B2Đàm phán
Tình huống. Khách hàng nói giá của bạn cao hơn đối thủ cạnh tranh 20%. Xử lý phản đối này bằng cách hướng cuộc trò chuyện về giá trị thay vì giảm giá ngay lập tức.
Xem các câu nói chuyên nghiệp trong hội thoại (nên mở sau khi chơi xong)
That's a fair question. Before we talk numbers, can I ask what matters most to you in this decision — price, or the results you'll actually get?
You're right, that came out wrong. Let's actually look at what's included in our price versus the other option.
Let me be careful here — before promising a number, let's first look at whether the two packages are even comparable.
Our price includes onboarding support and 24/7 service, which the other option charges separately for — when you add that up, the real cost is often similar or lower.
Based on similar clients, teams typically save around 5 hours a week from the support alone — that adds up to real cost savings over a year.
What if we kept the full price but included the onboarding package free for the first 3 months — would that work better for your budget?
Great — I'll send over the updated proposal today with those terms in writing.