基本上90%的客戶會有還價的要求，怎么面對客戶的還價，我做了以下的接招總結(jié)。當(dāng)然在具體的業(yè)務(wù)操作中還要，具體問題具體分！

1 以退為進 ： 這個價格我們也能做，但是如果按這個價格做的話，質(zhì)量會有所下降，請客戶考慮！

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 .
分析：
第一步 ，明確告訴客戶我們也能做這個價格，但質(zhì)量會有所不同。
第二步，如果可能推薦類似但價格比較低的產(chǎn)品。如果可能要比客戶的目標(biāo)價格低 ，至少是要等于。
第三步，讓他自己考慮選擇那一個產(chǎn)品。將兩個產(chǎn)品的不同之處羅列出來。
可以將差價除于產(chǎn)品的保質(zhì)期限，那樣會得到一個很小的數(shù)字，記得，這個數(shù)字讓客戶自己算，他會覺得和你在幾個美分上計較很可笑。
第四步 ，解釋一下為什么以前沒有把那個低價格的產(chǎn)品介紹給他。盡量讓客戶感覺你是在為他的長期生意著想。

適用度：基本上對所有的客戶合適!

2 刺激：我們正在和你們國家的最大的該產(chǎn)品的進口商合作.我們給他的也是這個價格
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 ，明確告訴客戶我們不能接受這個價格
第二步 ，我們給某某公司的也是這個價格（確認該公司確實比較大，至少要比還價的這家公司大）。他已經(jīng)買了很多貨了。而你是第一次買，量也并不大（潛臺潛臺詞：我給你這個價格已經(jīng)夠?qū)Φ闷鹉懔耍憔蛣e還了）
第三步 ，為使對方相信可以將該國大公司的提單COPY 件，合同COPY件，或者是OEM 的話，產(chǎn)品照片放在附件中。
第四步 ，將合同付上要求確認。

適用度： 該市場上已經(jīng)有比較大的客戶，有一定的局限

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