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麥粉群里，大家每天都在討論這樣那樣的外貿(mào)問題，而較為集中的，應(yīng)該就是與客戶的價格談判問題了。 Various questions regarding foreign trade are being asked in my group each day. And the most frequently asked question is about price negotiation. 極其糾結(jié)卻又頻頻出現(xiàn)的情況就是，客戶嘴里永遠(yuǎn)都在嚷著 "Price too high", "Give me your best price", "I've got better price" 種種類似的說辭。 However, at most times, the clients will say such words like "Price too high", "Give me your best price", "I've got better price". 而每當(dāng)遇到這樣的情況，大多數(shù)外貿(mào)人就坐不住了，沉不住氣，上去就是幾輪降價，客戶一說貴，他就降，最后降得都沒利潤了，客戶還是轉(zhuǎn)身走了，訂單也下給了別人。 Whenever it comes to such situation, most of us will decrease our price again and again as long as the clients complain about the high rate, until the price is pushed to the bottom cost. Whereas, the final result is, the clients go away, placing their orders to others. ——Mike外貿(mào)說 盡管這樣的情況時有發(fā)生，然而，這也令我們很難接受，費心費力的伺候客戶，他居然還是毅然決然的走了，這是在玩兒我么？非也！?。?/p> Though it happens, we can hardly accept such result after we've made so many efforts to offer our best to the clients. Are they kiding with me? Nope! 討價還價，是作為一個專業(yè)買手必備的采購手段。他們永遠(yuǎn)堅持一個原則，無論對手報價如何，說高就對了。 Price negotiation is a key skill that a buyer must grasp. They keep one principle " Say high no matter how much you are being offered. 那么該如何去進(jìn)行價格談判呢？ 請參考之前的分享： So how should we negotiate with our clients regarding price? Please refer to my past articles: See Below listed 老客戶發(fā)來競爭對手報價，我該如何強(qiáng)勢而又巧妙地談判取勝？【外貿(mào)實戰(zhàn)秘傳】 想要提高自己的談判能力，首先要足夠了解自己的產(chǎn)品和產(chǎn)品的市場，這樣才能夠確保自己知道客戶說的是真的還是假的。 Only when you get to know your product and its market well enough, can you really improve your negotiation skills and distinguish exactly whether your clients are telling the truth or lying . 如何學(xué)好產(chǎn)品和市場？ How to learn your products and markets well? See Below listed 市場競爭壓力日益加劇，我們是不是只能無休止的價格戰(zhàn)了？ The market competition pressure is getting worse and worse, is it the only way to keep fighting on the price? See Below listed 企業(yè)老板必讀：產(chǎn)品同質(zhì)化競爭下，企業(yè)避免被價格戰(zhàn)絕殺的轉(zhuǎn)型之路 除了價格戰(zhàn)，我們還能做什么 外貿(mào)人，你還在守株待兔么？ 雞湯 Chicken Soup for the Soul See Below listed 未來幾天，巴西出差，下個月才能更新公眾號了，大家可以堅持學(xué)習(xí)以前分享的內(nèi)容，記筆記，思考，實踐，定有所得。 特此聲明 本公眾號所有分享的所有權(quán)歸作者M(jìn)ike所有，未經(jīng)授權(quán)不得轉(zhuǎn)載、摘編或利用其它方式使用。授權(quán)需要聯(lián)系Mike，經(jīng)本人同意轉(zhuǎn)載后，須在文中和尾部注明來源： “微信公眾號： Mike外貿(mào)說”。否則，任何未經(jīng)授權(quán)的盜用將被舉報，希望尊重作者的勞動成果，也尊重自己。 |
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