外贸客户还价怎么回复顾客？遇到这9种场景可轻松应对

做买卖，自然就有讨价还价。俗话说得好，有褒贬才是真买主。一般情况下，买卖双方真心想做成这笔交易才会来往几个回合讨价还价，毕竟谁都不想吃亏。

讨价还价是外贸沟通中最常见的情况，一起来看看以下9种场景，外贸达人如何轻松答复。

场景一、客户说这个是试单，如果质量好，将来他会定更多

Thank you for your future orders, and we can only provide $20 as a discount at the moment. However, we assure you that if you place more order in the future, we will provide more discount for you.

谢谢你将来的订单，然而我们现在真的只能便宜20美金，我保证将来如果你下单，我会为你提供更多的折扣。

场景二、给客户报完价，客户给了一个比我们报价便宜50%的目标

With reference to your target price, we believe we are not talking the same product, maybe different quality or specification.

According to our experience, this is frequently happen when price has big gap.

For you to get right cost, It would be better if you could send us the quotation specifications of other suppliers.

We think it is the best and effective way to avoid any possible mistake or misunderstanding.

谈论相同的产品，也许不同的质量或规格。

根据我们的经验，当价格差距很大时，这种情况经常发生。为了让您获得合适的成本，如果您能将您的样品发送给我们那就更好了。

我们认为这是避免任何可能的错误或误解的最佳和有效方法。

场景三、给客户报完价，客户说我们的价格是最贵的

You may come across cheaper options, but the quality is compromised.

您可能会遇到更便宜的选择，但质量会受到影响。

场景四、和客户反反复复沟通完细节，给客户报价1200美金，客户说他的预算是1000美金

Now, I totally understand why you are boss, i am just an emplovee. You’re excellent at bargaining. The best we can do is provide you another 3% as a discount. however, you need pay 70% as deposit, not 50%

现在我终于明白为什么你是老板，我是员工了。你太会讲价了，我们最多只能再提供3%作为折扣，然而你需要支付定金比例从50%提升到70%。

场景五、客户说要付款了，但是突然要折扣

This offer is indeed close to our cost price, and now the price of raw materials and workers’ salaries are constantly increasing, but we really want to win your order and do not increase the price. Hope you understand.

这个报价确实接近我们的成本价了，现在原材料价格和工人的薪水也不断在提高，但是我们真的非常想赢得你的订单就没有增加价格。希望你可以理解。

场景六、去年给老客户报的价格，但是今年做不到这个价格了客户有点不开心

We understand your mood very well, and we don’t want the price to increase, however the raw materials have indeed risen from 5 RMB per square last year to 7 RMB per square meter, this is our purchase order, and the exchange rate has also fallen from 7.2 last year to 6.8 now, so we have to adjust the price of this order. We have always been honest in business, so we would rather increase the price than do our best to provide customers with the best quality products.

我们非常理解你的心情，我们也不希望涨价，但是原材料确实从去年的5元每平方涨到7元每平方了，这个是我们的采购单，汇率也是从去年的7.5跌倒现在的6.5了，所以我们不得不调整这个订单的价格。我们一直都做诚实的生意，所以，我们宁愿涨价，也要尽我们最大努力为客户提供最优质量的产品。

场景七、如果报价后，客户得寸进尺，恶意还价

Sorry, I don’t want to waste our time with each other, we really can’t do the price you asked for, and I don’t know why other suppliers can do it with such a low price. Don’t they make money?

抱歉，我不想浪费我们彼此的时间了，你要求的价格我们确实做不到，我不知道为什么别的供应商可以做到这么低的价格。他们不要赚钱吗?

场景八、客户对产品非常熟悉，表现的非常专业，他说甚至知道我们的成本价，如何回应？

It’s good for us to make the procurement with better price. As a professional & skilled buyer like you, I am sure you could compare apple to apple, I think it’s unnecessare to negotiate the price at the moment, without evaluating the sample, Couid you please check our this as a sample first, and then we can proceed for further discussion?

以更优惠的价格进行采购对我们来说是件好事。作为像您这样的专业和熟练的买家，我相信您可以将苹果与苹果进行比较，我认为目前没有必要在不评估样品的情况下协商价格，您能否先检查一下我们的样品，然后我们可以进行进一步讨论?

场景九、和客户谈的好好的，客户说要付款，但是突然消失了

Sorry to trouble you again. Because the busy order season is coming, pls confirm the details soon.

We need to arrange the mass production asap, to keep the delivery on time!

很抱歉再次给您添麻烦。由于繁忙的订单季节即将到来，请尽快确认详细信息。我们需要尽快安排批量生产，以保持准时交货!