2016年的尾聲將至，外貿的小夥伴是不是為我們今年的業績來個最後一搏，都力求在最後這個階段促成合作。但如果好事近，卻擔心客戶以大訂單來壓價的我們該怎麼辦呢？
It is almost the end of this year. Are you all struggling for this year to facilitate cooperation? But what if the customers ask for a lower price with big order?
阿連有位朋友小K在自己公司從事外貿業務員也有差不多兩年了，之前都為自己這麼久一直沒有開出高金額的訂單而苦惱不堪。而前幾天聽到她傳來的好消息，就是最近一直和一位德國的大客戶在溝通訂單的事情，而這位德國客戶的訂單數量是相當大的。阿連很是替小K開心，終於柳暗花明了。可是小K並沒有阿連想像中開心，她擔心這位客戶會以大數量訂單來壓價的，因為談到送樣板檢測的時候，客戶是不願意全額支付樣板費用的，只願意支付一半的費用。以此推測，小K還是怕客戶不靠譜。
I have a friend named K who had worked in the company as a foreign trader for 2 years and she was worring that she couldn’t get a big order. And then the other day, she got a good news that one customer in germany gave a big order. I was so glad to hear that here came a positive unintended consequence while K was not so happy as I imagined. She worried if the customer would ask for a lower price. Because when it came to the sample, the customer was unwilling to pay full price of the samples but half price. She had no idea if this customer was reliable or not.
阿連也理解小K所擔心的事，畢竟這種情況我們遇見過不少，當客戶要求報價時拋出大訂單量，之後真正下訂單時卻大幅度降低訂單量，那麼像這種情況作為業務該如何更好地進行溝通才能避免客戶用大訂單來壓價呢？
I understand after all we all encountered such situation when the customer gave a great order but then a smaller one. So what can we do to avoid such consequence?
1、在客戶討價之前，必須要客戶再三確定落實訂單量
Before bargaining, ask the customers if they are sure about the order quantity.
可以強調產品的生產工序成本，再談及自身利潤之低。讓客戶了解到即使訂單大，但降價空間也沒有他想像那麼大，要客戶明確自己的訂單量。
We can emphasize the cost of production processes and refer to our low profit to make them realize although it is a big order but there is no room for price reduction.
2、報價技巧
Technigues in offer
在報價時，限定一個數量區間並註明有效期，提前讓客戶知道低於這個量就沒有辦法達到他想要的優惠，也可以適當在配件上進行調整。
During an offer, we can prescribe a limit to note the period of validity to let them know and we can also make some adjustments on accessories.
3、強調訂單量要達到的數量，才能在採購原材料上爭取到大折扣
Underline the limited order quantity to get the maximum discount on purchasing raw materials.
客戶如果以大訂單來進行壓價的時候，供應商做出讓步前，就要明確說明讓利點是因為訂單量能達到這個量，供應商是通過大批量的原材料採購上獲取到更大的折扣點來讓利給客戶的。讓客戶知道，反之，如果最終訂單量下降那麼價格也就不可能有這麼優惠了。
If the customers want a lower price, before the concession, we should let them know the supplier get a big discount through large numbers of purchase of raw material and if the order is smaller, they won’t get a discount.
只要有心，辦法總比困難多的。希望在接下來的旺季，外貿的小夥伴們都訂單滿滿！
Where there is a will, there is a way. I hope you all can make good fortune in the next busy season.
原創作品，歡迎轉載，請標明出處：外貿連（微信號：LWG-8888)