一，价格谈判前需要领会的精神： 1. 价值沟通是价格谈判的前提或先决条件，所以我们要和客户谈价值而不是价格 2. 只有满足客人真正的需求才能产生价值，所以要推荐给客户最合适的产品是关键。 3. 作价值分析，满足客人的真正的需求，可以具体分析给客人：我们的产品，服务， 技 术支持等能带给客人那些具体的好处，并要解决客人所顾虑的一切问题 4. 谈价值而不是价格 5. 和客户站在同一战线，我也不想让我的客户失望 6. 考虑各种差异因素，不同的公司在不同的国家地区都有自己的规定 7. 给出充分的合作理由，如由于行业内原材料成本普遍上涨，大多数同行已经涨价，我们有可能会在下个月涨价 8. 保留底线，至少采取折中的方法成交 二，报价时要注意的点： *不要急于报价，报价前要先确认客户的量...... *给客人报价绝不能跟底线价太近，一定要留有很大的一个空间 案例分享： 谈价，从几个点说服客户： 业务员搞不定，经理补刀。 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 买家回复如下： 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 继续补刀 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 买家回复： 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 经过三个围绕价格的谈判回合，合作完成！ |