• 交付更少的订金；
• 提出极短的交期；
• 苛刻的尾款交付条件

碰上这样习惯性套路的客户，又(yòu)该怎么应对呢(ne)？

麦子今天就和大家分(fēn)三个情况来分(fēn)析以及如何回答(dá)这些讨价还价客户的问题。

客户群體(tǐ)分(fēn)析：无理(lǐ)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.

应对方法：

1. 坚定自己的价格，并且给客户的形象是专业的、不容置疑的，让客户心中对你的印象就是对行业十分(fēn)了解、有(yǒu)洞见

2. 回复客户的相关说辞例子：与其他(tā)供应商(shāng)不同的原材料、与其他(tā)供应商(shāng)不同的制造工艺，拿(ná)自己最好的产品拆分(fēn)，显示出你们有(yǒu)最优秀的质量，晒出你们的证书，SGS，CE，TUV 等，晒你们出货的 SASO

应对方法：

1. 先抬高客户，让他(tā)感觉良好，但是同时对客户做一个风险预警，可(kě)以参考以下模板：

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(kě)以突出我们的服務(wù)优势以及产品优势，并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 may be a bit 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(kě)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(tā)们走信用(yòng)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.

老客户返单讲价并且用(yòng)新(xīn)供应商(shāng)的报价甚至 PI 压价

应对方法：

这类客户已经打过一定时间的交道了，因此谈价的时候可(kě)以體(tǐ)现出完全是為(wèi)对方着想的角度出发

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.

以上举例的情况也是比较常见的讨价还价以及应对的方式，但同时也需要外贸人在与客户沟通中，正确的看待客户提出的价格贵、想降价的问题，因為(wèi)当你还能(néng)收到这句话的时候，说明你还有(yǒu)机会继续达成合作的，希望以上的分(fēn)享能(néng)够帮助到大家

如果您对麦穗获客想要有(yǒu)更多(duō)的详情了解，欢迎你的體(tǐ)验。