一个精明的商人要这样和客户谈价格并搞定生意
很多外贸新手经常说客户老是抱怨价格高。客户一说价格高你就降价,但最后还是没有搞定客户和订单。
其实,客户讨价还价是可以理解的。但是,客户一要求降价,你就降价或者不知道如何应答,这说明你还是太菜鸟。
看看下面这段对话,仔细琢磨,学习一下这个销售员是如何即坚持了价格又搞定买家的。
这就要求你必须对你的产品非常懂行,说服客户到点子上。这就是功夫,希望对你有抛砖引玉的作用。
A: Good morning. sir. Can I help you?
早上好,先生,你想买点什么?
B: I hear Chinese arts and crafts are famous for their excellent workmanship. I'd like to take some home.
我听说中国工艺品以其精湛的工艺闻名,我想买些带回家。
A: We have various kinds of articles, such as the tri-colored glazed pottery of the Tang Dynasty, embroidery, brocade, jade carvings, wood carvings, bamboo carvings, lacquer ware, braiding, etc.
我们有各种各样的工艺品,如唐三彩,刺绣,锦缎,玉雕,木雕,竹雕,漆器,编织品,等。
B:I want something typically Chinese and easy to carry.
我想买些具有中国特色且便于携带的。
A:Well, the tri-clored pottery is beautiful, but it's fragile, Cloisonne is heavy and can be easily damanged. I suggest you buy some embroidery, It's easy to carry.
好的,唐三彩很美但是易碎,景泰蓝很重且容易损坏。我建议你买些刺绣,便于携带。
B: I'm interested in it. It looks delicate.
我对刺绣很感兴趣,看起来挺精美的。
A:Here is a piece of Suzhou embroidery.
这是件苏绣品。
B:Let me see it. Oh, a dog's playing with two balls, The dog is so cute, How much is it?
让我看看,哦,一狗戏双球,这狗太可爱了,多少钱?
A: 500 yuan.
500元
B: I'm afraid it's too expensive.
恐怕太贵了吧。
A: Too expensive? Feel the material, Look at the pattern, Aren't they excellent?
太贵了?你摸摸这个材料,看看这些图案,绝对的好。
B: Excellent as they are. they can't be worth so much. This morning a peddler showed me a piece of Suzhou embroidery. The pattern was great. He only asked for 300 yuan.
好是好,只是值不了那么多钱,今天上午有个小贩给我看了件苏绣,上面的图案挺精美的,他的要价也只有300元。
A:Did you take it?
你买下了吗?
B:Yeah. I took it for 250 yuan only, here it is.
是的,我只花了250元买下了,这就是。
A:They are quite different. Yours is machine made. I mean it is mass-produced. It isn't worth that much. At most it can sell at 150 yuan. You were overcharged.
大不一样,你买的是件机器绣的,也就是批量生产的,值不了那么多钱,最多值150元.你买贵了。
B:Really?
真的吗?
A:But look at all the embroidery I'm dealing in. They are all hand-made, Both sides display the exactly same pattern. It's worth very penny I ask for.
看看我销售的这些刺绣,都是手工制的,两面的图案完全一样,完全值我说的价格。
B:How about 400 yuan.
400元, 怎么样?
A: 500 yuan is the lowest I can accept, I know some foreigners never bargain. so I've never over-priced my goods, You can compare mine with other sellers, Then you'll find 500 yuan is quite reasonable for such an excellent item.
500元是最低价格了,我知道有些外国人从不讲价,所以我从不要高价,你可以与其他卖家比较,你会发现这么精美的货卖500元是合情合理的。
B:OK. I do love it. I'll take it, Here is the money.
好吧,我真的很喜欢,买下了,给你钱。
A: Thank you.
买下了。
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