外贸员遇到砍价很厉害的客户怎么办？_外贸客户一直砍价-CSDN博客

本文链接：https://blog.csdn.net/Erica_waimao/article/details/137271985

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外贸议价过程中，很多客户要的不是便宜，要的是感觉占了便宜。新客户砍价很多时候是虚张声势，价格战类同心理战，尤其一些客户抓住你很看中订单的心理，制造出议价的僵局，刺探你的反应。所以要坚持的原则是：第一次还价，坚决不降价。再次还价，进行引导。他不还价了，你再看情况是否给折扣。不要给唬一下，就自乱阵脚。

他们的常用语

I am not happy with your price

It's very expensive

Can you do something about the price?

Please I want big discount

will order many many

处理技巧：

第一轮: Ok boss, we tried hard and give you very big discount 5%. Please let us know your decision

要浮夸,说我们已经给予很大的折扣。

第二轮: You are a very good bargainer.0k, will check with our director and let you know

你太会讲价了。好吧,我再去和我的主管谈谈。

第三轮: The price is our minimum

这是我们的最低价了。

面对爱砍价的话术推荐

1)从质量出发,以下都是一分钱一分货的不同表达:

Price needs to comply with the quality

You get what you pay for

Price is what you pay. value is what you get

Sir, buy cheap, buy twice

You get what you pay for

2) You can always find the lower price but quality is definitely different.

你永远可以找到更低的价格的，但质量肯定不一样的。

3)如果得寸进尺，恶意还价:

Sorry, stop that We can't make any concessions

抱歉,不用再说了。我们无法进一步让价了。

Really? How can we manage that?

你说真的??我们怎么可能做到?

The choice is yours. 自便

No bargain.或者No haggle.恕不还价。

4)他如果和你画饼,说这是试单,接下来会订很多很多，

可以回复：

Well/OK，we will credit when you place the additional order.

好，价格还是不变,但是下次你如果下单我们给你返差价。

对应爱货比三家的新客户

tips:对应爱货比三家的新客户,要设法了解他比较的质量标准是不是一致?还有他是通过什么渠道是比价的?

Too expensive, compared to whom ?

太贵了?你同哪家比较呢

How much higher are we?我们贵了多少?

What price were you expecting?你的目标价是多少呢

What makes you to say tha?为何你这么说?

Are you referring to the same quality and

quantity?你对比的是同等质量和数量的吗?

When is the last time you purchased or inquired ?

上一次采购或者询价的时间是什么时候?

On the surface, it may seem that way but let's talk about some of the reasons our product has a higher price point.

表面看来是一样的,但是我和你讲讲为何我们产品会更贵一些的原因。

对应有潜力但预算有限的小客户：

tips:对于有潜力但预算有限的小客户，可以了解下他的采购预算,推荐客户其他可价位低一些的款式。或者如果在能让利的情况下,要有前提条件地让利,比如调高下单数量,设置下单时间线,或者是需要付全款等。

Could you please advise your budget? So we can see if there is any other solution for you

能否告知你的预算。我们看看还有没有其他方案。

If you can place order by 10th Jan, we agree to give you 3% discount

如果你能在1月10号前下单,我们同意给你3%的折扣。

You drive a hard bargain We can only meet you half way by making further reduction by 2% and request 100% advance payment.

你太会讲价了。我们只能再降低2%并且需要你这边100%全款预付。

On an order of 2000 units. 5% discount will be offered.

定量达到2000套,我们会给予5%的折扣。

对应有潜力但觉得价格贵的大客户

tips：如果新客户，且询价数量不错，或者是工程类机械类货值比较高的项目,如果进入到价格谈判环节,避免价棓纠缠,最好的办法就是不能顺着他的话去回应:能不能再便宜。一定要引导客户关注产品或者公司服务的价值。

I definitely hear what you're saying, but let's take the price out of this for a moment. Besides price, what other reasons do you have for not moving forward with this currently?

我完全了解你的意思,但除却价格,还有其他因素影响到这个订单的进展吗?

We can definitely have a conversation about specific numbersbut let's make sure were on the same page about this solution being a good fit for your needs.

价格我们可以进一步商量的,但最主要是,提供的这个方案是不是符合你的需求?

We want to stick around and be there for you in the long-term.

我们更希望的是长期的合作。

tips:对应临下单索要折扣的常规客户针对这类客人，他精明，了解市场行情,在初始报价时要留有议价空间。他们要的不是便宜,要是是感觉占了便宜。如果确实没让利空间,也可以坚持立场不松动。因为到临下单再试图讲价的,基本只是心存一点点侥幸。

The price we quote is already our most favorable price. We are unable to entertain any counter offer But we will absorb the local truck charge for you since you are our valued client.

报价已经是我们最低的价格了,没办法再降价了。但是鉴于你是我们重要客户，我们会承担本地运输费用。

Please understand we have kept the price close to the cost of production and cannot offer you any more discount

报价已经接近我们的成本价,所以无法再让步了。请你理解。

If we cut down the price, we can hardly keep reasonable profit on the order.

如果我们减价,这个订单我们就几平没任何利润了。

Through careful thought, we must say frankly that our price is moderately fixed and we are unable to grant the reduction you asked for.

经过深思熟虑,坦白说，我们的价格已经确定,无法给予贵方要求的降价。