涉外贸易往来中顾客说太贵了应对技巧

涉外贸易往来之中发盘函能够将产品价格进行详细说明,并且附加产品目录能够让用户直观了解产品外观形态以及使用效果等,从目录了解产品后,一些用户对于这一类型的产品是非常感兴趣的,但是在回函之中却会说到产品太贵了,针对于顾客说太贵了应对技巧核心在于两点,首先要明白用户的真实意图,其次要关注到如何将产品亮点说明,以提升顾客购买欲望。

由于在对外贸易之中所销售的产品具有跨国特性,因此所销售的产品价格往往会相对较高一些,在这其中不仅涉及运输以及保险等相关费用,也有关税等等,而且不同供应商所具有的产品相似度较高,但在销售价格上又有本质的差异,所以在外贸来往中遇到顾客说太贵了这种问题不胜枚举,例如:

Ms. Wang Ting

Our company is satisfied with the appearance of these kitchen utensils sold by your company. We have also seen the samples you sent us. There is no problem with the quality of the products. Our company is still very interested in the kitchen products you sell, but the prices of these products sold by your company are higher than our budget. I hope you will be able to give us the price of the products. Down regulation.

Our company hopes that the price of stainless steel bowl rack will be reduced by 5% among the kitchen products you sell. The kitchen wall-mounted shelf can be reduced by 7%, and the overall price of stainless steel tableware can be reduced by 7%. The price of knives and kitchen garbage receptacles will be reduced by 10%. If your company agrees, we will sign a contract with you within two days.

王婷女士

贵公司所销售的这批厨房用具产品,在外观方面我公司很满意,也看了贵方所寄来的样品,在产品质量方面也没有任何问题,我公司对于贵公司所销售的厨房产品还是非常感兴趣的,但贵公司所销售的这批产品价格要超过我公司的预算,希望贵公司能够将产品价格下调。

我公司希望贵公司所销售的这批厨房用品之中,不锈钢碗架价格能下调5%。厨房壁挂式收纳架能够下调7%,不锈钢餐具整体价格下调7%。刀具以及厨房专用垃圾收纳箱等价格下调10%,如贵公司同意,我方会在两天之内和贵方签订合同

这家外贸公司在接到信函之后是这样回复的。

MR James

First of all, I would like to thank you for your recognition of the quality of kitchen products sold by our company. It is very difficult for us to meet the demand of lowering the price of your products. The foreign trade products produced by our company are first-class both in terms of quality and in terms of materials. Moreover, in the process of product sales, all the products sold by our company are land-based. Transportation, sea transportation or related insurance fees in the course of transportation are all borne by our company, so the profits from the sale of these products are very low.

Your company can compare the comprehensive quotation of kitchenware products sold in our country with that of other foreign trade companies. It can be found that the price of most foreign trade companies when quoting is lower than that of our products, but the products sold by this type of company do not include transportation costs or insurance costs. This is far higher than the price of our company's products in terms of comprehensive price, and the price of its various products is between 3% and 5% higher than that of our company. Therefore, it is very difficult for our company to comply with your request. However, our company can give you a certain discount on the sales volume of the existing products. If your company and our company reach this trade relationship, we will give you 150 sets of stainless steel cutting tools. Finally, we hope to conclude this trade with your company.

詹姆斯先生

首先很感谢贵公司对我公司所销售的这批厨房用品品质的认可,对于贵公司产品价格下调这一需求我公司很难达成,我公司所生产的这一批外贸产品,无论是在质量方面还是在用料方面都是业内一流的,而且在产品销售过程中,我公司所销售的所有产品不论是陆路运输,海运运输还是在运输过程中的相关保险费用等,都由我公司一力承担,因此这批产品销售所能够获得的利润极低。

贵公司可对我国所销售的厨房用具产品综合报价进行对比,也可以和其他一些外贸公司产品销售价格进行比对,可以发现多数的外贸公司在报价时,其价格虽然比我公司产品价格低一些,但这一类型公司所销售的产品既不包括运输费用也不包括产品保险费用等,因此在综合价格上要远比我公司产品价格要高,其多种产品价格要比我公司高出3%到5%之间。因此对于贵公司的这一要求,我公司很难答应。不过我公司可在现有产品销售数额上给予贵公司一定的优惠,如贵公司和我公司达成这笔贸易往来关系,我公司将附赠不锈钢刀具150套,最后,希望能够和贵公司达成这笔贸易往来。

可以看到在回函中该家外贸企业在顾客说产品太贵了应对技巧中所使用的回复方式为让对方企业了解所购入的这批产品其品质问题以及和其他同类型产品供应企业的产品价格对比问题,用事实来回复了用户的问题,这种应对举措可谓非常出色。


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