开发信讨价的技巧(范例解释)

讨价与还价作为买卖双方洽谈的一个关键阶段,是买卖双方力量、意志和智慧的集中较量。需要指出的是,讨价和还价并非同一个概念,两者动用的技巧并不相同。 

所谓“讨价”是指一方在另一方报价后,要求对方给出价格解释,在倾听对方价格解释后进行评论,提出请对方主动性修改价格并重新报价的要求。讨价的好处在于讨价方几乎不需要付出什么代价就能够获得对方的让步,缩短自身的期望价格和对方价格之间的差异,所以往往被有经验的洽谈人员所使用。e助手——访客名片,可以获取访客邮箱跟电话哟~

今天就来谈谈应对讨价的技巧。 
阿里巴巴国际站内,作为卖方,遇到对方降价要求时可能产生如下几种对话。

对话1 
Seller : Dear ***,we have calculated the CIF New York price is dollar 15000 for 100 dozens of skirts. 
Buyer : Well, the price sounds mush higher than those we received from others. 
Seller : But you must take quality into consideration. Our shirts are of superior quality. 
Buyer : We’ve taken this into consideration, but the price is still too high. You know the number we set is not small, you must give us a discount. 
Seller : Let me see . How about 135 per dozen?

在阿里巴巴国际站内,作为卖方,遇到对方降价要求时可能产生如下几种对话。

对话1 
Seller : Dear ***,we have calculated the CIF New York price is dollar 15000 for 100 dozens of skirts. 
Buyer : Well, the price sounds mush higher than those we received from others. 
Seller : But you must take quality into consideration. Our shirts are of superior quality. 
Buyer : We’ve taken this into consideration, but the price is still too high. You know the number we set is not small, you must give us a discount. 

Seller : Let me see . How about 135 per dozen?

对话2 
Seller : Dear **,we have calculated the CIF New York price is dollar 15000 for 100 dozens of skirts. 
Buyer : The price is too high, and out of the scope we can receive .Would you give us a discount of 10% off ?

Seller : Dear **,we have calculated the CIF New York price is dollar 15000 for 100 dozens of skirts. 
Buyer : The price is too high, and out of the scope we can receive .Would you give us 
a discount of 10% off ?

对话3 
Seller : Dear ***,we have calculated the CIF New York price is dollar 15000 for 100 dozens of skirts. 
Buyer : The price is too high, and out of the scope we can receive. 
Seller : But you must take quality into consideration. Our shirts are of superior quality. 
Buyer : We’ve taken, but the price is still too high. You must give us a discount. 
Seller : Can you tell me what price you want? 
Buyer : 10% discount.

Seller : Dear ***,we have calculated the CIF New York price is dollar 15000 for 100 dozens of skirts. 
Buyer : The price is too high, and out of the scope we can receive. 
Seller : But you must take quality into consideration. Our shirts are of superior quality. 
Buyer : We’ve taken, but the price is still too high. You must give us a discount. 
Seller : Can you tell me what price you want? 

Buyer : 10% discount.

对话1 、对话2、对话3分半展示了纯讨价,纯还价,讨价未果后还价的过程,在对话1中,买家几乎没有付出任何代价,就获得了对方10%的折扣。从对话2和对话3可以看出,过早的还价可能会限zhi买家的收益,或者即使没有限zhi,旦会增加后面谈判的难度,毕竟经过讨价后的起点为90%,而直接还价的起点是100%。


所以,讨价的技巧就是:对方买方而言,不可省略讨价这一环节,用多方面评述逼迫卖方主动降权,对于卖方而言,应对讨价的技巧就是尽可能跳过这一环节,直接询问买方的低价,加快谈判进程。
文章来自转载

本文经邦号 【外贸小苹果】 投稿,并经邦阅网编辑,转载请注明出处、作者和【本文链接】。

下一篇
2
分享至:
投稿邦号
评论
登录 后参与评论
爱心公益
举报
问题反馈
返回顶部