如何回復(fù)客戶的的討價(jià)還價(jià)

[中國(guó)童裝網(wǎng)] 基本上90%的客戶會(huì)有還價(jià)的要求，怎么面對(duì)客戶的還價(jià)，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(wèn)題具體分！

    1 以退為進(jìn) ： 這個(gè)價(jià)格我們也能做，但是如果按這個(gè)價(jià)格做的話，質(zhì)量會(huì)有所下降，請(qǐng)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(gè)價(jià)格，但質(zhì)量會(huì)有所不同。

    第二步，如果可能推薦類似但價(jià)格比較低的產(chǎn)品。如果可能要比客戶的目標(biāo)價(jià)格低 ，至少是要等于。

    第三步，讓他自己考慮選擇那一個(gè)產(chǎn)品。將兩個(gè)產(chǎn)品的不同之處羅列出來(lái)。

    可以將差價(jià)除于產(chǎn)品的保質(zhì)期限，那樣會(huì)得到一個(gè)很小的數(shù)字，記得，這個(gè)數(shù)字讓客戶自己算，他會(huì)覺(jué)得和你在幾個(gè)美分上計(jì)較很可笑。

    第四步 ，解釋一下為什么以前沒(méi)有把那個(gè)低價(jià)格的產(chǎn)品介紹給他。盡量讓客戶感覺(jué)你是在為他的長(zhǎng)期生意著想。

    適用度：基本上對(duì)所有的客戶合適!

    2 刺激：我們正在和你們國(guó)家的最大的該產(chǎn)品的進(jìn)口商合作.我們給他的也是這個(gè)價(jià)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(gè)價(jià)格

    第二步 ，我們給某某公司的也是這個(gè)價(jià)格（確認(rèn)該公司確實(shí)比較大，至少要比還價(jià)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(tái)潛臺(tái)詞：我給你這個(gè)價(jià)格已經(jīng)夠?qū)Φ闷鹉懔�，你就別還了）

    第三步 ，為使對(duì)方相信可以將該國(guó)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(rèn)。