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  • 0 楼#

    ca1089266186

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    基本上超过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!
    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!
    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 .
    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。
    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。
    适用度:基本上对所有的客户合适。
    2. 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。
    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 .
    分析:
    第一步,明确告诉客户我们不能接受这个价格
    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)。
    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。
    第四步,将合同付上要求确认。
    适用度:该市场上已经有比较大的客户,有一定的局限。
    3. 哭穷:原材料上涨,退税降低,利润本身已经很低了……
    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% instead original 13% . 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 .
    分析:
    第一步,明确告诉客户我们不能接受这个价格;
    第二步,分析原因;
    第三步,希望接受我们的最后报价。
    适用度:价格确实已经是不能再降了,有一定的局限

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    1 楼#

    你不知道的事

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    占沙发,先顶一个,谢谢分享!

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    2 楼#

    俄巴西包清关:)

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  • 3 楼#

    cn1001006509

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    嗯嗯嗯,受教了,受教~~~~

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    4 楼#

    ca1089155245

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    支持支持~支持支持~支持支持~支持支持~支持支持~支持支持~

  • 5 楼#

    cn220025599

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    经验很足,语言功底稍差,看得出是老江湖啊!

  • 6 楼#

    cn1000831723

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    好啊啊啊

  • 7 楼#

    cn1511035578

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    收藏了

  • 8 楼#

    阿阿阿凡提

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    楼主提出的思路是很好的,可惜示范的英文实在惨不忍睹.......

    比如,“considerate”是形容词,是“善于替人着想,善解人意”的意思,形容词后面不能再加d,英语里从没有“considerated”这种东西,正确的说法是用动词consider,或have considered。该错误在文中反复出现好几次。

    又如“I am very regret that I can not accept your price.” “regret”是动词原型,前面不能再加am,直接说I regret......即可。

    像类似这样的错误,其实楼主把文字粘贴到微软Word里面,自动拼写检查也会提示你去修改的。

  • 9 楼#

    cn1512916160

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    你这么厉害圈妹造吗!

  • 10 楼#

    gzpintong

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    有些客户砍价无底线的,报个底价爱做不做

  • 11 楼#

    cn1510969063

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    谢谢楼主分享

  • 12 楼#

    牛八德撒

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    fslongyuan:楼主提出的思路是很好的,可惜示范的英文实在惨不忍睹.......

    比如,“considerate”是形容词,是“善于替人着想,善解人意”的意思,形容词后面不能再加d,英语里从没有“considerated”这种东西,正确的说法是用动词co...
    回到原帖
    considerate 的神人

  • 13 楼#

    qround

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    我想说,总结的不错,但是,给我感觉,我遇到的那些客户都不会买张。我深刻的觉得怎么我遇到的客人都很那个呢.....

  • 14 楼#

    cn1512997298

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    一遇到价钱问题就好难才成交

  • 15 楼#

    cn1512208314

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  • 16 楼#

    cn1512000232

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    楼主威武 这是大大滴分享啊

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    17 楼#

    六月的雨

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    嗯嗯嗯,受教了

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    18 楼#

    俄巴西包清关*

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    亲,给你个好评哦!我良心货代支持你

  • 19 楼#

    cn1501477639

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    谢谢分享 大大的学到了



  • 基本上超过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!
    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!
    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 .
    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。
    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。
    适用度:基本上对所有的客户合适。
    2. 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。
    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 .
    分析:
    第一步,明确告诉客户我们不能接受这个价格
    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)。
    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。
    第四步,将合同付上要求确认。
    适用度:该市场上已经有比较大的客户,有一定的局限。
    3. 哭穷:原材料上涨,退税降低,利润本身已经很低了……
    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% instead original 13% . 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 .
    分析:
    第一步,明确告诉客户我们不能接受这个价格;
    第二步,分析原因;
    第三步,希望接受我们的最后报价。
    适用度:价格确实已经是不能再降了,有一定的局限


  • 封禁

    占沙发,先顶一个,谢谢分享!


  • 封禁




  • 嗯嗯嗯,受教了,受教~~~~


  • 封禁

    支持支持~支持支持~支持支持~支持支持~支持支持~支持支持~



  • 经验很足,语言功底稍差,看得出是老江湖啊!



  • 好啊啊啊



  • 收藏了



  • 楼主提出的思路是很好的,可惜示范的英文实在惨不忍睹.......

    比如,“considerate”是形容词,是“善于替人着想,善解人意”的意思,形容词后面不能再加d,英语里从没有“considerated”这种东西,正确的说法是用动词consider,或have considered。该错误在文中反复出现好几次。

    又如“I am very regret that I can not accept your price.” “regret”是动词原型,前面不能再加am,直接说I regret......即可。

    像类似这样的错误,其实楼主把文字粘贴到微软Word里面,自动拼写检查也会提示你去修改的。



  • 你这么厉害圈妹造吗!



  • 有些客户砍价无底线的,报个底价爱做不做



  • 谢谢楼主分享



  • fslongyuan:楼主提出的思路是很好的,可惜示范的英文实在惨不忍睹.......

    比如,“considerate”是形容词,是“善于替人着想,善解人意”的意思,形容词后面不能再加d,英语里从没有“considerated”这种东西,正确的说法是用动词co...
    回到原帖
    considerate 的神人



  • 我想说,总结的不错,但是,给我感觉,我遇到的那些客户都不会买张。我深刻的觉得怎么我遇到的客人都很那个呢.....



  • 一遇到价钱问题就好难才成交






  • 楼主威武 这是大大滴分享啊


  • 封禁

    嗯嗯嗯,受教了


  • 封禁

    亲,给你个好评哦!我良心货代支持你



  • 谢谢分享 大大的学到了


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