加入国际站
返回旧版 新版反馈
关闭 评分
铜币:
剩余
* 评分才能提交噢
理由:

 | 
只看楼主


  • 0 楼#
    C

    婷Ting

    • 粉丝
      2
    • 人气
      125
    • 积分
      0
    • 铜币
      80

    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!(看的人多回的人少,郁闷个个copy完就走)
     
    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 :
     
    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
     
    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h

    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 .
    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

  • 1 楼#
    C

    婷Ting

    • 粉丝
      2
    • 人气
      125
    • 积分
      0
    • 铜币
      80

    给大家介绍一个教学我外贸老师建的精英论坛Q群:492417858 大家可以进去学习交流,我感觉可以学到很多东西,平时我都会听老师讲阿里运营,谷歌,邮件,开发信等技巧教学的,都是免费的。
  • 圈妹的小屋成员
    2 楼#

    cn****cqf

    • 粉丝
      50
    • 人气
      1651
    • 积分
      0
    • 铜币
      101

    我们确实不能降了

    然后就黄了

  • 3 楼#

    外贸大数据Andy

    • 粉丝
      89
    • 人气
      3158
    • 积分
      0
    • 铜币
      702

    亲,给你个好评哦!

  • 4 楼#

    cn1517692357ddbu

    • 粉丝
      0
    • 人气
      100
    • 积分
      90
    • 铜币
      21

    思路很清晰

  • 5 楼#

    cn1520629249ejho

    • 粉丝
      0
    • 人气
      29
    • 积分
      75
    • 铜币
      0

    速餐时代 ,客户只看价格不看质量,你不行你就下 这就是现实  在这样的客户面前什么招都不好使除非降价

  • 6 楼#

    哈萨克俄罗斯专线

    • 粉丝
      743
    • 人气
      28785
    • 积分
      4983
    • 铜币
      55702


  • 7 楼#

    cn1000527110

    • 粉丝
      2
    • 人气
      248
    • 积分
      30
    • 铜币
      5

    谢谢分享,现在正在遇到这样的问题,试试楼主的办法先。

  • 8 楼#

    jianxinjixie

    • 粉丝
      3
    • 人气
      156
    • 积分
      0
    • 铜币
      3

    外贸业务员。。。

  • 9 楼#

    cn1520685130emcd

    • 粉丝
      2
    • 人气
      565
    • 积分
      0
    • 铜币
      146

    谢谢分享

  • 10 楼#

    cn****140

    • 粉丝
      44
    • 人气
      2218
    • 积分
      25
    • 铜币
      559

    最近的美元一路跌得,哎。。。。。

  • 11 楼#

    观方国际速递货运

    • 粉丝
      2
    • 人气
      803
    • 积分
      71
    • 铜币
      69

    挣钱难哦

  • 12 楼#

    cn1520245565yrph

    • 粉丝
      0
    • 人气
      22
    • 积分
      0
    • 铜币
      0

    感谢分享

  • 13 楼#

    cn1519391820nmzc

    • 粉丝
      3
    • 人气
      580
    • 积分
      0
    • 铜币
      24

    我总不能一降再降吧

  • 14 楼#

    cn1001104006

    • 粉丝
      1
    • 人气
      433
    • 积分
      70
    • 铜币
      140

    昨天要是看到多好啊,菜鸟必须给你点赞

  • 15 楼#

    plentirainirrigation

    • 粉丝
      0
    • 人气
      127
    • 积分
      0
    • 铜币
      1

    楼主,人民币持续升值,怎么给客户涨价呢

  • 16 楼#

    cn1513109467

    • 粉丝
      5
    • 人气
      298
    • 积分
      0
    • 铜币
      55

    腻害了,学习哦

  • 17 楼#

    cn****iuk

    • 粉丝
      7
    • 人气
      667
    • 积分
      35
    • 铜币
      350

    zxxxx

  • 18 楼#

    cn1000949506

    • 粉丝
      2
    • 人气
      132
    • 积分
      12
    • 铜币
      0


  • 19 楼#

    szgoodlife

    • 粉丝
      0
    • 人气
      51
    • 积分
      0
    • 铜币
      0

    太棒了



  • 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!(看的人多回的人少,郁闷个个copy完就走)
     
    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 :
     
    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
     
    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h

    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 .
    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



  • 给大家介绍一个教学我外贸老师建的精英论坛Q群:492417858 大家可以进去学习交流,我感觉可以学到很多东西,平时我都会听老师讲阿里运营,谷歌,邮件,开发信等技巧教学的,都是免费的。


  • 圈妹的小屋成员

    我们确实不能降了

    然后就黄了



  • 亲,给你个好评哦!



  • 思路很清晰



  • 速餐时代 ,客户只看价格不看质量,你不行你就下 这就是现实  在这样的客户面前什么招都不好使除非降价






  • 谢谢分享,现在正在遇到这样的问题,试试楼主的办法先。



  • 外贸业务员。。。



  • 谢谢分享



  • 最近的美元一路跌得,哎。。。。。



  • 挣钱难哦



  • 感谢分享



  • 我总不能一降再降吧



  • 昨天要是看到多好啊,菜鸟必须给你点赞



  • 楼主,人民币持续升值,怎么给客户涨价呢



  • 腻害了,学习哦



  • zxxxx






  • 太棒了


23 回复

与 外贸社区|外贸圈 的连接断开,我们正在尝试重连,请耐心等待