客户说“我已有供应商”，要如何应对？

当你在一些地方找到客户的联系方式，好不容易联系上了，也沟通了一段时间，却突然被告知自己已有供应商。这个时候，还有没有必要继续跟进呢？

不妨尝试一下，如果客户愿意聊，还是有希望成为备胎的，对于客户来讲，多一个选择总是好的，只要你能帮他解决问题或者说能给他带去更多利益的情况下。

A:did you check the email with price list we sent you yesterday? may I have your ideas please? xxx

B:yes, we checked your price list already, but we have supplier for this kind products.

A:I see, who is the lucky company, May I have its name?

这个时候看你与客户的交情，如果是比较能聊得来的，也许他会告诉你供应商的名字，也有不少客户是不会告知的。一旦他告诉你供应商的名字，你一定是要了解清楚竞争对手的相关信息的，这样才能体现你的专业。

一旦客户告诉你竞争对手的名字，你要知道对方的产品是什么？一般已经合作得很好的款，客户不会轻易换，你得要迅速地反映并提醒客户你们有对方没有的新款，进而尝试寻找突破点，为自己创造更多的机会。

下面是一个购买玩具的客户告知你竞争对手公司名时与一个客户的沟通：

B:It's xxx, did you hear about them before?

A:Yes, we heard about them before/we known them, they are very good supplier, how long did you do business together?/how long did you cooperate with them?

B:1,2,3years

A: I see, They are very lucky have you,xxx how you choose your supplier?

B: Well, they must have good product and good price.

A: yes, right.

B: You are nice, but at the moment, your product is similar, so we can't order from you.

A: Yes, we have  some similar products, but we also have new one that they don't have, it's very strong, and can stand fierce bump, price is good, would you like to try?

B: Can you send it to me by email?

A: We just sent it, actually it is on our price list already, can you open email now?

B: I see.

A: Do you need sample? we can send to you free, can you give us shipping account number pls?

B: ok, we will send you by email.

A: Great, thank you very much, xxx, let's keep in touch.

B: Ok,bye.

A: Take care, bye.

其实我也遇到过比较忠诚的客户，他们不会轻易透露已经合作的公司名称，这个时候就是另外一种沟通方式了，不妨看一下参考。现实中我们总会遇到这种客户，不要被对方一拒绝就泄气了，所有的成交都是从拒绝开始的。做销售的，就要有不达目的不罢休的心态，即使他已经拒绝，我们也可以尝试从客户的口中套出对你有利的信息，这样可以知己知彼，为下一次合作做铺垫。

B：Sorry, I can't tell you

A：I understand, Did you buy from Shantou ot from Shenzhen?

B：From Shantou.

A: Ok, You choose them because they have lower price, or some other reason?

B: Yes, they have good price.

A: How much they give it to you?

B: It's a secretm, hope you can understand.

A: I am very sorry to hear that, I have to make a report to my manager, and explain the reason we can't start cooperation this time, can you give me some ideas?

B: You price is very high.

A: Our price is usd 15.3, what about their price? below 14? 

B: Lower, usd13.5

A: Oh, their price is very low, can you show us this product picture by email? It can help us to recommend you better product in the future.

B: Ok.

A: Is it your old supplier, or new supplier?

B: New supplier.

A: I see, for the first-time business, price is important, money safety is also important. Last year there were around 100 factories closed.

B: ok

A:We are in this field for 13 years, do you need us to investigate this supplier for you here?

B: It is big supplier, no need, thank you.

A: ok, What a pity that we can't do business with you this time, can I still share you market information with you in the future?

B: sure

A: ok thank you,xxx, by the way, we will attend xxx fair, we looking forward to meeting you during the fair.

B: thank you, me too.

A: have a nice day, bye

B: Bye.

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