报价被说太贵★★★★★
客户
Your price is twenty per cent above the other quote. Tell me why this is not just a bigger logo.
你的报价比另一家高二十个百分点。说服我这不是只因为你的牌子大。
销售
The other quote is for a smaller team and a shorter warranty. Let me ask one question first: what happens to you if the line stops for a day?
那份报价的团队更小、保修期更短。我先问一个问题：如果生产线停一天，对你们是什么代价？
客户
We lose about the cost of your whole contract.
差不多是你整个合同的钱。
销售
Then the difference between us is buying you a response within four hours instead of two days. That is where the twenty per cent goes.
那我们之间的差别，是买四个小时之内有人响应，而不是等两天。多出来的那二十个百分点就花在这里。
客户
You are still asking me to pay for something that may never happen.
你还是要我为一件可能永远不发生的事付钱。
销售
I am asking you to pay for it only if it happens. Our contract has no extra fee for one visit; the price is the insurance.
我是说这件事发生了你才付。我们合同里没有单独的上门钱，这个价就是保险费。
客户
If I bring it down to their level, what do you cut?
如果我要求你降到他们那个水平，你会砍掉什么？
销售
The engineer who stays on the phone with you at midnight. Tell me honestly which of us you would rather have on the worst night of your year.
砍掉半夜陪你待在电话那头的那个工程师。你老实说，一年里最糟的那天，你想让谁在你这边。
客户
Send me the two options side by side, and I will decide on the numbers, not on what you say.
你把两个方案并排发我，我按数字定，不按你说的一套定。
句间停顿
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