基本上90%的客户会有还价的要求，怎么面对客户的还价，我做了以下的接招总结。当然在具体的业务操作中还要，具体问题具体分析！（看的人多回的人少，郁闷个个copy完就走） 1 以退为进：这个价格我们也能做，但是如果按这个价格做的话，质量会有所下降，请客户考虑！ Example : we can also accept price at USD 200 .however , the quality will be lowed than the one I have introduced to you at price USD 220 .pls considerate it ! Besides , I would like to tell you . we can even accept the price lower than USD 200 . it is another model XX. The offer of this model is USD 175 . Only adjudge from the appearance . they are very similar . but they are completely of quality . they difference between the two model are listed as following : the price difference is USD 20 . and we can supply you one year guarantee . So could you tell me what you and your customers should pay the super quality ? what is the result of the 20/360=???? The reason why I have not introduce the products priced USD 175 originally is that I think the quality is the heart of the products . if your customer would like to do business with you is not depend on the price , just depend on the quality。if you can search a products of high quality , they will do not care too much about the price . 第一脚，明确告诉客户我们也能做这个价格，但质量会有所不同。 第二脚，如果可能推荐类似但价格比较低的产品。如果可能要比客户的目标价格低，至少是要等于。 第三脚，让他自己考虑选择那一个产品。将两个产品的不同之处罗列出来。可以将差价除于产品的保质期限，那样会得到一个很小的数字，记得，这个数字让客户自己算，他会觉得和你在几个美分上计较很可笑。 第四脚，解释一下为什么以前没有把那个低价格的产品介绍给他。尽量让客户感觉你是在为他的长期生意着想。 适用度：基本上对所有的客户合适 刺激：我们正在和你们国家的最大的该产品的进口商合作.我们给他的也是这个价格 Example : dear sir , we have already carefully considerated your counter-proposal . however , I am very regret that I can not accept your price . Actually , we have already exported many containers to xx . we have very good cooperation ship with XX company , which is one of the biggest importer of XX products . Now , this company import around X containers from us every month . you are our new customer , and your trial order is not very big . however , you share the same price with this company。 I have enclosed the B/L copy of this company’s order , pls kindly check. so we hope that you can accept our last offer . I have enclosed the P/I for your confirmation again . pls kindly keep us informed if you have paid deposit payment , so that we can arrange production asap .