关于外贸客户的谈判技巧

　　一直来遇到同行抢客户苗头，打价格战都不是好方法，甚至会弄个弄巧成拙，两败俱伤的结局，所以相信很多外贸都不会推崇这样做法。但无奈倘若对手他们报了低价，你的客户会反过来跟你砍价，这个时候就看你的话术和情商了。例如，客户找你们压价，可以这么说：

　　You may know that there is no lowest price in China, only the lower and lower prices..

　　Based on our quality, our profit is very low. If we cut 0.70 USD/CTN, we cannot keep reasonable profit then order will be rejected by our financial dept. Because it's no meanning of accepting this order, it only makes our workers tired and occupy capital.

　　If we force ourselves to accept this order, we may have to bring down the quality to average our cost.

　　So please kindly evaluate our price again. If it's really hard to work, we hope we can work with you for next order. Appreciate for your support.

　　你们要告诉客户： If we force ourselves to accept this order, we may have to bring down the quality to average our cost. 他就害怕了。要知道客户宁愿买贵一些，但质量一定不能差。否则买过去以后，客户会陷入无休止的客户投诉，经济和声誉都受损。

　　还可以告诉他：Low prices always accompany with high risk, maybe quality, quantity or reputation. we cannot bring down our quality to get advantage on prices. We hope our parters grow with us in a health way.“低价格永远意味着高风险”，尤其是在采购量比较大的时候，太低的价格往往会伴随着潜在的高风险。可能是品质，可能是数量，信誉等。

　　很多客户特别是欧美客户，都会认同好质量的产品，所以这么说他们会认同。买的永远没有卖的精，一味图便宜的客户，总会吃亏的。中国的供应商那么多，参差不齐，客户做贸易那么多年，可能会有吃过亏的经历。很多时候重大的损失都来自于原则问题没有坚持，你这么说客户有可能会有感触。