剛出來工作那會，有客戶詢價，只要客戶說價格貴，我就當真了，每當這個時候我就會去反復核算成本，或者是去問經(jīng)理還能不能再降點？

一般情況，經(jīng)理會問，是不是降價了這個客戶就訂了？又或者會說：客戶講價都是打的心理戰(zhàn)，誰能扛到最后，誰就是贏家，先不要降給他！

直到自己成功經(jīng)手幾個項目的談判之后，開始領會到經(jīng)理說的那句話：談判其實就是跟客戶的心理戰(zhàn)，誰的心態(tài)平和，扛得久誰就是贏家。

時代日新月異，很多時候以前的方法跟現(xiàn)在比已經(jīng)不合適了。談判的技巧和方法也隨著更新，我們也要與時俱進，不斷優(yōu)化自己的知識儲備和提升自己的思維方式，即便是被裹挾著前進，也好過被洪流沖走。

近來用的比較多的是說延長交貨日期可以降低一些價格，因為交期急，工人需要加班，加班的話工人的工資也是一筆開銷，所以價格是無法降低的；還有就是跟客戶說改變交貨地址，原來價格是可以包含在某個省內的某個地點的運費，如果客戶還在講價，那么我會說，只能是工廠交貨，不包含送貨費，或者跟客戶說運費每人承擔一半的情況下可以降價多少；有的時候，客戶的付款方式會要求30%TT，尾款是即期信用證，或者是其他，如果他還是要求降價，你可以同意他，但是付款方式要改為出貨前付清尾款等；或者是通過項目交付日期來談判，比如原本是在幾天內可以交付，由于您一再要求降價，我們可以在項目安裝交付日期這塊來談，如果時間可以延長，我們就可以考慮.....

除此之外，我想大家用得比較多的應該是關于數(shù)量這個談判，就是跟客戶說只要你的量達到多少，我們可以給到您想要的價格，或者跟客戶說你現(xiàn)在下一個月的量，如果能改為一年的訂單量，我們就可以達成您這個價格，下面就是這樣的案例，大家可以參考一下：

A：I am sorry, but that's my best price.

B: Isn't there any way you could sharpen your pencil and get that figure down a bit more?

A: Well, normally we sell these things for five to ten percent less, but your volumn is so small I can't do that.

B: Oh, ok, I can fix that.

How about if I promise to order another batch just like this one every quarter? We will use them.

A: That won't help. We can give the discount if we don't have to retool and set up so often. That's where we save money and we pass that on to you.

If you double your order, we can give you a 5% discount, and if you double that to four times your order, I can give you a 10% discount.

B: I don't understand.

A: We sell a lot of these things but not enough to keep a production line going full time.

We have to set up our shope to make these things and that takes about a day to set up and another half day to tear down when we finish.

By saving me three set up days and 1.5 tear down days, that's the salary of three men four and a half days.

I'm willing to let you save that money.

B: I'd love to but I got no place to put them.

A: If storage is your only worry, I can help you there.

B: How?

A: If you sign a contract for a year's supply, I will make them all in one run.

And you qualify for the discount. But, you have to pay me in full for the whole run as soon as you take delivery of the first of four shipments.

I can store the rest for you for nine months for free. How does that grap you?

B: You have a deal. Not only do I get the discount, but today's price is locked in for a year. I can't lose.

A: I'll have the contract ready for your signature tomorrow.

B: Great.

significant saving 節(jié)約大量成本

sharpen one's pencil 審價削款

總之，降價一定不能是沒有理由地就降，一定是要有理有據(jù)的！除非你的利潤非?？捎^，而客戶已經(jīng)知道你對手的質量和價格的情況下，準備要把訂單給別人，你要挽回他才考慮主動降價。

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