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作為外貿銷售的我們，不時也會遇上一些砍價特別厲害的客戶。儘管面對客戶的砍價已習以為常，而阿連最近遇到的一位翻單客戶真的可謂狡猾無比，抓住每一個機會跟阿連砍價，誓要把阿連這座冰山劈開。
As foreign salesmen, we sometimes would meet some customers who bargain so skillful. I'm used to face the bargain, but the customer I recently meet was very foxy to seize every chance to bargain with me and he promised to change my view.
經過百般糾纏，最後終於在不降價的情況下與客戶再次達成了合作。而途中客戶如何就壓價「見縫插針」呢，阿連很樂意讓大家見識一下。
After the tangling with various ways, I finally reached the cooperation with him without lowering the price. However, how did he bargain? I would like you to know this.
恰逢廣交會結束，因此客戶也順帶以此為藉口，告訴阿連關於我們的產品，在廣交會期間了解到同一配置，質量類似的情況下，我們的價格比別人貴了30%，而阿連好歹也是專業又敬業的人兒，對自己的產品本來就十分了解，現在在我們這個產品行業還能有這個利潤的，你叫他出來，我也下張單給他。所以阿連信心十足，讓客戶都拿樣品對比一下就能一清二楚，畢竟客戶的品牌也是比較注重質量的，阿連猜他也不敢冒險。所以客戶心理也清楚，最後也默默放棄了這藉口。
It was just at the time when the Canton fair ended, the customers seized the chance to tell us that they knew in the Canton fair that the price of our products are 30% higher than others' products with the same allocation and quality. As I was so professional and knew so deeply about our products, I would set the order with such great profit in the industry. Therefore, I was confident enough and asked customers to compare the samples after which they understood it clearly. After all the customers cared so much about the quality, so I guessed they would not take the risk. And they knew it clearly in their mind and they gave up the excuse.
相信大家也清楚，無論多大多專業的公司，在產品上偶爾可能會有一點點瑕疵，因此也不時會受到客戶的一些投訴。而此客戶也不例外，也利用個別瑕疵跟阿連討價還價，客戶告訴阿連有兩件產品有問題，阿連了解了一下，一個是人為惡意損壞，另一個則是消費者的操作不當而導致損壞。這些也能用來當做壓價的理由？阿連真的是服了。整個櫃你就再也挑不出其他什麼質量問題出來了嗎？非要挑這兩個這麼具有代表性的問題，阿連肯定是不會鬆口的。
I believe that every body knows that no matter how big or how professional the company is; it would have some flaw in the products, so it's normal to receive customers' complaint. And it has no exception for customers to take advantage of these particular flaws to bargain with me. They told me that these two products had some problems, which I had known are that one was damaged deliberately, while the other was damaged for the improper operation of consumers. Were these reasons suitable to press the price? I totally admired them. Were there no other problems you can find out in the whole container? Why these two problems were picked out? I would never surrender.
客戶見前兩次的進攻都比我擋下了，也是時候拿出他最後一手法寶，就是匯率的波動，前段時間人民幣的升值，客戶是與央行同步，第一時間聯繫阿連要求降價。關於客戶的翻單，算上前兩次，現在已經是第三個理由找阿連降價了。阿連查看了之前的報價，跟客戶認真算起了帳，人民幣匯率與現在相比，波動的幅度甚至少於1%，對於某些貨值小的產品變化還不足一分錢美金，而我們這邊的原材料、勞動力不停漲價……
The first second bargains of customer were settled, but he used his final way, the foreign exchange fluctuation. The RMB appreciated recently, and at the same moment, he contacted me to demand for lower price as soon as he can. It was the third times to bargain with me. I checked the original offer and calculated with customer seriously. Compared with the previous RMB exchange rate, the recent one had fluctuated less than 1% while the low value products changed so slightly of less than 1 cent dollar as now our raw materials and labor price rise constantly.
經過這麼多次的周旋，阿連還是「反壓價」成功了，維持住了原價，所以各位小夥伴們，面對客戶的壓價，我們必須時刻保持清醒，冷靜分析客戶壓價的理由再去攻破，也不要相信客戶砍價的每一句話。人們不是也常說以德服人嗎？在面對客戶的壓價時，我們便要以理服人，只要道理在我們這邊，談判優勢就在我們這邊，使整個談判中佔據上風。
After all these negotiation, I finally succeeded in avoiding customers to press the price and maintained the original price, so everyone should stay calm any time when facing the pressure of lowering price. analyze calmly why customers press the price before conquering it. Don' believe every words the customers say to press prices. Do people always state to persuade others with morals? When dealing it, we should persuade them with reasons also, and as long as we hold the reason, we would have the negotiation advantages, which makes us win.
外貿連閱讀指引
①星期一：招聘信息發布
②星期二：【我來吐槽】
③星期三：Choco專稿
④星期四：【Lian英語】
⑤星期五：【對話阿連】
原創作品，歡迎轉載，請標明出處：外貿連（微信號：LWG-8888)
Original works，welcome to repost， plesae mark the source:外貿連（Wechat ID:LWG-8888)