8 不可避免的5種價格談判方案

1、第八期：不可防止的5種價格談判方案客戶背景介紹：不可防止的5種價格談判案例。案例全過程：共7個談判案例?？蓪W(xué)習(xí)郵件：共7封。過程復(fù)盤：請配合音頻學(xué)習(xí)，重點思維會在音頻中強調(diào)。案例一：客戶說價格無優(yōu)勢剛開發(fā)的客戶說我們的報價沒優(yōu)勢Dear Sarah,thank you for your offer which is unfortunately not competitive.Kind regards,Allen不要灰心，繼續(xù)問Hi, Allen,Thanks for your reply. Then what price do you think is competitive?Regards,

2、Sarah客戶回Dear Sarah, were now paying *USD / kg, GIF 客戶港口.Kind regards,Allen客戶給的價格和我方相差比擬大，我回郵件Hi, Allen,*USD/kg is really cheap but we are afraid the quality may different.To be honest, our price is pretty favorable and reasonable based on our good quality. Let me explain why.We never use recycled ma

3、terial, all of our raw materials are imported from *.Long shelf life for over * months without getting thicken.High duplication times for * time.Never oilyAllen, my friend, our profit is poor, *$ less can not be accepted. If we have to accept your price, that means we have to compromise the quality,

4、 we dont want to cause it may bring trouble in the future, hope you can understand.Surely, as a friend, I really dont want to make you disappointed, so we had two proposals for you after discussed with my bossCIF 客戶港口* *$/kg （在原有基礎(chǔ)上有降一點）is our best price for * tonIf you can enlarge the qty to* *tons

5、, we will support you CIF 客戶港口 * *$/kg .Pls post your idea.Kind Regards,Sarah客戶回復(fù)Dear Sarah,thank you for your statement and revised quotation. Please send us * kg sample to following address:* *kind regards,Allen總結(jié)：1 .客戶說價格貴太正常，這時候我們要利用自己的產(chǎn)品專業(yè)知識去說明為什么我們的產(chǎn) 品貴。2.第一次談價格，說完價值也不能鐵面無私，硬是不降一點，為了讓客戶心里舒服點，多

6、多少 少還是要合理降給他的以表誠意。案例二：2種老客戶用別家供應(yīng)商壓價情況1、老客戶說有別的供應(yīng)商給他提供了更低的價格怎么辦？敲黑板！Dear Jason,Thanks for your information.We have good understanding on China market and I know were not the cheapest out there. Many suppliers would like to win the market on offering low price. However, we do not think its a right way

7、 for a long-term cooperation without continuous guarantee on quality. For these years, youve been happy with our product quality and the excellent customer service, right? So whats more important is a stable supplier like us who could supply you products in good quality too keep your name high in th

8、e market and nice price as well, we stand in the same line,right?Actually, we also have silicone at * *usd （客戶給的別人的價格），which seems the same product you ordered in the past, but with lower tear strength which may cause less demoulding time. Shorter shelf life. In this case we dont want to compromise

9、the quality which may brings trouble. Dear Jason, Price are decided by values, only great value could help your business stable and make more profits, right?這段可以根據(jù)情況適當(dāng)找個理由給客戶降點價格，如果不需要降價格，就不需要加，后續(xù)看客戶 反響再回應(yīng)。結(jié)尾We highly appreciate your understanding and your trust on us. And we are sure that the coope

10、ration between us w川 be better and promising.Looking forward to hearing from you soon.Kind Regards,Sarah點評：如果自己的產(chǎn)品質(zhì)量確實有優(yōu)勢，成認我們產(chǎn)品確實不是最廉價的，說明原因為什么，讓 客戶關(guān)注到價值上面來，退一步講我們也能提供他說的那個價格，但說明質(zhì)量會有哪些不同。既然是老客戶，信任度上面會偏向于老供應(yīng)商，這時候的策略是著重講價值比講價格要好。2、原材料漲價，老客戶說別的供應(yīng)商價格更優(yōu)惠因為環(huán)保原因?qū)е聝r格上漲了很多，如果老客戶說別的供應(yīng)商給他報了一個很低的價格，并告訴 你這個價格是多

11、少，讓你按這個價格做，你會怎么回應(yīng)？Dear Kevin,The USD rates dropping down every day, our cost even more than USD*, how others can make? I am 100% sure the quality is different.The material cost is raising every day, besides, its even hard to buy the material even you have money. In this bad situation, we also tested

12、 other factorys sample, the result for quality is totally different, and they can*t promise the shelf life, they said no more than 6 months. I dont think thats suitable for you, the goods delivery time need almost 1 months to your warehouse. You only have 5 months to sell, otherwise it will become v

13、ery thick. While our silicone has at least 12 months shelf life, if you stock well, it even can reach * months.Kevin, I know ifs hard to accept that price, our feelings is same as you. But quality is our life, today we can lose customer because of price, cause we still have chance to get him back in

14、 the future. However, if we lose customer because of bad quality, wed never had chance to continue the cooperation.Anyway, you know I always do my best to help you, weve worked very well during the past years, if you are in my position, you would also do your best. I know our factory is struggling o

15、n profit, theres no much space for bargain, so pls double check your target price, if we can do, we will accept, if we cant make, we have no idea. Well respect your choice.Looking forward your reply.Kind Regards,Sarah點評：1 .強調(diào)價值，我們與別人的不同之處；.與他感同身受；.確實沒有什么降價空間時，打預(yù)防針提醒他就算是講價，也不要漫天喊，意思就是我可以接受 他還價，但必須是合理

16、的。案例三：2種請上級配合談判法1、報價無法到達客戶目標價發(fā)樣了的客戶，談訂單中，客戶的目標價和我們給的價格只相差零點幾美金，前面業(yè)務(wù)員已經(jīng)降 過兩次，這時候由上級來寫郵件比擬合適，最后的殺手銅Dear JasonHow are you doing?Nice to know you from Iris. This is Sarah, Iris* Manager, from ABC company.Glad to hear the good news on the sample test. Now the problem is we cant make agreement on the pric

17、e, right? I think it will be a really big pity for both of us if we could not go ahead just because of price. We w川 lose a potential and valuable customer and maybe you will lose a stable and reliable supplier. As both of us spent a lot of time and energy to come into an agreement, personally speaki

18、ng, I do not want to make our customers feel disappointed. So may you look at my advice as follows#產(chǎn)品型號(客戶的目標價+我方報價)/ 2=最終價格，CNF price based on *kgs, package: 25kgs/drumPls kindly believe that the price is really our bottom breaking price, ifs even lower than our distributor. As you know, we have to

19、 protect every customers interest and meanwhile to avoid any bad price war in each market, pls sincerely understand our tough position.Furthermore, a decision from our board of directors will soon come into being. Due to the US dollars continuous dropping down (from * * to * * now ) , we are going t

20、o re-adjust price on us dollars in the coming month. Pls kindly noted. Thank you! If you could confirm your order within this month would be a help.Awaiting your earliest comments. Thank you!Best Regards,Sarah總結(jié)：1 .情感鋪墊；2.直入主題，拿出方案，客戶的目標價和我們最后的報價平攤下來得出兩方共同可以接受的價 格；3,給出時間期限以便于他能在本月付款。2、發(fā)了樣的大貿(mào)易商，價格談了很

21、屢次拿不下怎么辦？還是以上級身份寫給客戶！ ！Dear Ms *Nice to meet you!This is Paul, The General manager of ABC Company, glad to know you from Sarah.We never doubt on your companys ability, thats why we pay such attention to you and regard you as our VIP customer in * market. Honestly, with more and more inquires from *

22、and nice feedback from end users. To develop a distributor is urgently for us and you are just the best one.EXW*$/KG is the bottom price that Sarah could provide in her position. Consider your nice qty, we decided to support you below price after careful consideration.價格信息省略Pls post your idea, tks!R

23、egards,Paul案例四：老客戶想用加量講價對老客戶比擬了解，關(guān)系比擬好的情況下，可以采取示弱，捧客戶的方法Hi Sarah,I will order like the last, I will double what I had before if you can give me a better price.Please advise.Many thanksKevin回復(fù)郵件Dear Kevin,Thanks for your mail.To understand better, may I know you will like 3 pallets for*kgs or 2 palle

24、ts for *kgs?Our product has long shelf life, Sure its good to order more so you can save some import charges, I will keep you the bottom price USD*7kg CNF*same as last time, cause the raw materials has been rising sharply and we are going to adjust price from next month.Dear Kevin, we are friends, t

25、rust me on price. My boss actually unhappy for the price I am giving to you as it has no profit. And I do not have any commissions too , I feel sad for my low salary , I have to work crazy hard cause you know house prices in China are very expensive. * *Hope you understand. Awaiting your early reply.Kind Regards,Sarah客戶回復(fù)Ok order the 2 pallets please.Regards,Kevin案例五：利潤匯率給客戶降價Dear