如何回复客户的的讨价还价

基本上90%的客户会有还价的要求，怎么面对客户的还价，我做了以下的接招总结。当然在具体的业务操作中还要，具体问题具体分！

1 以退为进 ： 这个价格我们也能做，但是如果按这个价格做的话，质量会有所下降，请客户考虑！

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 ，明确告诉客户我们也能做这个价格，但质量会有所不同。
第二步，如果可能推荐类似但价格比较低的产品。如果可能要比客户的目标价格低 ，至少是要等于。
第三步，让他自己考虑选择那一个产品。将两个产品的不同之处罗列出来。
可以将差价除于产品的保质期限，那样会得到一个很小的数字，记得，这个数字让客户自己算，他会觉得和你在几个美分上计较很可笑。
第四步 ，解释一下为什么以前没有把那个低价格的产品介绍给他。尽量让客户感觉你是在为他的长期生意着想。

适用度：基本上对所有的客户合适!

2 刺激：我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格
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 ，明确告诉客户我们不能接受这个价格
第二步 ，我们给某某公司的也是这个价格（确认该公司确实比较大，至少要比还价的这家公司大）。他已经买了很多货了。而你是第一次买，量也并不大（潜台潜台词：我给你这个价格已经够对得起你了，你就别还了）
第三步 ，为使对方相信可以将该国大公司的提单COPY 件，合同COPY件，或者是OEM 的话，产品照片放在附件中。
第四步 ，将合同付上要求确认。

适用度： 该市场上已经有比较大的客户，有一定的局限

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