外国客人说你价格贵,如何搞定他？.doc

做外贸，很多时候，产品涨价要通知客人，客人说价格贵不能接受，怎么去解释和说服他呢？
除了强调你的产品质量很好，还有其他有说服力的理由。
1)解释给客人为何涨价原因，一一列出来。
Date: Jan 11, 2011
Re: PRICE INCREMENT WITH IMMEDIATE EFFECT
I’d like to inform you the latest pricing revision.  Regret to say, we are dealing with the factors that affected our cost of production and delivery:
a)Prices increase on the raw material, about 20% increased on ABS and PP material, and 30% increase on the steel.
b)RMB currency fluctuation versus the US Dollars.（RMB exchange rate raised sharply these days）
c)Increase on fuel charges by 20% on the ocean and the inland freight.
d)Increase on labour cost due to the change of new China Labour Policy。
After viewing all the above, we have no option and forced to increase our current prices to you.
2)先解释，后让折扣来吸引。
As you know, raw material and labour cost are increasing all over the world, including in China. And the exchange rate between USD & RMB is from previous 6.80 to current 6.55. Our price is fixed base on the current cost. We would do our best to keep price stable, but it would be fluctuated with the economical situation.
Considering you were recommend by our old customer, we would like to offer you a little bit discount for our first cooperation.
We hope we can start to deal business with you by this opportunity.
3）解释之后，抛出BOSS表诚意。
The main reasons why we can not lower our prices is that prices increase on the raw material and labor cost.Also RMB exchange rate raised sharply these days.
Regards to the prices,I just talked to my boss.To show our sincerelity, we would like to offer you a 2% discount for our first cooperation.
Ａnd We hope to do business with you in the near future.
Looking forward to your favorable reply.

这些都是我实际用过的句子，还说服了一个客人给我下了2个柜，一般客人是有诚意的话，只要耐心和他说明，他会理解这些的，不过生意需要灵活处理的，最好是及时了解客人的心态和想法做出最佳的回复。
你要学会察言观色，试想一下，我们出去卖东西的时候，很少会说对方给出的价格真便宜，所以这是一种想讨价还价的方式，要学会知己知彼，先了解对方所在国家的行情，再了解对方的实力，然后结合自己公司的能力，给予一个适当的价格，有的时候为了留住大客户、或者对方的单子比较大也可以适当的让老板给一个相当合理的价格，对方觉得东西好，下一次自然会找你的。

1 价格上没有优势，我们可以从质量上下手。付款方式下手。2 建议他多买（若是化工产品）

你需要了解你的客户的情况，客户来自哪个国家，经济水平，再看给的价格

1.This one is very good for 10 US dollars. 这东西绝对值10美元。

2.These are slightly higher in price,but their superior quality makes them more valuable than the less expensive ones.这些价格是高了点，但其优质的品质，是它比那些便宜的更有价值。

3. This price is quite reasonable.这个价格相当合理。

4. The best compromise we can make is…我们能做的最大让步是…

5.This is the lowest possible price. 这已是最低价格了。

顺便讨论一下如果产品报高了，怎么降价：
Dear Madam/Sir.

How are you doing? I hope everything is going well with you.

Did you get my email for quotation? Please let me know your comments if you got it.

Considering you being very serious customer, I discussed with my boss again after I quoted you a few days ago. we are very appreciated this opportunity of cooperation with your esteem company. After checking with our finacial department again, also getting approval from our G.M, I am happy to give you a special offer. The special offer as

belows:
Please consider our special offer and I am expecting your positive reply.

Best Regards,