中财网达芬奇调色配置:外贸报价技巧（之讨价还价）
来源：百度文库 编辑：中财网 时间：2024/04/29 22:52:30
讨价还价，作为卖家，你得有个基本原则：
不要轻易完全满足客户的折扣要求。要让客户感觉你每一点价格让步都是件很痛苦的事。
下面，简单列举一些情形下的议价应对方案：
1）价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.简单而针对性的谈谈自己产品或者服务等方面的独特优势。然后
第一步，我的权限2%，另外可以接受20%定金，希望你能接受和理解！ 看客人怎么反应？
第二步，我尽力帮你到经理那去申请，最后经理答应3%，但是定金要40%。 看客人怎么反应？
第三步，要不，您愿意直接跟我经理沟通吗？他联系方是******* 或者我们经理说了最大的让步4%，你真厉害，据我所知，这个是我们公司目前为止做出的最大折扣，但是您定单数量需要增加到200pcs/item.
其实这个过程真的需要灵活应对，其实没有一个固定方式，您的一切都要感觉具体情况来定，在此，只是一个特定场合的例子。
下面是我与一个意大利客商的交流过程，发在这里供大家参考：
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.
不要轻易完全满足客户的折扣要求。要让客户感觉你每一点价格让步都是件很痛苦的事。
下面，简单列举一些情形下的议价应对方案：
1）价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.简单而针对性的谈谈自己产品或者服务等方面的独特优势。然后
第一步，我的权限2%，另外可以接受20%定金，希望你能接受和理解！ 看客人怎么反应？
第二步，我尽力帮你到经理那去申请，最后经理答应3%，但是定金要40%。 看客人怎么反应？
第三步，要不，您愿意直接跟我经理沟通吗？他联系方是******* 或者我们经理说了最大的让步4%，你真厉害，据我所知，这个是我们公司目前为止做出的最大折扣，但是您定单数量需要增加到200pcs/item.
其实这个过程真的需要灵活应对，其实没有一个固定方式，您的一切都要感觉具体情况来定，在此，只是一个特定场合的例子。
下面是我与一个意大利客商的交流过程，发在这里供大家参考：
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.