|
一个精明的商人要这样和客户谈价格并搞定生意 很多外贸新手经常说客户老是抱怨价格高。客户一说价格高你就降价，但最后还是没有搞定客户和订单。 其实，客户讨价还价是可以理解的。但是，客户一要求降价，你就降价或者不知道如何应答，这说明你还是太菜鸟。 看看下面这段对话，仔细琢磨，学习一下这个销售员是如何即坚持了价格又搞定买家的。 这就要求你必须对你的产品非常懂行，说服客户到点子上。这就是功夫，希望对你有抛砖引玉的作用。 A: Good morning. sir. Can I help you? 早上好，先生，你想买点什么？ B: I hear Chinese arts and crafts are famous for their excellent workmanship. I'd like to take some home. 我听说中国工艺品以其精湛的工艺闻名，我想买些带回家。 A: We have various kinds of articles, such as the tri-colored glazed pottery of the Tang Dynasty, embroidery, brocade, jade carvings, wood carvings, bamboo carvings, lacquer ware, braiding, etc. 我们有各种各样的工艺品，如唐三彩，刺绣，锦缎，玉雕，木雕，竹雕，漆器，编织品，等。 B:I want something typically Chinese and easy to carry. 我想买些具有中国特色且便于携带的。 A:Well, the tri-clored pottery is beautiful, but it's fragile, Cloisonne is heavy and can be easily damanged. I suggest you buy some embroidery, It's easy to carry. 好的，唐三彩很美但是易碎，景泰蓝很重且容易损坏。我建议你买些刺绣，便于携带。 B: I'm interested in it. It looks delicate. 我对刺绣很感兴趣，看起来挺精美的。 A:Here is a piece of Suzhou embroidery. 这是件苏绣品。 B:Let me see it. Oh, a dog's playing with two balls, The dog is so cute, How much is it? 让我看看，哦，一狗戏双球，这狗太可爱了，多少钱？ A: 500 yuan. 500元 B: I'm afraid it's too expensive. 恐怕太贵了吧。 A: Too expensive? Feel the material, Look at the pattern, Aren't they excellent? 太贵了？你摸摸这个材料，看看这些图案，绝对的好。 B: Excellent as they are. they can't be worth so much. This morning a peddler showed me a piece of Suzhou embroidery. The pattern was great. He only asked for 300 yuan. 好是好，只是值不了那么多钱，今天上午有个小贩给我看了件苏绣，上面的图案挺精美的，他的要价也只有300元。 A:Did you take it? 你买下了吗？ B:Yeah. I took it for 250 yuan only, here it is. 是的，我只花了250元买下了，这就是。 A:They are quite different. Yours is machine made. I mean it is mass-produced. It isn't worth that much. At most it can sell at 150 yuan. You were overcharged. 大不一样，你买的是件机器绣的，也就是批量生产的，值不了那么多钱，最多值150元.你买贵了。 B:Really? 真的吗？ A:But look at all the embroidery I'm dealing in. They are all hand-made, Both sides display the exactly same pattern. It's worth very penny I ask for. 看看我销售的这些刺绣，都是手工制的，两面的图案完全一样，完全值我说的价格。 B:How about 400 yuan. 400元， 怎么样？ A: 500 yuan is the lowest I can accept, I know some foreigners never bargain. so I've never over-priced my goods, You can compare mine with other sellers, Then you'll find 500 yuan is quite reasonable for such an excellent item. 500元是最低价格了，我知道有些外国人从不讲价，所以我从不要高价，你可以与其他卖家比较，你会发现这么精美的货卖500元是合情合理的。 B:OK. I do love it. I'll take it, Here is the money. 好吧，我真的很喜欢，买下了，给你钱。 A: Thank you. 买下了。 |
|
|
