客户太会讲价了，要怎么回答老板才不会咆哮？

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现在外贸人收到询盘既开心又格外小心，毕竟这样的环境下有一个订单不容易，即便是碰到一些难缠的客户。

案例一

A：I really hope to reach an agreement with you today that is suitable and beneficial for us both. I've thought through a lot of these details, and I hope we can have a chance to discuss them and resolve any differences this afternoon.

我非常希望今天能和你们达成协议,这对我们双方都合适而且有益.这些细节我都详细考虑过了,而且我希望我们今天下午能有机会讨论一下,解决这些分歧.

B：Let's get start. What kinds of things do you have in mind? If you let us know the requirements you have from the very beginning, we can work through each one until we can come to an agreement.

那我们就开始吧.你们有什么想法?如果你们从一开始就让我们知道你们的要求的话,我们可以一一解决并最终达成协议.

A：Firstly, we'd like to discuss a discounted price. If you can give us a discount of 7% on the high volumes orders, we can pay in 60 days. 

首先,我们想讨论下折扣价格.如果我们的订单很大,你们给打九三折,那我们就能在60天之内付款.

B：Huh... I think 7% is little high that might be hard to do. How about this? We'll give you a discount of 4%, but you can have 90 days credits.

哦,我认为九三折有点高了…很难办到.这样好了,我们给你们九六折,但你们可以有90天的赊账期限.

A：Well, that might be acceptable, if you handle the insurance fees. 

好吧,如果你们付保险费的话,我也许可以接受.

B：No, you have to take care of the insurance. But we are willing to pay the half transport. Can you accept that?

不行,你们自己承担保险费,但我们愿意付一半的运输费.这样你们能接受吗?

A：We cover the insurance and half the transport fee, and only have a discount of 4%. 

我们负责保险费和一半的运输费,只有九六折的折扣…

B：But you'll have 90 days to pay your bill and I'll tell you what... I'll also throw in the discount of 10% on your up front deposit.

但你有90天的付款时间,而且我还要告诉你,对你们提前支付的定金额外打九折.

A：Done... 

成交…

案例二

A：We've got a problem...it looks like we'll need more spotlights on the exhibition booth. The client thinks it's too dark,and they want to add halogen lighting. We've already got 3 sets of track lighting from you guys,do you think you could help us out and throw in some halogens? 

我们遇到个问题,好像展览棚还需要更多的聚光灯.那个客户认为光线太暗了,他们想要增加卤素灯.我们已经从你们那里拿了3套轨道灯,你看你们能不能帮帮忙,再额外送一些卤素灯?

B：Oh...Um...I don't think so. you know the halogen lighting is much more expensive than your track lighting system. Plus I'm going to have to call in some guys to install it for you. That's not going to come cheap.

哦...我看不行.你知道卤素灯比你们的轨道灯照明系统要贵的多.再加上我还要请人给你们安装.那可不是一点儿费用就能办到的.

A：But it would only be adding to the existing structure. We're not talking about anything new here... 

可是这只是在已有的构架上安装.我们并没有提出什么新的业务......

B：It doesn't matter because we will still have to call the electrician out, and they are union labor. It'll cost you a pretty penny....

跟那个没关系,因为我们还要召集电工,他们是工会的工人,你们得付不少钱...

A：How much do you think it would cost? 

你认为我们得花多少钱?

B：Ummm,I estimate it'll run in the neighborhood of ....$500 per light.

我估计加钱应该在...大约每个灯500美元.

A：$500per light?!That's ridiculous!It can't possibly be that expansive! 

一个灯500美元?!这太荒唐了!不可能有那么贵!

B：It is,I'll tell you why. We'll have to call in the electrician, he's going to charge overtime now because it's already 5PM, and it will probably take him an hour a light. Plus, the halogen lights take more electricity,so your electrical cost is going to be higher as well.

就有那么贵,我来告诉你原因.我们得请电工,因为现在已经是下午5点多了他们要收取加班费,而且每个灯可能要花一个小时才能安好.此外,卤素灯比较费电,所以你们的电费也要上涨.

A：Can't you give me a break on this?We've already spent so much money on lighting,I hate to have to blow so much more on halogens. 

你不能给我算便宜点吗?我们已经在照明上花了很多钱了,我不想在卤素灯上在浪费那么多钱.

B：No, that's the cost, and that's what it's going to cost us. We can't go in the hole with this. I am giving you my best price,so take it, or leave it.

不行,那是成本费,也是我们自己掏钱.我们不能为这个亏本.我给你们的是最低价,所以你们要么接受要么放弃.

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