外贸老鸟的报价谈判技巧——案例分享

外贸老鸟的报价谈判技巧——案例分享

A: This item is too expensive.

这个产品太贵了。

B: We have some cheaper types. We can offer you this product at four different levels of quality.

我们有一些便宜的。我们有四种不同级别的品质。

A: Can we have the details?

有具体资料么？

B: The details will be sent in next e-mail.

详情会在下一封邮件发送给您。

A: Is there much difference in price?

价格上有很大的差别吗？

B: Yes, the most economic model is about 10% less in price than others.

是的，最经济的产品在价格上比其他产品大约便宜10%。

A: We'll talk about that.

我们可以谈谈。

B: Does this meet your requirements?

这种符合您的要求吗？

A: Actually, it's too much for us.

事实上，这对我们来说太贵了。

B: What about that cheapest model?

那个最便宜的怎么样？

A: Show me its detailed specifications, please.

给我看看它的具体规格吧。

B: Yes, pls check the file sent here.

您看看我发的这个文件。

A: This item seems like with too poor quality.

这个产品看着质量很差。

B: Different price, different quality. Coz you get what you pay for.

价格不一样，质量自然不一样。因为物有所值。

A: We need the exact specs in this file.

我们需要的产品必须和这个文件里的规格一样。

B: Then it is Model B. But its price will not be like this.

那就是B款。但是价格就不是这样了。

A: How much will that item cost?

那个产品要多少钱？

B: Well, it is Ex-Works USD35.5/Unit. You can also check the file we sent in last e-mail for reference.

出厂价是35.5美金/个，您也可以查看上封邮件里发给您的资料作为参考。

A: This item is ok, but its price is not workable. Can we get any discount pls?

这个产品还行，但是价格不好，我们能够得到一些折扣么？

B: The price for this item has been very good regarding its high standards.

基于该产品较高的质量，这个价格已经很好了。

A: No. Price too high, we need a discount.

不，价格太高了，我们想要一些折扣。

B: Well, it might be possible if the quantity can be above 2000 units.

如果您的采购量能达到2000个以上，或许是可以得到一些折扣的。

A: Sounds fair enough. Let's see how much discount you can give.

听起来蛮公平的。你能给多少折扣呢？

B: The price can be Ex-Works USD31.5/Unit based on the qty 2000 units.

如果订货量达到2000个，出厂价可以是31.5美金/个。

A: Still too high. Listen, we need your best price, we don't wanna our waste time.

还是太贵了。听着，我们需要你最好的价格，我们不想浪费彼此的时间。

B:  We've been already doing our best. Coz the cost is fixed. Well then, how much is your target?

我们已经尽力了，因为成本是固定的。那么你的目标价是多少呢？（不要不加修饰的就直接问目标价）

A: USD20/Unit

20美金/个。

B: As we said before, you get what you pay for. The price is always tied closely to the quality of the product. How could a product meet your quality standards if the price cannot even cover the cost of the raw material?

正如我们前面说的，物有所值。价格总是和产品的质量挂钩的。如果价格都无法弥补产品原材料的成本，如何去满足您要求的质量标准呢？

A: Could understand. But the price we gave is not the lowest.

可以理解。但是我们给出的价格并不是最低的。

B: However, it has been even lower than our production cost. We can't sell at a loss.

然而这个价格已经比我们的成本还要低了。都亏本了，我们咋卖？

A: You know we've got some good quotations with lower prices from other suppliers from China.

我们已经从中国的其他供应商那里得到了更加好的报价，价格比你的低。

And I do believe that you can always find even lower prices than the ones you've got for now.

But it is impossible for you to get high-quality items with lower prices. You get what you pay for.

是的，可以想象得到。因为作为一个专业的买手，一定会向不同的供应商收集更多的信息，以便参考和比较。

我相信你总能得到更低的价格，但是你不可能用较低的价格买到高质量的产品，因为物有所值。

A:You are right.

But most of them have sent us samples for free.

And some of the samples are good-quality items, with which we are quite satisfied.

We are considering to place them some orders.

没错。但是他们大多数已经免费给我们寄送样品，而且其中一些质量还蛮不错的，我们很满意。我们正考虑给他们下一些订单。

B:Mario, this item is not cheap.

We can also provide samples, but the cost of sample&delivery will be on your side if you'd like to see high-quality items, which may help further develop your market.

马里奥，这个产品价格可不便宜。我们也可以给你寄送样品。

但是如果你想看看高质量产品，以便进一步扩展一下自己的现有市场，产品和运输成本需要由你方来承担。

A:Michael, why should I take and pay for your samples since I have got some good ones for free？

Mike, 既然我已经免费得到了一些质量不错的样品，为何还要给你钱拿你的样品？

You should focus on the practical performance of this item, instead of similar appearance.

马里奥，既然你并非是这个行业的新人，想必你应该知道，由于不同的原材料和加工工艺，这个产品相当复杂。

你该关注的是这个产品的实际使用性能，而不是差不多的外在形态。

一个好产品能够帮助你打败你的竞争对手，然而，一个坏产品会毁掉你的生意。

A:Thanks for your explanation, Michael.

How much should I pay then?

How could you guarantee that this item is with good performance?

Mike,我很感激你的讲解，我们应该支付给你们多少钱呢？

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