基本上90%的客戶會有還價的要求，怎么面對客戶的還價，我做了以下的接招總結(jié)。當然在具體的業(yè)務(wù)操作中還要，具體問題具體分析�。�看的人多回的人少，郁悶個個copy完就走） 
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 以退為進：這個價格我們也能做，但是如果按這個價格做的話，質(zhì)量會有所下降，請客戶考慮！ Example : we can also accept 
 price at USD 200 .however , the quality will be lowed than the one I 
have introduced to you at price USD 220 .pls considerate it ! 
Besides 
 , I would like to tell you . we can even accept the price lower than 
USD 200 . it is another model XX. The offer of this model is USD 175 . 
Only adjudge from the appearance . they are very similar . but they are 
completely of quality . they difference between the two model are listed 
 as following : 
the price difference is USD 20 . and we can 
supply you one year guarantee . So could you tell me what you and your 
customers should pay the super quality ? what is the result of the 
20/360=???? 
The reason why I have not introduce the products priced 
USD 175 originally is that I think the quality is the heart of the 
products . if your customer would like to do business with you is not 
depend on the price , just depend on the quality。if you can search a 
products of high quality , they will do not care too much about the 
price . 
第一步，明確告訴客戶我們也能做這個價格，但質(zhì)量會有所不同。 
第二步，如果可能推薦類似但價格比較低的產(chǎn)品。如果可能要比客戶的目標價格低，至少是要等于。 
第三步，讓他自己考慮選擇那一個產(chǎn)品。將兩個產(chǎn)品的不同之處羅列出來。可以將差價除于產(chǎn)品的保質(zhì)期限，那樣會得到一個很小的數(shù)字，記得，這個數(shù)字讓客戶自己算，他會覺得和你在幾個美分上計較很可笑。 
第四步，解釋一下為什么以前沒有把那個低價格的產(chǎn)品介紹給他。盡量讓客戶感覺你是在為他的長期生意著想。 
適用度：基本上對所有的客戶合適 
刺激：我們正在和你們國家的最大的該產(chǎn)品的進口商合作.我們給他的也是這個價格 
Example 
 : dear sir , we have already carefully considerated your 
counter-proposal . however , I am very regret that I can not accept your 
 price . Actually , we have already exported many containers to xx . we 
have very good cooperation ship with XX company , which is one of the 
biggest importer of XX products . 
Now , this company import around X containers from us every month . 
you are our new customer , and your trial order is not very big . however , you share the same price with this company。 
I have enclosed the B/L copy of this company’s order , pls kindly check. 
so 
 we hope that you can accept our last offer . I have enclosed the P/I 
for your confirmation again . pls kindly keep us informed if you have 
paid deposit payment , so that we can arrange production asap . 
分析： 
第一步，明確告訴客戶我們不能接受這個價格 
第二步，我們給某某公司的也是這個價格（確認該公司確實比較大，至少要比還價的這家公司大）。他已經(jīng)買了很多貨了。而你是第一次買，量也并不大（潛臺詞：我給你這個價格已經(jīng)夠?qū)Φ闷鹉懔�，你就別還了）。 
第三步，為使對方相信可以將該國大公司的提單COPY件，合同COPY件，或者是OEM的話，產(chǎn)品照片放在附件中。 
第四步，將合同付上要求確認。 
適用度：該市場上已經(jīng)有比較大的客戶，有一定的局限h 
3哭窮：原材料上漲，退稅降低，利潤本身已經(jīng)很低了…… 
Example: 
 dear friend , we have already carefully considerated your 
counter-proposal . however , I am very regret that I can not accept your 
 price . 
Actually , I have already given you the best offer , it leave us with only the smallest of margins . 
As you known , now the market is very competitive . 
the raw material of the XX products has been increased , I think you have already heard from other suppliers . 
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 the drawback of the XX products will be 11% instead original 13% . so 
it is we do not make concession , it is our government can not let us 
give you concession again . 
we hope that you can understand our situation clearly , and accept our best offer . 
分析： 
第一步，明確告訴客戶我們不能接受這個價格 
第二步，分析原因 
第三步，希望接受我們的最后報價 
適用度：價格確實已經(jīng)是不能再降了，有一定的局限