這幾天有個(gè)單子，客戶因?yàn)橐磺Ф嗝澜鸬牟顑r(jià)，跟另外一家工廠定了。心有不甘的同時(shí)，不得不感嘆，還是會(huì)有很多客戶只考慮價(jià)格！

今天又來講講這個(gè)老生常談的話題，對(duì)于討價(jià)還價(jià)會(huì)用到的一些英語(yǔ)，很多之前也分享過，當(dāng)作復(fù)習(xí)吧！

we have learned over time that our customers are looking for quality, service and low investment. We've also learned that it's not possible to offer all three at once, and we have made the conscious decision to concentrate on great quality and great back- up service. We want to ensure the long-term satisfaction of our customers is not put at risk.

隨著時(shí)間的推移，我們了解到，我們的客戶都在尋找有質(zhì)量，好服務(wù)和低投入的項(xiàng)目。我們還了解到，實(shí)際上三者很難同時(shí)滿足，我們把大部分的精力集中于產(chǎn)品的質(zhì)量和強(qiáng)大的售后服務(wù)這一塊。這樣才能使客戶的長(zhǎng)期滿意度不會(huì)受到威脅。

Do you mean price or cost? What I mean by what is, the price is the sticker price, whereas cost is the long-term investment in the product. Our products require lower maintenance, which saves time in the lont-run. You may find lower prices, but we doubt if you can find lower cost.

你指的是價(jià)格還是成本？我的意思是，價(jià)格是標(biāo)價(jià)，而成本是對(duì)產(chǎn)品的長(zhǎng)期投資。我們的產(chǎn)品需要較低的維護(hù)，這在長(zhǎng)期運(yùn)行中節(jié)省了時(shí)間。你也許會(huì)找到更低的價(jià)格，但你很難找到更低的成本。

May I aks if price is your only consideration? Is your decision based solely on price? If so, I'm not sure if our products will be the best option for you. If there are other criteria you are going to judge it by. maybe we can discuss those.

請(qǐng)問價(jià)格是否是你們唯一考慮的因素？你的決定僅僅是基于價(jià)格嗎？如果是這樣，我不確定我們的產(chǎn)品是否會(huì)是您的最佳選擇。如果有其他的評(píng)判標(biāo)準(zhǔn)，也許我們可以討論一下。

We are fair with our customers at all stages, and we set our prices competitively right from the start. May I ask what you're comparing us against?

在各個(gè)階段我們對(duì)待客戶都是一視同仁，都是公平對(duì)待的，從一開始就設(shè)定了非常具有競(jìng)爭(zhēng)力的價(jià)格。請(qǐng)問您是拿我們和哪一家做比較？

I understand why you may think that. Can we discuss a pricing option that I think might work for you?

我理解你為什么這么想。我們能討論一個(gè)我認(rèn)為對(duì)你有用的定價(jià)方案嗎？

We have deliberately set our pricing structure out so we can provide the best quality and the best after sales service. Is that just as impotant to you as the price?

我們特意制定了我們的價(jià)格結(jié)構(gòu)，所以我們可以提供最好的質(zhì)量和最好的售后服務(wù)。這對(duì)你來說和價(jià)格一樣重要吧？

We often find that if we as a company buy cheap, we also buy risk. We wouldn't want to put that risk on you by providing cheaper products，that might not be up to the overall job we've been discussing.

我們經(jīng)常發(fā)現(xiàn)，作為一家公司我們?cè)谫I了便宜的同時(shí)，我們同時(shí)也買下了風(fēng)險(xiǎn)。我們不想讓你們承擔(dān)這種風(fēng)險(xiǎn)，如果用更低的成本會(huì)導(dǎo)致我們提供的產(chǎn)品達(dá)不到我們一直在討論的整體工作。

You've mentioned the price, Mr Customer. Other than that, is there anything else that concerns you about the product?

你提到了價(jià)格，顧客先生。除此之外，產(chǎn)品還有什么讓你擔(dān)心的嗎？

Let's consider the total cost of ownership for a moment and see whether the price is, in fact, really worthwhile when we consider what savings you maybe able not achieve.

讓我們考慮一下總成本，實(shí)際上，讓我們看看當(dāng)您可能無法實(shí)現(xiàn)哪些節(jié)省時(shí)，這個(gè)價(jià)格是否真的值得。

You may have heard we are higher than our competitors, but our customers have give us top marks on quality, warranties and back-up services. They find these things matter more to them that the upfront price, as it means less maintenance and greater productivity in the long run. I can give you details of other customers who have used our products so you can discuss with them what they've achieved, if you like?

你可能聽說過我們的價(jià)格比競(jìng)爭(zhēng)對(duì)手高，但是我們的客戶在質(zhì)量、保證和售后服務(wù)方面給了我們很高的評(píng)價(jià)。他們發(fā)現(xiàn)這些東西對(duì)他們來說比前期價(jià)格更重要，因?yàn)閺拈L(zhǎng)遠(yuǎn)來看，這意味著更少的維護(hù)和更高的生產(chǎn)力。如果你愿意，我可以給你其他使用過我們產(chǎn)品的客戶的詳細(xì)資料，這樣你就可以和他們討論他們的成果了。

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