外貿(mào)業(yè)務(wù)員在開(kāi)發(fā)市場(chǎng)的過(guò)程中,經(jīng)常會(huì)遇到客戶說(shuō)價(jià)格太高的情況。

面對(duì)這樣的挑戰(zhàn),我們應(yīng)該怎么做呢?有什么方法嗎? 　　首先,我們要調(diào)整自己的心態(tài),保持冷靜和理智。

客戶壓價(jià)是很正常的事情,即使你給出了最低價(jià),客戶還是會(huì)覺(jué)得太貴,所以我們不能只看表面的價(jià)格問(wèn)題。

我們要讓自己的產(chǎn)品與競(jìng)爭(zhēng)對(duì)手有所區(qū)別。

除了價(jià)格,我們還可以給客戶提供其他方面的價(jià)值和信息。

而且,價(jià)格也可以幫助我們篩選出真正有意向和品質(zhì)的客戶。

 1)套路一：直接詢問(wèn) 。

詢問(wèn)客戶他們心目中合理的價(jià)格是多少,根據(jù)他們的采購(gòu)量給出不同等級(jí)的報(bào)價(jià),并且坦誠(chéng)地告訴他們：“降價(jià)是可以商量的,但是要看你們買多少!” 外貿(mào)回復(fù)客人嫌貴模版：hanks for your reply and your concern regarding our price is wellunderstood. As you said too much expensive, I‘d like to ask by howmuch? what's your target price?It is always our aim to provide our customer with unparalleledquality product at affordable cost. What I would suggest is that let us reviewyour products demands quantity and come up with a price-volume matrix for yourreference. Communication is always the key to better support our customer.2)套路二：判斷真?zhèn)?。

如果客戶給你一個(gè)非常低的價(jià)格,你要判斷一下他們是否在跟其他供應(yīng)商比價(jià),還是只是隨便說(shuō)說(shuō)。

 外貿(mào)回復(fù)客人嫌貴模版：The target price $XXX seems challenging for us. May I know how doyou come up with this target? I am very interested in knowing the magic behindand I would like to reasonably adjust it and try to match it.3)套路三：變通一下 。

如果客戶給出的價(jià)格太低,你又想接這個(gè)單子但又怕利潤(rùn)太低時(shí),你可以跟客戶暗示一下另外一個(gè)方案,讓他們知道單純地降價(jià)是不可行的,需要他們也做出一些妥協(xié)才能降低成本,并且進(jìn)一步溝通細(xì)節(jié)。

 外貿(mào)回復(fù)客人嫌貴模版：That target price is gonna be a very challenging for us to hit. Areyou open for ideas about cutting the cost? For example, changing certain partsof the products...? 4)套路四：突出優(yōu)勢(shì) 。

除了價(jià)格之外,我們要突出自己產(chǎn)品和服務(wù)上的優(yōu)勢(shì),并且跟客戶說(shuō)明清楚。

即使是行業(yè)內(nèi)都有提供的服務(wù),我們也要強(qiáng)調(diào)一下,讓客戶感覺(jué)到我們是專業(yè)和負(fù)責(zé)任的。

比如,我們可以說(shuō)我們的產(chǎn)品有質(zhì)量保證,有專業(yè)的售后服務(wù),有快速的交貨時(shí)間等等。

外貿(mào)回復(fù)客人嫌貴模版：We are not only selling the products, we also provide fullafter-sales service so be assured that you are well supported. List a few forexample as following:)5套路五：制造緊迫感 。

如果客戶還是猶豫不決,你可以給他們一些刺激,讓他們覺(jué)得如果不趕快下單就會(huì)錯(cuò)過(guò)一個(gè)好機(jī)會(huì)。

你可以說(shuō)你們的產(chǎn)品很受歡迎,庫(kù)存有限,價(jià)格可能會(huì)漲,或者給他們一個(gè)優(yōu)惠期限等等。

外貿(mào)回復(fù)客人嫌貴模版： When you look closer to the features of the products, you caneasily find out the differences:1.XXXX.2.XXXX.I have attached a table of comparison between our products and other ones so you know what you are paying for.If you are not targeting highlyprice-sensitive market, our product could reward you with much better profit.We pride ourselves with our technology/innovation/design creativeness..etc.6)套路六：提供對(duì)比。

如果客戶還是不滿意你的價(jià)格,你可以給他們提供一些對(duì)比數(shù)據(jù),讓他們看到你的價(jià)格其實(shí)是合理和公平的。

你可以跟他們比較同類產(chǎn)品在市場(chǎng)上的平均價(jià)格,或者跟他們比較不同品牌或規(guī)格的產(chǎn)品在價(jià)格上的差異,并且解釋清楚為什么。

 外貿(mào)回復(fù)客人嫌貴模版：How soon can you seal the deal if we canmatch the price?I am currently working a similar order, Imight be able to get a better pricing on certain parts based on the quantity oftwo orders.7)套路七：增加價(jià)值。

如果客戶還是覺(jué)得你的價(jià)格太高,你可以考慮給他們?cè)黾右恍﹥r(jià)值來(lái)吸引他們。

這些價(jià)值可以是免費(fèi)樣品、免費(fèi)運(yùn)費(fèi)、免費(fèi)安裝、贈(zèng)送禮品、延長(zhǎng)保修期等等。

這樣可以讓客戶感覺(jué)到你很大方和誠(chéng)信,并且增加了他們購(gòu)買的動(dòng)機(jī)和信心。

外貿(mào)回復(fù)客人嫌貴模版：Thanks for your feedback regarding our price. As an OEM /ODM service provider, our success strongly relies on our customer's profitabilityand therefore we are willing to leave this open for further discussion. Yet,pls understand that our offer is based on the actual cost of the materialquality we have used and we are happy to explain to you further.8)套路八：留有余地 。

　如果你盡力了,客戶還是禮貌地拒絕了你的報(bào)價(jià),這時(shí)候你要換個(gè)思路,把他們當(dāng)作有潛力的客戶,作為“備選方案”日常跟進(jìn)。

外貿(mào)回復(fù)客人嫌貴版本：I much appreciate the chance you have givenus. I know it is a time-consuming thing to choose a right supplier. Let's putthe order aside right now. I just wanna you know that I am always here and youcan hit me up if you have any question in the future.外貿(mào)人要有商人的思維,business is business! 不要被客戶牽著走。

挖掘客戶背后的真實(shí)需求和動(dòng)機(jī),才能更好地應(yīng)對(duì)價(jià)格問(wèn)題。