原创: 关于客户还价的回复
基本上90%的客户会有还价的要求，怎么面对客户的还价，我做了以下的接招总结。当然在具体的业务操作中还要，具体问题具体分析！" I. m2 q4 ~9 ?
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1 以退为进 ： 这个价格我们也能做，但是如果按这个价格做的话，质量会有所下降，请客户考虑！* t. o2 P7 a6 C; K) d8 Y
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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 !
6 ~* J. E: z* A3 ~8 g: b) W1 HBesides , 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 :6 \3 @3 i. N* |0 N0 E; Z
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8 v R7 Y7 A# _4 ^# ithe 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=?????? J+ }( S* A1 w7 Z4 E$ D
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 . 0 X- t7 O' D1 k0 I I
) U: R7 v7 f7 y; ]分析：第一步 ，明确告诉客户我们也能做这个价格，但质量会有所不同。5 V# x h/ {& E' K, i
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。
: w' ^, N" f1 F. x# c Y7 ^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。
( ]9 W& F. y( S! F- i( q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。9 l7 c: e S! q
2 S. n+ n/ M5 o) y$ j( n6 {, x适用度： 基本上对所有的客户合适0 z: x% Q9 h9 B( p
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. |* l9 E& U& k( Y! E1 G2 刺激：我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格1 D; n8 w( m! L0 S4 m
& Z3 x+ T2 s: l! Z+ F$ |Example : dear sir , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price . - {+ D7 ^+ t" i! F- g
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 .
( w9 ^& A& E1 {Now , this company import around X containers from us every month .
' W v: B- f8 {8 X, Zyou are our new customer , and your trial order is not very big . however , you share the same price with this company . ' p, p" x# N0 ^ x1 x6 @5 l
I have enclosed the B/L copy of this company’s order , pls kindly check ' t& W+ c5 {2 A) {1 p8 N& u
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 .
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9 |% W) D2 L# l7 b0 }8 p分析： 第一步 ，明确告诉客户我们不能接受这个价格
& W$ z3 s" x* ^1 N7 I+ L 第二步 ，我们给某某公司的也是这个价格（确认该公司确实比较大，至少要比还价的这家公司大）。他已经买了很多货了。而你是第一次买，量也并不大（潜台词： 我给你这个价格已经够对得起你了，你就别还了）。
; @" ~: ~6 X: L$ Q- \! D 第三步 ，为使对方相信可以将该国大公司的提单COPY 件，合同COPY件，或者是OEM 的话，产品照片放在附件中。
. w0 `5 E) |/ {; k* T 第四步 ，将合同付上要求确认。
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适用度： 该市场上已经有比较大的客户，有一定的局限' [# N X8 Z# L/ R ~
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3 哭穷：原材料上涨，退税降低，利润本身已经很低了……; x2 Y3 H4 y9 s8 l R* R
Example: dear friend , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price .
+ q& y# L' ]7 _3 pActually , I have already given you the best offer , it leave us with only the smallest of margins .
9 O# v; f, v" p0 l2 IAs you known , now the market is very competitive . 5 Q# ~3 S% d" d/ @9 a5 H
1 the raw material of the XX products has been increased , I think you have already heard from other suppliers .
$ }' O, R. V! H9 @7 | G) K+ {2 the drawback of the XX products will be 11% instead original 13% . so it is we do not make concession , it is our government can not let us give you concession again .
3 S7 T% J6 v0 Z% B- q- fwe hope that you can understand our situation clearly , and accept our best offer . 3 J/ F: d" h) k5 S$ `, y2 d
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分析： 第一步 ，明确告诉客户我们不能接受这个价格
/ Z+ \+ t% A! ]4 G( z9 l0 N第二步 ，分析原因
0 z* D% R4 l) ]+ A( @$ P第三步 ，希望接受我们的最后报价' z/ p* q- d Q9 K5 ~ Q" v9 W3 @
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适用度： 价格确实已经是不能再降了 ，有一定的局限
