山東電氣成套設備｜客戶說“你們高”？這樣回應，既又省心

　　Shandong Electric Complete Equipment | Customer says' your prices are high '? This response is both professional and worry free

　　做山東電氣成套設備銷售、對接客戶的朋友們，相信大家都遇到過這樣的情況：跟客戶溝通得好好的，客戶突然拋出一句“我們跟某某公司打過交道，只是你們的比較高”，一下子就把溝通陷入僵局。其實客戶說高，不是真的嫌貴，大概率是沒摸清我們的優(yōu)勢，或是陷入了“比價陷阱”——拿別人的低配，跟我們的中配、高配比。今天就實打?qū)嵉馗蠹覈Z嘮，遇到這種情況該怎么回應，同時把山東電氣成套設備的核心優(yōu)勢、邏輯講透徹，幫大家輕松化解質(zhì)疑，搞定客戶。

　　For friends who sell complete sets of equipment for Shandong Electric and connect with customers, I believe everyone has encountered such a situation: after communicating well with customers, they suddenly throw out a sentence, "We have dealt with a certain company before, but your price is relatively high", which immediately puts the communication at a standstill. In fact, when customers say the price is high, it's not really because they find it expensive. It's most likely because they haven't figured out our advantages or have fallen into a "price comparison trap" - using someone else's low-end configuration to match our mid-range or high-end configuration. Today, I will have a practical conversation with everyone on how to respond to such situations. At the same time, I will explain the core advantages and price logic of Shandong Electric's complete equipment in depth, helping everyone easily resolve price doubts and deal with customers.

　　，遇到客戶說高，步不用急著辯解，也不用降價妥協(xié)，先簡要跟客戶講清我們的競爭優(yōu)勢。什么是競爭優(yōu)勢？說白了，就是我們比同行厲害、還剛好是客戶需要的地方，不是空喊口號，全是實打?qū)嵉挠矊嵙Γ@也是我們山東電氣成套設備立足市場的核心底氣。

　　Firstly, when encountering a customer who says the price is high, there is no need to rush to defend or compromise on lowering the price. Instead, we should briefly explain our competitive advantages to the customer. What is competitive advantage? To put it simply, we are better than our peers and happen to meet the needs of our customers. It's not just empty slogans, but solid hard power. This is also the core confidence of our Shandong Electric complete equipment in the market.

　　很多客戶比價，只看表面，卻忽略了“一分錢一分貨”的道理，尤其電氣成套設備，高低從來不是憑空定的，背后藏著配置、工藝、品質(zhì)和服務的差距。客戶往往會犯一個誤區(qū)：拿競爭對手的低配產(chǎn)品，來和我們的中配甚高配產(chǎn)品比，越比越覺得我們貴，卻不知道自己已經(jīng)陷入了比價陷阱。這時候，我們一定要清晰拆解配置情況，幫客戶理清差距，讓客戶明白，貴有貴的道理，省錢不是省在品質(zhì)上。

　　Many customers compare prices based solely on surface prices, but overlook the principle of "you get what you pay for", especially for electrical equipment. The price of complete sets is never determined out of thin air, and there are hidden differences in configuration, craftsmanship, quality, and service behind it. Customers often make a misconception: they compare the price of our mid-range or even high-end products with their competitors' low-end products, and the more they compare, the more they feel that we are expensive, without realizing that they have fallen into a price comparison trap. At this point, we must clearly break down the price configuration situation, help customers clarify the differences, and make them understand that there is a reason for high prices, and saving money is not about quality.

　　具體來說，配電柜（電氣成套設備核心部件）的，主要取決于這幾個方面：元器件、柜體、銷售費用、工人工資，還有重要的售后服務費用。我們做山東電氣成套設備，對所有客戶的承諾都是：產(chǎn)品和服務滿意度100%，這份承諾，就藏在每一項構(gòu)成里，也是我們略高的核心原因。

　　Specifically, the price of distribution cabinets (core components of electrical equipment) mainly depends on several aspects: component prices, cabinet prices, sales expenses, worker wages, and most importantly, after-sales service fees. We make complete sets of equipment for Shandong Electric, and our commitment to all customers is: 100% product and service satisfaction. This commitment is hidden in every price component and is also the core reason for our slightly higher prices.

　　，元器件方面，我們敢保證，所用元器件是正品，絕不摻任何偽劣產(chǎn)品、翻新產(chǎn)品。電氣成套設備的性，全靠元器件撐著，偽劣元器件不僅容易出故障，還可能引發(fā)隱患，后期維修、更換的成本，遠比前期省的錢更多。我們寧愿多花成本用正品，也不拿客戶的和后期運營冒險，這是我們的底線，也是和小廠家的區(qū)別。

　　Firstly, in terms of components, we can guarantee that all components used are 100% genuine and will not contain any counterfeit or refurbished products. The safety of electrical equipment relies entirely on its components. Counterfeit and inferior components are not only prone to failure, but may also pose safety hazards. The cost of maintenance and replacement in the later stage is much higher than the money saved in the early stage. We would rather spend more cost to use genuine products than risk our customers' safety and future operations. This is our bottom line and the biggest difference from small manufacturers.

　　第二，工藝要求方面，我們?nèi)虈栏癜凑諛藴手谱?，所有要求的附件，一件都不會少、不會偷工減料。行業(yè)里有些企業(yè)，遇到可做可不做的工藝，為了省成本，直接省略不做，表面看低了，實則埋下很多隱患，后期設備運行容易出問題，維修起來特別麻煩。而我們不管是必做工藝，還是細節(jié)補充工藝，都會一絲不茍做到位，確保設備長期穩(wěn)定運行，減少后期故障。

　　Secondly, in terms of process requirements, we strictly follow national standards throughout the entire production process, and all required attachments will not be missing or cut corners. Some companies in the industry, when faced with processes that can or cannot be done, simply omit them in order to save costs. On the surface, the price may seem low, but in reality, it hides many hidden dangers. In the later stage, equipment operation is prone to problems, and maintenance is particularly troublesome. And whether it's the necessary process or the detailed supplement process, we will be meticulous in doing it to ensure the long-term stable operation of the equipment and reduce later failures.

　　第三，柜體工藝方面，我們的柜體都是從大型正規(guī)廠家采購，不是小作坊生產(chǎn)的劣質(zhì)柜體。大廠家的柜體，工藝更成熟、防護措施更到位，能有效保護內(nèi)部元器件，抵御潮濕、腐蝕等環(huán)境影響，延長設備使用壽命，這也是我們構(gòu)成里，不可或缺的一部分。

　　Thirdly, in terms of cabinet craftsmanship, our cabinets are purchased from large and legitimate manufacturers, not inferior cabinets produced by small workshops. The cabinets of large manufacturers have more mature processes and more effective protective measures, which can effectively protect internal components, resist environmental influences such as moisture and corrosion, and extend the service life of equipment. This is also an indispensable part of our price structure.

　　光說品質(zhì)還不夠，我們還有實打?qū)嵉臉影骞こ?，給客戶吃一顆定心丸。溫州體育中心、溫州高鐵南站擴建工程、溫州醫(yī)科大學新校區(qū)工程、溫州威馬汽車新廠區(qū)等大型項目，用的都是我們的電氣成套設備，能拿下這些項目，足以證明我們的產(chǎn)品品質(zhì)和服務實力，不是我們自夸，是市場和客戶認可的。

　　Just talking about quality is not enough. We also have practical sample projects to give customers a peace of mind. The Wenzhou Sports Center, Wenzhou High speed Railway South Station Expansion Project, Wenzhou Medical University New Campus Project, Wenzhou Weima Automobile New Factory and other large-scale key projects all use our complete electrical equipment. Winning these key projects is enough to prove our product quality and service strength. It is not our boast, but the recognition of the market and customers.

　　除此之外，售后服務也是我們的核心優(yōu)勢，更是里的重要附加值。我們的售后服務工程師，能做到30分鐘內(nèi)快速響應客戶訴求，2小時內(nèi)到達現(xiàn)場處置故障，不管是設備安裝調(diào)試、日常維護，還是后期故障維修，我們都能快速到位，幫客戶減少停機損失。很多小廠家，雖然低，但售后跟不上，設備出問題找不到人，耽誤運營，反而讓客戶花更多冤枉錢。

　　In addition, after-sales service is also our core advantage and an important added value in the price. Our after-sales service engineers can quickly respond to customer demands within 30 minutes and arrive at the site within 2 hours to handle faults. Whether it is equipment installation and commissioning, daily maintenance, or later fault repairs, we can quickly arrive and help customers reduce downtime losses. Many small manufacturers, although their prices are low, cannot keep up with after-sales service. When equipment problems occur, they cannot find people, which delays operations and instead causes customers to spend more money unnecessarily.

　　總結(jié)一下，遇到客戶說“你們高”，核心就是幫客戶理清“≠成本”，我們的高，高在正品元器件、國標工藝、柜體、項目背書和售后，每一分錢都花在刀刃上，能幫客戶減少后期維修、更換、停機的成本，長期來看更劃算。

　　To sum up, when customers say 'your prices are high', the core is to help them clarify that 'price ≠ cost'. Our high prices are reflected in genuine components, national standard craftsmanship, high-quality cabinets, key project endorsements, and efficient after-sales service. Every penny is spent on the cutting edge, which can help customers reduce the cost of later maintenance, replacement, and downtime. In the long run, it is more cost-effective.

　　做山東電氣成套設備，我們不拼低價，只拼品質(zhì)和服務，畢竟電氣設備，和穩(wěn)定才是客戶需要的，后期省心、不出問題，才是真的幫客戶省錢。如果大家還想了解更多電氣成套設備業(yè)務公關(guān)、銷售技巧，化解客戶質(zhì)疑的干貨，不妨看看我的線上視頻課程《電氣成套設備業(yè)務、公關(guān)策略與銷售技巧》，里面全是實打?qū)嵉膶崙?zhàn)經(jīng)驗，相信不會讓你失望，也能幫大家更好地對接客戶、搞定訂單。

　　When making complete sets of equipment for Shandong Electric, we do not compete for low prices, but only for quality and service. After all, safety and stability are what customers need most for electrical equipment. Being worry free and problem free in the later stage is the real way to help customers save money. If you want to learn more about the public relations and sales skills of electrical complete equipment business, as well as the practical knowledge to resolve customer doubts, you can take a look at my online video course "Electrical Complete Equipment Business, Public Relations Strategy and Sales Skills". It is full of practical experience, and I believe it will not disappoint you. It can also help you better connect with customers and complete orders.