对客户讨价答复的本领
根基上90百分的客户会有讨价的要求，如何面临客户的讨价，我做了以下的接招总结。固然在详细的营业操作中还要，详细题目详细申明！
1以退为进：这个价钱我们也能做，可是如果按这个价钱做的话，质量会有所下降，请客户思量！
Example : we can also accept price at USD 200 .however , the quality will be lowed than the one I have introduced to you at price USD 220 .pls considerate it !
Besides , I would like to tell you . we can even accept the price lower than USD 200 . it is another model XX. The offer of this model is USD 175 . Only adjudge from the appearance . they are very similar . but they are completely of quality . they difference between the two model are listed as following :
1 2 3……
the price difference is USD 20 . and we can supply you one year guarantee . So could you tell me what you and your customers should pay the super quality ? what is the result of the 20/360=??????
The reason why I have not introduce the products priced USD 175 originally is that I think the quality is the heart of the products . if your customer would like to do business with you is not depend on the price , just depend on the quality。if you can search a products of high quality , they will do not care too much about the price .
申明：第一步，明白通知客户我们也能做这个价钱，但质量会有所不合。
第二步，如果年夜概保举类似但价钱比较低的产物。如果年夜提要比客户的目标价钱低，至少是要等于。
第三步，让他自己思量选择那一个产物。将两个产物的不合之处枚举出来。可以将差价除于产物的保质刻日，那样会获得一个很小的数字，记得，这个数字让客户自己算，他会以为和你在几个美分上计算很好笑。
第四步，注释一下为什么已往没有把谁人低价钱的产物介绍给他。只管即便让客户感受你是在为他的耐久生意着想。
适费用：根基上对全部的客户符合
2安慰：我们正在和你们国家的最年夜的该产物的进口商互助.我们给他的也是这个价钱
Example : dear sir , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price .
Actually , we have already exported many containers to xx . we have very good cooperation ship with XX company , which is one of the biggest importer of XX products .
Now , this company import around X containers from us every month .
you are our new customer , and your trial order is not very big . however , you share the same price with this company .
I have enclosed the B/L copy of this company’s order , pls kindly check
so we hope that you can accept our last offer . I have enclosed the P/I for your confirmation again . pls kindly keep us informed if you have paid deposit payment , so that we can arrange production asap .
申明：第一步，明白通知客户我们不能接受这个价钱
第二步，我们给某某公司的也是这个价钱（确认该公司确实比较年夜，至少要比讨价的这家公司年夜）。他已经买了良多货了。而你是第一次买，量也并不年夜（潜台词：我给你这个价钱已经够对得起你了，你就别还了）。
第三步，为使对方相信可以将该国年夜公司的提单COPY件，条约COPY件，大概是OEM的话，产物照片放在附件中。
第四步，将条约付上要求确认。
适费用：该市场上已经有比较年夜的客户，有一定的范围
3哭穷：原材料下跌，退税低落，利润自己已经很低了……
Example: dear friend , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price .
Actually , I have already given you the best offer , it leave us with only the smallest of margins .
As you known , now the market is very competitive .
1 the raw material of the XX products has been increased , I think you have already heard from other suppliers .
2 the drawback of the XX products will be 11百分 instead original 13百分 . so it is we do not make concession , it is our government can not let us give you concession again .
we hope that you can understand our situation clearly , and accept our best offer .
申明：第一步，明白通知客户我们不能接受这个价钱
第二步，申明缘故原因
第三步，希看接受我们的末了报价
适费用：价钱确实已经是不能再降了，有一定的范围

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