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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(biāo)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?？梢詫⒉顑r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。

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(jìn)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(rèn)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(rèn)。

適用度：該市場上已經(jīng)有比較大的客戶，有一定的局限h3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 .

2 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