展會客戶砍價，四種殺價情況的應對訣竅
外貿jackson
陪你成長，分享實用的外貿乾貨
阿里三月新貿節技術，進入了履約季，外貿中除了產品、服務，及時交貨和海運時效也是獲得客戶好感和信任度的一個非常重要的因素。
展會中展會後我們和客戶談論訂單的時候定然會出現砍價情況，這裡外貿jackson總結四種客戶殺價的情況應對訣竅，平時的時候當大家碰到客戶討價還價的時候就可以直接發送給他。
第一種，來展會上逛展的老客戶，表示市場環境不好，要求給與支持：Market very low in USA，現在美國市場不太好，這個產品關稅很高，競爭很大，同行的價格都很低，希望給與支持。
Now American market is in a bad situation and the tariff for the product is high. In addition, there is great competition among our peers. Therefore, I hope there is more support for us.
應對方法：
我也聽說現在美國市場不太好。I also heard about the bad situation in American market.
但是想必你也從其他供應商那裡得知了吧，原材料最近上漲很多。However, you must have got information from other suppliers that the price for raw materials has increased a lot recently.
現在中國環保查的很嚴，我們產能下降很多。At present, environmental protection authorities are acting a tighter supervision on us leading to a great decrease in our productivity.
而且最近匯率很低，希望你能了解到我們處境同樣不容易，所以希望你能接受我們這個價格。What』s more, the exchange rate is lower than before, which also put us in an adverse circumstance. So I hope you can accept our price.
第二種：I"ve got a better price from another supplier.我們在其他供應商那裡獲得了一個更好的價格
應對方法：
我們也有一些更便宜的同款的產品，但是質量肯定比我推薦給你的要差很多，請考慮一下，我們可以給你提供不同質量等級的產品，但是便宜的那款損耗肯定更大，風險也很大。
We also have some cheaper products of the same type, but the quality is not good at all, compared to the ones I recommended you, so please have second thoughts on it. Of course, we can provide you with products with different qualities, but it is sure that the cheaper ones will be more easy to wear and tear and more importantly have more risks.
Ohter supplier give me $2.其他供應商給我2美金。
應對方法：
我們也可以給你那個價格，甚至我們可以給你更便宜的價格。我們之所以現在沒有那麼便宜的產品就是因為產品是質量的核心，以前那種便宜的產品有過幾次質量問題，我們和客戶都損失很大，價格太便宜的產品會有很大的風險，因此後來我們不生產了。從長期來看，購買太便宜的產品對於市場的開拓和銷售以及老客戶維護是不利的。
We can also offer you that price, even a lower one. But the reason why we don』t provide products with that low price is that the quality of the product is the core for our business. We and our customers used to suffer a great loss from that kind of cheap products for the risks of them are so high. Therefore, we don』t produce like that anymore. In a long term, the cheap products are harmful for exploiting the market as well as keeping customers.
第三種: 如果你們不能給我更好的價格，那麼我只能下單給其他供應了.
應對方法：
我們給其他客戶都是高於你這個價格的，其他客戶也沒有這樣抱怨的。
我給你的價格非常的合理，我們的報價總是與市場的價格保持一致，針對這個價格、包裝、交期、售後，我認為我們的非常的合理。
Actually when we offered higher price to other customers, they didn』t have such complaints like you did.
The price I offered to you is quite reasonable and our quotation are always in line with that in the market. We are offering a reasonable price for the package, delivery time and also after-sales service.
第四種：如果價格合適，那麼我馬上下單
應對方法：
我們在產品質量、交期、包裝、售後、付款等方面都是高於其他供應商的，正因為如此，我們的利潤非常低，這些高於同行的方面我們需要付出很大的成本，如果說再降價，那麼我們就無法保證能達到這些，
We have better performance on the product quality, delivery time, package,after sale service and also payment than other suppliers, so our profit is quite low. We have to spend more on these aspects to guarantee a better performance, so we cannot guarantee these to you if you really want to cut down the price.
此外，其他情況，我們可以用上一個萬能的價格應對句型：
我十分相信你們再其他供應商那裡得到了一個更好的價格，但是我認為我們的產品質量和服務會幫助你生意上受益。我們的買不了就是給客戶提供高性價比的產品，正因為如此有非常多的回頭客。我們的產品也廣受好評。
I believe that you got a good price from other suppliers but we can assure you a better product quality and service to benefit your business. What we are aiming to do is to provide cost effective products to our customers. That is why we have so many repeat customers and have received many favourable comments.
當然學習一下外貿話術的積累方法非常重要，這也是我教學員的。
做外貿的過程中，我們遇到的問題，稀奇古怪，老外拋出的各種問題都有，這並不是書本能夠寫全的，也並不是別人一句一句能夠教你，就像說話不可能有人教你每句話該怎麼說，所以可以加入外貿jackson vip群學習這些話術方法。只有學會自己積累這些話術的方法，自己去積累，這樣我們再面對各種各樣的外貿談判問題的時候才能遊刃有餘。
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