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[客户]【原创干货】外贸大咖是如何应对客户讨价还价的

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更多 发布于:2017-08-20 08:24
应对新客户讨价还价的绝招

Hi guys,

我是Flora,我们谈论过客户的初步拜访并报价,本帖中我们深入谈一下当客户讨价还价时,我们该如何应对。本帖不仅仅教你招式,还教你如何用英语表达,一举两得!

场景:供应商通过邮件将产品目录和报价发给了客户后客户回复供应商的邮件内容,以及供应商应该如何回复客户。


Dear Wang,
Hi! This is Stephen from ABC company.
王先生,您好!我是ABC公司的Stephen.

I just checked your email about the price list. We're very interested in the model attached. But to be honest, the price you offered is much higher than other suppliers.
我已经查收到您产品报价的邮件了。我们对附件中的这个型号非常感兴趣,但老实说,您提供的价格比其他的供应商高了许多。

I understand that your product may have some advantages but your price is too stiff. As you know, we are one of the biggest distributor of LED lights in Malaysia. We always buy in bulk, and we place order every single month. Actually our expected price is two dollars less than the price youoffered.
我理解您的产品有一些技术优势,但是您的价格实在是太高了,正如你所知,我们是马来西亚LED灯的最大分销商之一。我们总是大量采购,并且每个月都下订单。事实上我们期望的价格比贵司报价要少两美金。

We're looking forward to cooperating with you. So pls let us know your comments ASAP, thanks.
我们十分期待与贵司合作,所以请尽快告诉我们贵司的想法,谢谢。
Best regards,
Stephen

客户收到产品报价后,通常都会像上面那样讨价还价。那么我们应该如何回复客户的邮件呢?以下是一个较好的回复案例。

Dear Stephen,
Thank you for your reply.
Stephen先生,感谢您的回复。

We understand that price is essential if we sell to Malaysia market. But for your information, for the past 5 years of exporting our products, we only receive 10% of average level of client compliant in our industry. Default products costs high for after sales services including cost for shipping,replaced components,ect.

我们知道价格对于马来西亚市场的重要性。但是望您知悉,在过去的五年里,我司产品的客户投诉率是行业平均水平的10%。产品故障会导致售后服务成本高昂,包括运费和更换零配件的成本等。

Our price include 3 years of guarantee,one more year than most of our competitors. The slightly higher price of our products goes to the better materials and more complete and strict testing.

我们的价格包含三年质保,比大多数竞争对手多一年。稍微高出的价格,主要用于采购更优质的原材料,以及进行更完善和严格的产品测试。

Your expected price is too low. We'll never be able to come down to your price. The gap is too great. However, I think it unwise for either of us to insist on our own price. How about meeting each other halfway and each makes a further concession so that business can be concluded?We will make a reduction of one dollar in our price.This is our bottom line.
贵司的期望价格实在是太低,我们绝不可能将价格降到那么低,这之间的价差太大了。但是我们双方继续坚持自己的价格是没有意义的。能不能互相做出让步?各方都再让一半,生意就能成交了。我们在原价的基础上再降一美金,这是我们的底价了。

Please let us know your comments thanks. Looking forward to cooperate with your company as soon as possible.
请告诉我们贵司的想法,很期待能尽快与贵司合作。
Best regards,
Wang

小伙伴们知道如何应对客户的降价要求了吗?以上只是举个例子,大家还可以根据自己公司的政策和客户情况,具体问题具体分析,对客户动之以情,晓之以理。让客户觉得你贵的有理由,但又不会和客户的期望价相差太大。


大家还可以关注“玩转外贸英语”公众号收听音频文件,听听发音,跟读练习,不论在展会还是公司与客户当面交谈时,都能信手拈来。


本文为Flora原创作品,如需转载请注明出处!~



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