山东电气成套设备｜客户说“你们高”？这样回应，既又省心

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

　　做山东电气成套设备销售、对接客户的朋友们，相信大家都遇到过这样的情况：跟客户沟通得好好的，客户突然抛出一句“我们跟某某公司打过交道，只是你们的比较高”，一下子就把沟通陷入僵局。其实客户说高，不是真的嫌贵，大概率是没摸清我们的优势，或是陷入了“比价陷阱”——拿别人的低配，跟我们的中配、高配比。今天就实打实地跟大家唠唠，遇到这种情况该怎么回应，同时把山东电气成套设备的核心优势、逻辑讲透彻，帮大家轻松化解质疑，搞定客户。

　　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.

　　，遇到客户说高，步不用急着辩解，也不用降价妥协，先简要跟客户讲清我们的竞争优势。什么是竞争优势？说白了，就是我们比同行厉害、还刚好是客户需要的地方，不是空喊口号，全是实打实的硬实力，这也是我们山东电气成套设备立足市场的核心底气。

　　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.

　　很多客户比价，只看表面，却忽略了“一分钱一分货”的道理，尤其电气成套设备，高低从来不是凭空定的，背后藏着配置、工艺、品质和服务的差距。客户往往会犯一个误区：拿竞争对手的低配产品，来和我们的中配甚高配产品比，越比越觉得我们贵，却不知道自己已经陷入了比价陷阱。这时候，我们一定要清晰拆解配置情况，帮客户理清差距，让客户明白，贵有贵的道理，省钱不是省在品质上。

　　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.

　　具体来说，配电柜（电气成套设备核心部件）的，主要取决于这几个方面：元器件、柜体、销售费用、工人工资，还有重要的售后服务费用。我们做山东电气成套设备，对所有客户的承诺都是：产品和服务满意度100%，这份承诺，就藏在每一项构成里，也是我们略高的核心原因。

　　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，我们敢保证，所用元器件是正品，绝不掺任何伪劣产品、翻新产品。电气成套设备的性，全靠元器件撑着，伪劣元器件不仅容易出故障，还可能引发隐患，后期维修、更换的成本，远比前期省的钱更多。我们宁愿多花成本用正品，也不拿客户的和后期运营冒险，这是我们的底线，也是和小厂家的区别。

　　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，工艺要求方面，我们全程严格按照标准制作，所有要求的附件，一件都不会少、不会偷工减料。行业里有些企业，遇到可做可不做的工艺，为了省成本，直接省略不做，表面看低了，实则埋下很多隐患，后期设备运行容易出问题，维修起来特别麻烦。而我们不管是必做工艺，还是细节补充工艺，都会一丝不苟做到位，确保设备长期稳定运行，减少后期故障。

　　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，柜体工艺方面，我们的柜体都是从大型正规厂家采购，不是小作坊生产的劣质柜体。大厂家的柜体，工艺更成熟、防护措施更到位，能有效保护内部元器件，抵御潮湿、腐蚀等环境影响，延长设备使用寿命，这也是我们构成里，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.

　　光说品质还不够，我们还有实打实的样板工程，给客户吃一颗定心丸。温州体育中心、温州高铁南站扩建工程、温州医科大学新校区工程、温州威马汽车新厂区等大型项目，用的都是我们的电气成套设备，能拿下这些项目，足以证明我们的产品品质和服务实力，不是我们自夸，是市场和客户认可的。

　　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，售后服务也是我们的核心优势，更是里的重要附加值。我们的售后服务工程师，能做到30分钟内快速响应客户诉求，2小时内到达现场处置故障，不管是设备安装调试、日常维护，还是后期故障维修，我们都能快速到位，帮客户减少停机损失。很多小厂家，虽然低，但售后跟不上，设备出问题找不到人，耽误运营，反而让客户花更多冤枉钱。

　　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.

　　总结一下，遇到客户说“你们高”，核心就是帮客户理清“≠成本”，我们的高，高在正品元器件、国标工艺、柜体、项目背书和售后，每一分钱都花在刀刃上，能帮客户减少后期维修、更换、停机的成本，长期来看更划算。

　　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.

　　做山东电气成套设备，我们不拼低价，只拼品质和服务，毕竟电气设备，和稳定才是客户需要的，后期省心、不出问题，才是真的帮客户省钱。如果大家还想了解更多电气成套设备业务公关、销售技巧，化解客户质疑的干货，不妨看看我的线上视频课程《电气成套设备业务、公关策略与销售技巧》，里面全是实打实的实战经验，相信不会让你失望，也能帮大家更好地对接客户、搞定订单。

　　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.