Please give me your best price.
无论你内心如何抓狂，客户只会继续让你降价。而讨价还价的内容，也并不仅仅是产品单价的讨论，很多客户都会东割一块西割一块的让自己享受更多的优惠，例如：
那么今天，就一起聊一聊如何应对客户讨价还价的套路。
客户群体分析：无理取闹式讲价，恨不得还没看你的报价表就马上回复：Your price is very high, friend.
2. 回复客户的相关说辞例子：与其他供应商不同的原材料、与其他供应商不同的制造工艺，拿自己最好的产品拆分，显示出你们有最优秀的质量，晒出你们的证书，SGS, CE，TUV等，中东的，晒你们出货的SASO。
总而言之，对于此类客户群体，我们一开始的作风就是强硬，装逼，造成一副我才是专业的样子给客户看，让客户心中对你的印象就是行业的大佬。这样无论客户在市场上怎么比价，都是以你作为参照物，最终客户回归到你的怀抱机率非常大。
客户群体分析：此类客户持着手头的大单，有着不愁没供应商的样子，订单的条款非常苛刻，如订金偏少等。
1. 先抬高客户，让他自我感觉良好，但是同时对客户做一个风险的预警，可以参考以下我的范文：
Glad to have your inquiry, we realized that you are one of the top client in your market.
As you mentioned that you need us reduce 5% of the price that we quoted. And I have to give you a warm advice that not only us but all the supplier will use lower quality material to make product for you base on your target price. And it will cause you a lot when it comes to after sales service including cost for shipping，replaced components，ect.
2. 然后可以突出我们的一些服务优势以及产品优势以及继续提高自己的身价：
Base on our quote, we will offer 3 years warranty and the top grade material. Price maybe little higher than other small suppliers, however, you will get better materials and more complete and strict testing.
3. 订金问题，必须跟客户阐述我司最低可接受的订金比率以及收款条款，一般这类大型订单的客户，引导他们走信用证+订金的模式。例如：
We are sure that such big client like you must have good credit in your country, to protect both of us, we suggest we can use L/C payment for this order.
下载：外贸报价工具
针对客户群体：新客户但是客户所在国家已经是我们有频繁业务来往的地区。
2. 对客户进行当地市场的详细分析，让客户明白你对于当地市场已经进入专家模式，继而给客户指定最佳方案，让客户跟着你的思维，牵着客户的鼻子走。
下载：135届广交会境外采购商名录
针对客户群体：老客户返单讲价并且用新供应商的报价甚至PI压价。
由于此类客户已经和我们有了一定的交情，我们对于这类客户要打的是感情牌，摆出一副全都是为他着想的架势跟客户谈：
We know you already got lower price from other suppliers, however, base on the product you ordered, you can see that our product is really suitable for you and I am sure this is why you still send inquiry for me this time.
No one will guarantee new supplier can supply product for you as good as we can. If you still insist taking product from the cheaper price supplier, you may face some quality problem etc. And as you are our old client, we always put old client at priority place and offer the best service.
这是我们最常见的讨价还价套路应对方式，同时我们要正确看待客户说“价格贵”、“要降价”，因为当你还能收到这句话的时候，说明你还有机会继续保留在谈判桌上。
销售本就是一个解决疑虑，传递价值的过程，除了产品本身，我们也应该努力全面提升自己，让自己成为在产品基础上的附加值，这便是溢价能力。
文章转载公众号“Nelly的外贸日记”，欢迎关注！
