一，價(jià)格談判前需要領(lǐng)會(huì)的精神 1. 價(jià)值溝通是價(jià)格談判的前提或先決條件，所以我們要和客戶談價(jià)值而不是價(jià)格2. 只有滿足客人真正的需求才能產(chǎn)生價(jià)值，所以要推薦給客戶最合適的產(chǎn)品是關(guān)鍵。3. 作價(jià)值分析，滿足客人的真正的需求，可以具體分析給客人：我們的產(chǎn)品，服務(wù)， 技 術(shù)支持等能帶給客人那些具體的好處，并要解決客人所顧慮的一切問題
4. 談價(jià)值而不是價(jià)格
5. 和客戶站在同一戰(zhàn)線，我也不想讓我的客戶失望
6. 考慮各種差異因素，不同的公司在不同的國(guó)家地區(qū)都有自己的規(guī)定
7. 給出充分的合作理由，如由于行業(yè)內(nèi)原材料成本普遍上漲，大多數(shù)同行已經(jīng)漲價(jià)，我們有可能會(huì)在下個(gè)月漲價(jià)
8. 保留底線，至少采取折中的方法成交
二，報(bào)價(jià)時(shí)要注意的點(diǎn)：
*不要急于報(bào)價(jià)，報(bào)價(jià)前要先確認(rèn)客戶的量......
*給客人報(bào)價(jià)絕不能跟底線價(jià)太近，一定要留有很大的一個(gè)空間
案例分享：
談價(jià)，從幾個(gè)點(diǎn)說服客戶：
業(yè)務(wù)員搞不定，經(jīng)理補(bǔ)刀。
Dear ...,
How are you doing and nice to know you from Angel.This is Berry,Angel's Manager ,from Shenzhen Hong Ye Silicone.
The belowing mail is a little long,pls be patient to read it and thanks so much for your time.
According to the information provided from Angel,we got know that you had send us a sample and also tested our sample .
Thanks for your good news on the sample test.Now the problem is that you feel that the price is not so favorable for you,right ?
But Nothing is much more important than the practical values that our products can bring your market.
If we just could not go on for our cooperation because of the price,it is really a big pity for both of us for the long term business relationship. We will lose a potential and valuable customer and maybe you will lose a stable and believable supplier.
As both of us pay a lot of time and energy to reach the cooperation,so let's make a compromise and we will support you at the price at our best, shall we?
Regarding to the Quotation Record Angel handed in,FOB shenzhen Price---Q615# / Q625# ------- 10.58USD/KG based on 2000kgs;silicone oil 201# ------- 6.15USD/KG Yes?
Dear..., as for your worries on the costs, I definitely understand your position on this tough point.
With the communications via phone calls & emails with Angel,I think you have had build nice friendship with Angel.
Personally speaking, I do not want to make my customers feel disappointed. As to make a friendly start on our long-term co-op, we'd be happy to reach a compromise on the price-----------Q615# / Q625# ------- 10.29USD/KG based on 2000kgs ( may i know which one you would like to purchase,Q615# or Q625# ? ) silicone oil 201# ------- 5.98USD/KG
Package: 20kgs/drum A + 20kgs/drum B , 200kgs/drum A + 20kgs/drum B
Expiring Time: ~12months.
Payment Terms: T/T 100%.
Delivery Time: within 3days after
obtaining your bank receipt.
Validity: 15Days.
Pls kindly believe that the price is really our bottom breaking price and also that the price we offered you is even lower than that we offer to the trading company.
As you know, we have to protect every customer's interest and meanwhile to avoid the vicious price wars, each company has to fix a locational price rule on the products for every single target market, including ours. hope u could understand our tough position.
Furthermore, a decision from our board of directors will soon come into being. Due to the continuous increase on our Chinese Currency of USD TO RMB ( from 6.8 to 6.45 now ) , we are going to re-adjust on our dollar-denominated price in the coming August, 2013.
Pls kindly be noted. Thank you! And since Angel applied to me to keep the price for you ,here i,in behalf of our company,if you could confirm and finish your order within this July,2013,then i could keep the same price all this year.
For the shipment information,pls tell us what is your convenient destination port, then Angel will tell the detailed information for your reference,ok?
Thanks so much for your efforts on the cooperation with us. If any question, pls feel free to contact with us at any time. Ok?
Awaiting your earliest comments. Thank you!
Best Regards,
Berry
Sales Manager
買家回復(fù)如下：
Dear Berry,
we would be very happy to start a business relationship with your company,in the business relationships we think that both sides have to step back sometimes in order to co operate succefully.
we sent our first order to Angel ,please give us a price for Q625# , 10,05USD is our target price. and gor the silicone oil is 5,40USD.Also is un-expectable the T/T 100%, we usually give 30%-40% T/T .
We really want to start a fruitful business relationship with you and we already have a great contact with your excellent partner Ms. Angel.
Best Regards, ...Plant Manager
繼續(xù)補(bǔ)刀
Dear Mr... ,
Thanks for your prompt reply.Hope you have had a fantastic weekend .
As for the price,we sincerely hope that you could understand our tough situation here. To provide price at USD10.05/KG is very difficult for us to survive.
But dear..., I think to find a good buyer and a good supplier is not an easy thing, for both of us, yeah ?
Since we already have good cooperations at the beginning, I think to support you to occupy big market is also one of our important work, so let's make a mutual concession, ok ?
I have a good advise as follows:
FOB price based on 2tons:Q625# ----(USD10.29/KG + USD10.05 /KG ) / 2=Usd 10.17/KG
Silicone oil ---- 5.98usd/kg ( that is the best price we could offer )
Of course ,i still need to apply to our company.Since i have promised you this price,i will try my best to reach it.
As for the payment term,for the first cooperation ,usually ,we only support 100% T/T in advance.But if considering by your side,we fully understand you.
Therefore ,here we could support you at 60% T/T in advance ,the other 40% pay against the copy of the Bill of lading,ok ?
Besides,pls let us know what is your destination port for picking up the goods? Once got it,will check the detailed shipment information for you,OK?
Hope our great effort will help us to close this deal soon, thank you !
We will look forward to getting your earliest confirmation !
Best regards,
Berry
買家回復(fù)：
Dear Beery,
First let me tell you that I are very impressed,I think you are very smart person and you must be the best manager in your company!
According to your very logical thought the prices should be like below: Q625# ----(USD10.29/KG + USD10.05 /KG ) / 2=Usd 10.17/KG OK Silicone oil ---- 5.98usd/kg + 5,40 /2 = USD5,69/kg 60% T/T in advance + 40% T/T in advance /2 = 50%
I think we are both Ok with this arrangement and once again we are very happy to co operate with such a clever supplier.
Best Regards, ...Plant Manager
經(jīng)過三個(gè)圍繞價(jià)格的談判回合，合作完成！
