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英文委婉拒绝客户砍价经典案例解析

国内外贸企业和欧、美国家以及部分日韩国家用户沟通时都是使用英文,所以了解如何用英文委婉拒绝客户砍价是很有必要的,对于这一类型技巧作为外贸从业者必须要了解,只有如此才能够在促进交易达成同时,为企业获取更多利润。如下介绍几个经典案例

Mr. Hall:

We have already communicated with you in detail in email before. The problem is that you think our quotation for agricultural machinery products is too high. We hope that the overall price will be 10% discount on the original basis. We hope we can conclude this transaction with you, but it is very difficult for us to do so.

At present, there are very few suppliers who can meet your requirements in European market and Asian market. Only our company's product quotation is the most favorable among the companies ranked before the examination in the industry, so I hope you can weigh it carefully again.

霍尔先生:

此前已经在电子邮件中和贵公司进行了详细沟通,目前存在的问题是贵方认为我方这批农机产品报价过高,希望在原有基础上整体价格给于10%优惠,我方很希望能够和贵方达成这笔交易,不过这样的价格我方很难做到。

贵方可在欧洲市场以及亚洲市场产品比价,目前阶段中能够达到贵公司要求的供货方为数极少,行业中排名较考前的公司中只有我公司的产品报价是最优惠的,因此希望贵公司能够再次仔细权衡。

上述案例中应对At present, there are very few suppliers who can meet your requirements in the European market and in the Asian market. Among the companies ranked higher in the industry, only our company's product quotation is the most favorable.问题,该外贸公司没有给出任何让步,而是建议对方直接比价,这种做法直截了当,不会给用户任何幻想空间,直接回绝对方要求,给出的建议是让对方企业比价,如果外贸销售企业在行业中具有较高品牌剩余,这样的做法显然很不错。

如果外贸企业在行业中的品牌知名度一般,则可以使用其他方式。

I'm glad to be able to communicate with Mr. Wright again. The first transaction between our company and your company was concluded by Mr. Wright. Many staff members of our sales department have contacted Mr. Wright, and I'm very impressed by you.

This time Mr. Hans of your purchasing department asked us to reduce the selling price of our products by three percentage points, which is very difficult to achieve. I think it is precisely for this reason that Mr. Hans communicated with you. I hope you can facilitate this transaction.

However, such a deal is difficult to achieve. Mr. Hans has visited us many times to discuss business. He knows a lot about the quality of our products and related processes. We should know that the price of our products is the lowest in the industry at present. It is very difficult for us to make profits by lowering the price again. I hope you can understand.

莱特先生:

很高兴能够和莱特先生再次沟通,我公司和贵公司的第一笔交易就是由莱特先生达成的,我公司销售部门多名工作人员都和莱特先生有过接触,对您的印象深刻。

此次贵公司采购部的汉斯先生要求我方产品销售价格下降三个百分点,对于这一点很难做到,我想也正是因为此种原因汉斯先生才和你沟通,希望你能够促成这次交易。

不过,这样的交易很难达成,汉斯先生曾多次到我方洽谈业务,对于我方生产产品品质以及相关工序都有一定了解,应该知道目前我公司销售产品价格已经是行业最低,再次降价我公司很难获得利润,希望你能理解。

这篇信函中采用了开诚布公的方式应用英文委婉拒绝客户砍价,在企业产品品质到位,并且用户企业有工作人员了解外贸企业工艺流程以及相关啊成本费用时,这种拒绝方式往往能够起到不错的效果,既能够回绝对方,又不会导致用户反感。

Mr. Clay:

We will try our best to satisfy your preferential demand in terms of the total price of the products. However, since the price of our products has not changed for many years, we cannot give you concessions in terms of the price of the products.

After the decision of the board of directors, we decided to give you a certain discount in the transportation of products. All the costs of land transportation of products are borne by us, 40% by sea transportation of products and 50% by your enterprises after uploading of products. This is the biggest concession that our enterprises can make. We hope to conclude this transaction with you.

克莱先生:

对于贵方在产品总价方面优惠的需求,我方会尽力满足,不过由于产品销售中多年来我方企业对外销售价格一直没有变动,所以此次给出贵方优惠,不能从产品价格上给于让步。

董事会决议后,决定可以在产品运输方面给予贵方一定优惠,产品陆路运输方面所有费用由我方承担,产品海运运输费用我方承担40%,产品上传后的相关费用我方和贵方企业各承担50%,这已经是我企业能够做出的最大让步,希望能够和贵方达成本次交易。

从这篇信函沟通中可以发现,沟通中该企业采用了折中方式应对用户企业砍价问题,虽然在产品运输方面给出一定的优惠,但是这样的做法却能够让其公司产品销售利益不至于严重受损,既关注到了产品销售利益,也不至于让用户公司白白张口,不能获得任何实惠。


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