课程内容

案例18 客户砍价并提出附加要求

案例18客户砍价并提出附加要求

问题:我有个巴西老客户,在5月份给我下了一个大柜的无纺布订单,当时价格是2 /kg,最近客户又有新订单,我们刚开始给他维持2美金价格,后来有给他价格降到1.8美金, 但是客户目标价就是要1.35美金,这个价格根本做不了,而且是去年的价格,还要加很多的 填充料,客人也不想降低质量。现在客人情况是,如果1.35美金价格能做,4个大柜就会下 给我。但是这个价格我们真的做不了。请问老师,有什么好方法吗?

回复话术:

Dear Xxx,

Thank you very much for your waiting my answer after we had a serious meeting with my leaders, in fact, we don't understand where you mentioned US$1.35/kg comes from?

Supposed your order this time, the total amount is US$26556, however, this amount is CFR payment term even including credit operate fee which is paid by us, especially, during this hard time, exchange rate is changed which means that we have lost money already even material and labor cost are also increased too. So, you can image that we don't have much profit at all. Who is more harder? Please kindly understand our bad status now .

I really want to do business and keep good cooperation with your company, and I don't want to lost you and you are so kind, since our cooperation, you find that we both always keep good communication, as long as have any chance, I do my best to give you lower price like last two times, however, it is really hard for us to reduce the price again.

As you knew, a long and good business really needs win to win, please kindly consider my requirement, otherwise, how we continue to?

Thousands of thank you very much for your kind understanding.

Yours sincerely, Xxx

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