外贸如何讨价还价

许梦云
基本上90%的客户会有还价的要求,怎么面对客户的还价,我了以下的接招总结。当然在具体的业务操作中还要,具体问题具体分析!


1.以退为进:这个价格我们也能,但是如果按这个价格的话,质量会有所下降,请客户考虑!


Example :


we can also accept price at USD 200 .however , the quality will be lowed than the one I he introduced to you at price USD 220 .pls considerate it ! $ L5 L& ]5 B& M: f- q
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 :$ H* \\/ K! q) u [" l
1 2 3 ……( |2 |: F7 I% S
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=??????
. g# X" A& V/ T. X+ F: g2 L; uThe reason why I he 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 .





分析:


第一步 ,明确告诉客户我们也能这个价格,但质量会有所不同。


第二步 ,如果可能推荐类似但价格比较低的产品。如果可能要比客户的目标价格低 ,至少是要等于。


第三步 ,让他自己考虑选择那一个产品。将两个产品的不同之处罗列出来。 可以将差价除于产品的保质期限,那样会得到一个很小的数字,记得,这个数字让客户自己算,他会觉得和你在几个美分上计较很可笑。
第四步 ,解释一下为什么以前没有把那个低价格的产品介绍给他。尽量让客户感觉你是在为他的长期生意着想。
2014-08-04 360阅读
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AI回答:
2. 引入竞争对手:可以和客户说现在市场上同样的产品价格普遍是高于我们的报价的,但为了获得您的业务,我们可以尽我们最大努力提供更优的价格。同时也可以引入和客户竞争的公司或者产品来让客户做出更决策。

Example:
I understand that price is always an important factor in business. And I also aware of the fact that many of our competitors sell the same products at higher prices. However, as your supplier, we are committed to providing you the best possible price. You can check the price from other suppliers, and it's common knowledge that we have the most competitive prices in the market.

3. 降低成本:可以和客户说我们可以考虑降低生产成本,以此为理由让客户接受更低的价格。有时候,客户可能并不关心品质而更看中价格因此这个策略往往可以取得良好效果。

Example:
We understand that price is a key factor for you, and we can try to reduce our costs to meet your needs. For example, we can consider using lower-priced materials or changing our production process to reduce costs without compromising on quality. This should help us to offer you a more competitive price but still maintain high quality.

4. 打包销售:将多个产品组合在一起打包销售,通过小幅度降价来吸引客户采购,这样可以提高均单价和销量,增加业绩。

Example:
We have a special promotion ongoing right now that can offer you a package deal. If you buy all of our products together, we can reduce the price to the total of all individual products and additionally offer you a special discount of 5%. With this package deal, not only you can save some money, you can also get all the products that you need from us in just one purchase, which is very convenient.
2023-06-10
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  • Amber
    这个真的很难说服
    2015-03-13
  • 许梦云
    只能说将心比心吧。。。。哈哈!!!!感兴趣的可以聊聊:mengyun@winbons
    2014-08-05
  • hiuihuihui慧
    哈哈哈尽量让客户感觉你是在为他的长期生意着想。
    2014-08-04
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