已經(jīng)記不清有多少次價(jià)格談到最后，我價(jià)格堅(jiān)決不再讓步，客戶對(duì)我說(shuō)： If that, we are afraid we will place order to other suppliers. 而我回復(fù)： Based on our quality, our profit is very low. If we cut 0.70 USD/CTN, we cannot keep reasonable profit then order will be rejected by our financial dept. Because it's no meanning of accepting this order, it only makes our workers tired and occupy capital.
If we force ourselves to accept this order, we may have to bring down the quality to average our cost
So please kindly evaluate our price again. If it's really hard to work, we hope we can work with you for next order. Appreciate for your support.
最后客戶還是自己找了臺(tái)階下，把訂單下過(guò)來(lái)，如：We need shipment on time. If you assure you will make shipment on time, please send PI.
為什么明知道有些訂單還有空間可以降價(jià)，我不降價(jià)呢，因?yàn)樵诖蠖鄶?shù)情況下，一個(gè)買家，當(dāng)他跟你殺價(jià)兩次以上時(shí)，其實(shí)他內(nèi)心已經(jīng)認(rèn)可了你的產(chǎn)品和價(jià)格。這個(gè)時(shí)候他無(wú)非就是想多獲得一些利好。如果你繼續(xù)同意讓步，是種很危險(xiǎn)的行為。因?yàn)橘I家對(duì)你賺取正常利潤(rùn)他是無(wú)可厚非的，如果你一味降價(jià)，他只會(huì)覺(jué)得自己被宰。所以你告訴他，If we force ourselves to accept this order, we may have to bring down the quality to average our cost.他就害怕了。因?yàn)閷幵纲I貴一些，質(zhì)量也不能差。否則買過(guò)去以后，客戶會(huì)陷入無(wú)休止的客戶投訴，經(jīng)濟(jì)和聲譽(yù)都受損。
我一般這樣和客戶溝通： With reference to your target price, we believe we are not talking the same product, maybe different quality or specification. According to our experience, this is frequently happen when price has big gap. For you to get right cost, It would be better if you could send us your samples. We think it is the best and effective way to avoid any possible mistake or misunderstanding.
然后如果客戶不愿意寄樣品或者說(shuō)沒(méi)有到付賬號(hào)，可以表現(xiàn)得積極有誠(chéng)意一些： If not convenient, we will arrange courier to collect samples from your side.
How do you think?
