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討價(jià)還價(jià)，作為賣家，你得有個(gè)基本原則： 不要輕易完全滿足客戶的折扣要求。要讓客戶感覺(jué)你每一點(diǎn)價(jià)格讓步都是件很痛苦的事。 下面，簡(jiǎn)單列舉一些情形下的議價(jià)應(yīng)對(duì)方案： 1）價(jià)格太高或者要一定的折扣 A）Hi, Tom, considering the baby car, your price is 40% higher than others, can you give us a big discount? B）We are ready to place order if you can make 8% discount for us. 首先，要表明Our products are different from others.簡(jiǎn)單而針對(duì)性的談?wù)勛约寒a(chǎn)品或者服務(wù)等方面的獨(dú)特優(yōu)勢(shì)。然后 第一步，我的權(quán)限2%，另外可以接受20%定金，希望你能接受和理解！ 看客人怎么反應(yīng)？ 第二步，我盡力幫你到經(jīng)理那去申請(qǐng)，最后經(jīng)理答應(yīng)3%，但是定金要40%。 看客人怎么反應(yīng)？ 第三步，要不，您愿意直接跟我經(jīng)理溝通嗎？他聯(lián)系方是******* 或者我們經(jīng)理說(shuō)了最大的讓步4%，你真厲害，據(jù)我所知，這個(gè)是我們公司目前為止做出的最大折扣，但是您定單數(shù)量需要增加到200pcs/item. 其實(shí)這個(gè)過(guò)程真的需要靈活應(yīng)對(duì)，其實(shí)沒(méi)有一個(gè)固定方式，您的一切都要感覺(jué)具體情況來(lái)定，在此，只是一個(gè)特定場(chǎng)合的例子。 下面是我與一個(gè)意大利客商的交流過(guò)程，發(fā)在這里供大家參考： John: Mike, look, your price is interesting... Mike: Hi,John, you are right, we always supply high quality & best offer. John: Well, but i need change the handle to brass... Mike:It is no problem, but pric some different. John: How much differences? Mike: Let me check, just hold on for minutes... USD5 higher, MOQ 120 pcs. John:Come on, Mike, are you joking? For other suppliers, for this modification, only USD3 added. Mike: John, you know we never offer price unreasonable,look,for our quality, normally USD66 you get, but we offer you only USD61, so you may check,totally you save USD69-USD66=USD3 per pcs. What's more... John: Come on, Mike,I also wanna support you to expand your market, but need the best price...you know the bad situation since 2008... Mike: Dear John,the price is already very very competitive in Italy. And we use brass for Pb free, and we supply you ROHS, and Reach report...while Others can not supply. And if you like, we can send you sample for valuation first, you may compare our products with others. John: that is perfect, if you can supply Rohs and Reach. Sounds good to get sample first, but we have no time, i need the goods in two month,anyway, could you accept USD3 added? Consider it, pls. And this is only a trail order. Mike: John, you know, for myself, I really want to help you with the price, but...Anyway, Hold on, pls, let me call my boss for a confirmation...Hi, John, are you here? John: Yes, yes, any news? Mike: My boss could agree the price, but MOQ must be 300pcs. John: WOW, Mike, your boss is big boss,he wants be bigger one night again (:. I can not order 300pcs this time. Mike: Ah ah! But the price is really low, the quantity need to be increased some way, please. I help you to get the price, now it is your turn to help get bigger quantity,my friend, come on... John: Ok,we can accept at most 200pcs this time, for future, 300pcs no prblem, even more. Mike: John,if price 65, quantity 200, the advance payment should be 50%, or you know, It is toooooo hard to pass my boss... John: you are Crazy, Mike, we always pay 30% advance payment. Mike: I am not crazy,John,listen, you win the price, you win the MOQ, but for advance payment, kindly let me win, ok? As you know, the exchange rate is too bad for us, since USD lose value day by day here. Just help us lose less from this, please! John: hmmm, ok, we accept. Mike: Thank U,John,Let's Cheers! John: Cheers! Mike: Let me reconfirm: 200 pcs baby car, with brass handle at USD65, shipped befor Aug 25th, right? John: totally correct. Mike: Just a minute, the PI will be prepared for you, please confirm by return today! So that the mass production could be arranged at once. John: Sure,I'll confirm soon. Mike: Come on, John,Not "Soon", but today must be finished. As you know, it is a hot season now,and August, we have holidays too. Most important, you could not delay your shipment. And together the contatiner, we will also send some cartoon card of Bear for your promotion! John: Bear cartoon card, it is free? Mike: Sure, obviously it's free. And check the PI, please, you'v got in your email box. John: Free Bear Card? That's perfect, thank you, Mike, I appreciate for your kind help. Mike:Hi, you will have more surprises in our future cooperation, my friend, but now, confirm the PI by return and arrange the advance payment at least next monday. John: Ok, no problem. Confirm,pls, latest shipment Aug 25th. Mike: Well noticed,the goods will be shipped on Aug20th-25th, we will try to make it happen on Aug 20th. Do not worry, and don't hesitate, sign it the PIright now pls. John: Of course,I will... Pls pay more attention to the quality and ETD. Thank you! Mike: Count on me, pls. John: Thank U. Mike: U R wlcom. Bye for now. John:Nice to talk with U, bye. |
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來(lái)自： 飛兒靈 > 《外貿(mào)相關(guān)》
