在跟進外貿客戶過程中，外貿人都會經(jīng)過“討價還價”這個階段，哪怕你真的是把價格降到最低，客戶的回復還是：Please give me your best price。

無論你此時如何抓狂，客戶只會繼續(xù)讓你降價。而討價還價的內容，也并不僅僅是產(chǎn)品單價的討論，很多客戶都會讓你東割一塊西割一塊，讓自己能享受更多的優(yōu)惠，例如：交付更少的訂金；提出極短的交期；苛刻的尾款交付條件等等。

那作為外貿人，如何去應對呢？

第一種情況：針對印度、中東貿易商客戶群體

客戶群體分析：無理取鬧式講價，恨不得還沒看你的報價表就馬上回復：Your price is very high, friend.

針對這類客戶的應對方式：

1、堅定自己的價格，形成高逼格的氣場

2、回復客戶的相關說辭例子：與其他供應商不同的原材料、與其他供應商不同的制造工藝，拿自己最好的產(chǎn)品拆分，顯示出你們有最優(yōu)秀的質量，曬出你們的證書，SGS, CE，TUV等，中東的，曬你們出貨的SASO。

總而言之，對于此類客戶群體，一開始的態(tài)度就是強硬，給客戶營造一副專業(yè)的樣子，讓客戶心中對你的印象就是行業(yè)的大佬，這樣無論客戶在市場上怎么比價，都是以你作為參照物，最終客戶跟你成交的機率就大。

第二種情況：針對帶著大訂單來的客戶群體

客戶群體分析：此類客戶持著手頭的大單，有著不愁沒供應商的樣子，訂單的條款非常苛刻，如訂金偏少等

針對這類客戶套路的應對方式：

1、先抬高客戶，讓他自我感覺良好，但是同時對客戶做一個風險的預警，可以參考以下我的范文：

Glad to have your inquiry, we realized that you are one of the top client in your market.

As you mentioned that you need us reduce 5% of the price that we quoted. And I have to give you a warm advice that not only us but all the supplier will use lower quality material to make product for you base on your target price. And it will cause you a lot when it comes to after sales service including cost for shipping，replaced components，ect.

2、然后可以突出我們的一些服務優(yōu)勢以及產(chǎn)品優(yōu)勢以及繼續(xù)提高自己的身價：

Base on our quote, we will offer 3 years warranty and the top grade material. Price maybe little higher than other small suppliers, however, you will get better materials and more complete and strict testing.

3、訂金問題，必須跟客戶闡述我司最低可接受的訂金比率以及收款條款，一般這類大型訂單的客戶，引導他們走信用證+訂金的模式。例如：

We are sure that such big client like you must have good credit in your country，to protect both of us, we suggest we can use L/C payment for this order.

第三種情況：針對新客戶，但是客戶所在地是你們公司有頻繁業(yè)務來往群體：

針對這類客戶套路的應對方式：

1、多曬當?shù)乜蛻粲唵蜳I，表明價格立場

2、對客戶進行當?shù)厥袌龅脑敿毞治?，讓客戶明白你對當?shù)厥袌鲆呀?jīng)進入專家模式，繼而給客戶指定最佳方案，讓客戶跟著你的思維走。

第四種情況：針對老客戶返單講價并且用新供應商的報價甚至PI壓價的客戶群體：

針對這類客戶套路的應對方式：

1、由于此類客戶已經(jīng)和我們有了一定的交情，我們對于這類客戶要打的是感情牌，擺出一副全都是為他著想的架勢跟客戶談：

We know you already got lower price from other suppliers, however, base on the product you ordered, you can see that our product is really suitable for you and I am sure this is why you still send inquiry for me this time.

No one will guarantee new supplier can supply product for you as good as we can. If you still insist taking product from the cheaper price supplier, you may face some quality problem etc. And as you are our old client, we always put old client at priority place and offer the best service.

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