跟客户讨价还价，是每次接单前必定会经历的一个过程，没有客户会表示价格太便宜了。
那么面对客户讨价还价的时候具体该怎么做呢？
排除掉客户的主观臆断，把客户拉回到现实，价格因为是在比较的，就和招聘一样的，很多人刚开始眼高手低，或者看到了网上很多人事为了吸引人去面试而开的虚高的价格，刚开始他必然心理预期很高，特别是应届生还没找过工作的时候，当他到处找工作碰壁的时候，他最后看看薪资都是差不多往往就接受了。因此我们先要让客户了解到这些他可能没有想到的点，让他排除他自己的主观臆断。
询问客户价格高是跟哪个产品或者说跟哪个供应商做比较。
Thank you for your quick response. You
mentioned that our price is a little high (/ not competitive/with high
fees)Please tell me which supplier's product you are comparing?
不少客户在用以前的物价来对比现在的物价，货币每年在贬值，物价每年都在上升，海外客户采购又是隔很长时间才采购，有时候距离上一次采购都半年多了，那么价格肯定就不一样了。
Last
month the price CIF to ……was 1,000USD/mt. Now in view that the price is
increasing about……（原材料）, so the price of our product is increased about
50usd/mt. After comparing with other suppliers, it is no doubt that you could have found the same situation.
说出价格理由，让客户接受价格。
You
are wise for the business in my opinion. When you purchase something,
you will consider the price, what’s more the cost of using the products
you purchase. I
have given you the certificate of analysis. I believe you have sought
out the differences between our products and those of other suppliers.
The decomposition temperature of the product is 193-196 degrees. But
other temperatures are above 205 degrees.
对于中间商客户，不仅仅要让他接受，还要想办法帮助他让他的终端客户接受。
I
cannot judge that whether you're an end user, but if you're an end
user, you know what I mean. If you are a dealer, your products will
become more and more popular among customers, because you always provide
them with the best products.
额外的承诺，增加产品附加值。
If there are products of unqualified quality, we guarantee that if you return the goods, we will accept them immediately.
当然不少客户知道你们的产品好，但是他明确告诉你们价格是没有办法接受的，那么这时再这样发给他一封邮件。
Very happy to hear from you.As a very frank person, we are all businessmen and our goal is to make more profits. Thus,
I understand very well that you ask us to give some discounts.Please
pay attention to your target price. Let me check if we can accept
it.It's a good start for the corporation, isn’t it? We look forward to your early reply in order to further our cooperation.
对方不买账，往往有些会给你抛出一个非常低的目标价，一般是低于你们的成本价的。
You're
talking about the price of **? Your price is much lower than our
cost.Our lowest price is ##. Which place did you get this price? If
you are sure this price, I really want to buy from you! Could you please
reply us your price CIF to Qingdao and COA.
一般来说对方给你一个非常低的价格就是因为怕砍的少了吃亏，他又把皮球踢给你了，让你报价了，这个时候要注意已经谈判的时间，如果对方已经比价了个把星期了，你们也已经来来回回谈了好多次了，那么就要注意信息反馈给客户的及时性，否则他可能就下单给竞争对手了。
如果还没到底线，那么就再给客户降一些，但是到后面就不能随随便便降价了，可以与客户交换，比如说降价$2/mt, 让他多下单10%，也可以本身用的LC，让他改成30%定金，70%前TT。
如果说已经到了底线了，明确告诉客户，这就是Best price了，行就下单，不行就算了。千万不要来了一个Best price，又来了另一个Best price。
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