与砍价高手交锋，靠专业谈下客户 （Ⅰ）

某日，外贸polo接到这样一个询盘，这个询盘的客户是客户主动打过电话询问的邮箱：


dear xx,





please be noticed i got your information from you website.





refer to our call just now,i asked an offer of ** cif to chittagong.





in you offer,please enclose your coa and picture of packages.


polo收到这个简单的询盘查阅一番后，就照往常处理询盘的习惯给客户回复如下：


dear **，


thanks a lot for inquiry,to comply with your request.we would like to give you an offer as follows:


产品名称：


价格及贸易术语：1090usd


包装单位及集装箱容量：


价格有效期：


装运时间：


please refer to the attachment to get the coa recently(within 3 months) ,the picture of packages and packing photos


(请去附件下载我们近三个月的coa和最新的包装照片，装箱照片。)


i know your rule is lc+pre-inspection in bandladesh.please notice which third party you will choose,sgs or bv?


(我知道孟加拉必须用信用证结算，我们接受信用证，请告知，你们是选择sgs还是bv检验。)


xx






polo在回复客户询盘的邮件中，加上最后一句话很有必要，因为让客户明确的感受到，你是经常做这个市场，而且很了解地方的规律，对方一来对你产生了信任感，二来觉得跟你沟通不再复杂！邮件发送给客户之后，


客户那边回复：


you he been in the market of bandladesh for many years,right? you know the rules very well.


(你们公司经常做孟加拉市场是吗？我认为你很专业！)


but i am sorry to say that your offer is too high,our target price is 940usd.can you accept it?please notice as the same


(但是你的价格太高，我的目标价是940usd，能否接受，请告知！)


外贸polo收到邮件看到对方开出了目标价940usd，心想：这个价中国的确是做不了，但是伊朗能做，伊朗的产品价格极其便宜！于是就回复客户：





yes,we he been in the market of bandladesh for many years.every month,we export ** about 8 containers.all to chittagong.the payment is lc.


(是的，我们经常走孟加拉，每个月8个柜左右，都是到吉大港，都是信用证付款，我们的产品做sgs比较好，因为上海的sgs对我们的产品较为了解！bv未必能对**这种专业产品进行品质检验！


about the third party pre-inspection i advise sgs.sgs shanghai is very fimilar with our products.bv may not make the inspection about the quality.


about the price,i do believe you can get 940usd,from iran,not china.the price from iran is very very low.but in china our cost is much higher that it in iran.you are expert.i think you will understand.


our lowest price is 1080usd,please compare the price in china market.


you will get the final decision





接着客户就回复说：


1000usd，如何？


小伙伴们这里你们看到了吗，客户主动抬高价格了。


polo见到客户把价格提高了，于是回复：


we really cant accept 1000usd/mt.frankly speaking you can buy ** from iran.the price is very very low.





客户回复：


你真不会做生意，哪有把客户往外推的，都是尽量的拉客户，你不是合格的商人，请说你能给出的最低价！


polo见状回复：


i am the real business man.our final target is profit.we really want to deal with you.but your price is too low.no profit at all.we must get the profit to keep our company and factory.so i made a suggetion to you to help you to get the best offer.i think you will remember me.maybe in the future we he chance to make deal.

我的最低价1070usd，这真的是最低价了！

哈哈，客户见polo如此说，便回复：


1020usd，能接受，我们就合作，不能接受，就没机会