own team of designers, which in the industry may be difficult to find a second. Every year with dozens of original cabinets and props. There are very few factory with independent design and development teams. Most of the other factories only have a draftsman who takes apart the drawings, not a designer who designs the image of the display case.

We do business with mindfulness to do display cases, to improve the overall quality of domestic first-line level, and even a few display cases against the global first-line brand manufacturing quality. With good quality, the price is naturally expensive.

If you are not satisfied with the display case, welcome to try Xinfeng Factory.

我是展柜大小姐章婭妮，來自東莞鑫峰展柜廠，30年來我們廠只做類似于卡地亞珠寶這樣的奢侈品展柜和道具。

100多個國內(nèi)外品牌授權(quán)我們廠制作展柜和道具，雖然我們貴一點，但是品質(zhì)堪比卡地亞。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，這樣的工廠，在國內(nèi)沒有第二家。

我已經(jīng)用自己的姓名“章婭妮”注冊了展柜品牌，這代表了我此生不轉(zhuǎn)行。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

I am Zhang Yani, the esteemed lady of the showcase industry, representing Dongguan Xinfeng Showcase Factory. For 30 years, our factory has specialized in crafting luxury showcase displays and props akin to those found in Cartier.

With over 100 domestic and international brands authorizing us to produce their showcase displays and props, our products may be pricier, but our quality rivals that of Cartier.

Our factory is unparalleled in China, as we are capable of fabricating both showcase displays for watches, jewelry, and museums, as well as various display props.

I have registered the showcase brand under my own name, "Zhang Yani," signifying my unwavering dedication to this industry.

If you are not satisfied with the display case, welcome to try Xinfeng Factory.

手機/微信：17688026138

聯(lián)系人：章婭妮

地址：廣東省東莞市企石鎮(zhèn)永發(fā)工業(yè)區(qū)環(huán)企大道42號之一

Mobile/WeChat: 17688026138

Contact Person: Zhang Yani

Address: No. 42-1, Huanqi Avenue, Yongfa Industrial Zone, Qishi Town, Dongguan City, Guangdong Province