2024年4月28日发(作者：鸿蒙操作系统)

基本上超过90%的客户会有还价的要求，怎么面对客户的还价，

我做了以下的接招总结。当然在具体的业务操作中还要，具体问题具

体分析！

1. 以退为进：这个价格我们也能做，但是如果按这个价格做的

话，质量会有所下降，请客户考虑！

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 :

1 2 3 ……

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，明确告诉客户我们也能做这个价格，但质量会有所不同。

第二步，如果可能推荐类似但价格比较低的产品。如果可能要比

客户的目标价格低，至少是要等于。 第三步，让他自己考虑选择那

一个产品。将两个产品的不同之处罗列出来。可以将差价除于产品的

保质期限，那样会得到一个很小的数字，记得，这个数字让客户自己

算，他会觉得和你在几个美分上计较很可笑。

第四步，解释一下为什么以前没有把那个低价格的产品介绍给

他。尽量让客户感觉你是在为他的长期生意着想。

适用度：基本上对所有的客户合适。

2. 刺激：我们正在和你们国家的最大的该产品的进口商合作.我

们给他的也是这个价格。

Example : dear sir , we have already carefully considerated

your counter-proposal . however , I am very regret that I can

not accept your price .