Knowledge Card Metadata & Governance
| Module Code | 17_objection_negotiation |
|---|---|
| Framework Standard | RenWork Export Knowledge Base V3.0 (21 Modules) |
| Governance Confidence | 已验证事实 / 建议策略 (Fact-Locked) |
| Direct Support | Ivy ([email protected] / WhatsApp: +86 137 6077 3620) |
Top 4 International Buyer Objections & Counter-Strategies
| Buyer Objection | Underlying Sourcing Fear | Structured Response & Concession Policy |
|---|---|---|
| "Your price is 15% higher than another supplier in Shandong" | Fears overpaying for identical specifications | Provide OES Spectrometry test coupon (SUS304 vs 201). Never discount price without removing features or adjusting volume. |
| "We only buy Italian / German commercial kitchen brands" | Fears client rejection or culinary unreliability | Demonstrate identical core components (Dixell, Embraco, German E.G.O). Highlight $99 sample evaluation kit with 100% refund. |
| "What happens if a compressor fails thousands of miles away?" | Fears local restaurant downtime and lost meals | Reference P1 48-hour DHL Express spare parts SOP. Include 2%-3% complimentary wearing parts directly inside the shipping crate. |
| "We need 60-day open account (OA) payment terms" | Working capital liquidity constraints | Firm red line: Glead does not self-finance credit. Offer 30% deposit with 70% against B/L copy, or bank LC at sight via Sinosure. |