（本网综合讯）编者按: 这篇文章摘自alibaba商业论坛,是我们的网敌对的便是你-年夜米在12月28日公布的,写得很存心得。针对他的了解,良多网友也宣布了自己的不雅观点—— 在一次专业性的生意会上认识了一个缅甸的客户，现在他较忙，与他聊了一下,开端了解了一些他公司的根基情况，客说回往后再联系。

    生意会后，马上传真,电话联系。

    不久客户就来了询盘，说对******有快乐喜爱（两类产物，有40多个ITEM）基于对客户的了解，报了个比最低价凌驾5~8百分的价钱，并且MOQ也比平常凌驾了几十套。

    收到客户答复如下： Now we would like to place an order for ** as below : to start our business. As it is our first order, the some item's order quantity may be below your MOQ and we want to ask you to accept our order quantity for this time. Please see the attached file.（理想他的订单量和我司的MOQ还要多，虚打了一枪，利便了自己也让客户有点成绩感）And we want to request you to quote us your very best price to avoid repeatitive work of negotiating the price. If you quote us a high price, we could not sell them properly in our market and it would be really difficult for us to make another order.（看来是个讨价妙手，鉴戒点，一下去就想套偶的低价，没那随便）

    偶的答复如下： I understand it's a little hard to market new products and the lower price is the most attractive point, but as you know the quantity is below our MOQ(我们的MOQ是200SETS,他订的也是200套以上) and i quoted very good price before, i know your company are very active in your country and have wonderful market shares and this order is just a try order,so i talk to my boss and we decided to give you our best price as attached(在原的报价单大将一些单价代价高的ITEM降了USD0.3~0.4,有一些ITEM连结原价,让其年夜白偶报的是BEST PRICE),actually the prices attached is our prices based on 500sets/item,让他年夜白偶给他报的价很实惠), hope we win the markets together.

    客户答复如下: Thank you for your revised price. We can accept the prices of the item No.1 to 8. But it will be more convenient for us if you do favor us the prices of the item No 9 to 14 as we described in the table. And please send back the P/I again.(烦闷实在有水份多的是 ITEM NO.1 TO 8,为什么他不讨价反倒让我降 NO 9 TO 14的价呢,看来客户心理上是按受了偶的价钱,只是还想来探下真假,看我报的是不是最低价,这下可不能心软,给他贬价.铁了心,两个意思一下降了USD0.1,一个降了USD0.05,其他稳定.说叫偶DO FAVOR,义务完成,FAVOR我是做了的啊)

    N;天后收到客户的答复: We received your samples yesterday and the quality of your products are OK. And we would like to confirm the order as follows. In this, we accept all of your offer prices except the one (WJC 3041). Please do favour us the price to be $4.75 per set.(看来客户照旧不去世心,怕我们报的不是最低价,要偶从$5.10降到$4.75,如果理睬了他不就会露底.不可,想了一下招如下:

    I; am really appreciate for your cooperation, it's hard for me to help you to low down price of C3041, I really quoted you our bottom price for all the items. I will ask my manager to low down USD0.1/SET to USD5.0/SET as for our gift to you for NEW YEAR ^_^,I guess that's best I can ask for.(哭一下偶的难处,以获他的支撑,话说到这份他该信偶是给了他最低价吧!嘿嘿!)

    本日终于收他确实认订单,愉快!

    愉快回愉快,总结一下: 1.报价前得先了解一下客户.这个客户是个在他国算得上个有气力分销商,为获得客户,第一次报价给的便是个实在的,留了点余地的价.

    2;.对客户的讨价,要少少的给他点实惠,让他有成绩感.

    3;.贬价不能片面积的降,留存点"节目",让他了解到我们第一次发的便是实盘,分外不能一次降的良多,让人很难接受.我们自己买东西是不是时常有这个了解呢,启齿要200,末了还到80还不想买,这80元里不知另有多少水份呢?

    ［答复1］提一点意见：今后联系客户的时候要多用 WE，而不是“我会问我们的司理给你一个好的价钱之类的东西”。 ［答复2］做这种报价，团体以为，不合用全部的客户，有一定前提，前提便是——良知知彼。

    所谓良知，产物必需有足够的下风（或在价钱上，或在质量上）;所谓知彼，是必需是极度有至心的客户。

    不然很有年夜概因为你比最低价凌驾5~8百分的价钱而将客户吓跑，那边另有背面的一来二往啊？

    详细题目详细申明，我们做DVD,好多客户都对工场分外认识，除非你的产物老是走在同行的前沿，老是比市场要早一步革故鼎新，不然，你报的价钱高0.1美金，他就已经转而投别的了，谁另有耐心跟你0.1美元乃至0.05美元的讨价？！