郵件內(nèi)容大致是這樣：

Hi

I have much better prices for your products. I'm waiting for samples from other suppliers to check and compare.

I'll come back to you asap.

這是一份回盤，因?yàn)橹拔乙呀?jīng)報(bào)價(jià)給客戶了，所以沒(méi)過(guò)多久就回復(fù)了我，大致的意思就是說(shuō)：“他們找到了一家價(jià)格更有優(yōu)勢(shì)的供應(yīng)商，并且希望從另一家供應(yīng)商的地方獲得樣品，并且去相比較一下，然后最后給我答復(fù)”。

看到這里，大家是不是有點(diǎn)似曾相似的感覺(jué)，因?yàn)樽鐾赓Q(mào)的都知道，這樣的例子比比皆是。也許對(duì)那些外貿(mào)老手老說(shuō)，那就是so easy的概念了，那么相對(duì)那些外貿(mào)新手來(lái)說(shuō)，有可能不知所措，會(huì)比較虛，有可能自己的價(jià)格沒(méi)有優(yōu)勢(shì)或者報(bào)價(jià)太高， OVER 的概率比較大了，當(dāng)然也有另一種情況，那就是你們自認(rèn)為自己的價(jià)格和產(chǎn)品在同行中非常有優(yōu)勢(shì)，那么就無(wú)須擔(dān)心，如果價(jià)格相差不大，不妨可以這么回復(fù)客人。

我是這么回復(fù)的：

Thanks for reply.

Welcome to compare with other suppliers, that makes us be more stronger. hope we can help you eventually.

Best regards.

首先，我的意思也很簡(jiǎn)單明確，商場(chǎng)如戰(zhàn)場(chǎng)，只要自己的產(chǎn)品過(guò)硬，就要有自信，不能自亂陣腳。

就這么短短的幾句話，言簡(jiǎn)意賅，我想客戶應(yīng)該能明白我的意思，就算最后沒(méi)成單子，那么至少氣勢(shì)猶在，很多老外就是吃硬不吃軟的，這個(gè)美國(guó)客戶我報(bào)RFQ得到的，診所的老板，跟蹤第三次的時(shí)候才聯(lián)系我。之后呢，客戶回復(fù)：

OK, I think your price is not competitive at all. You need to improve it so I can purchase 2 units thanks.

實(shí)際上，客戶告訴我，別家的價(jià)格都比我報(bào)的價(jià)格低80%左右，可以說(shuō)，我們的產(chǎn)品是很高價(jià)的了；這時(shí)候，我要怎么解決呢，嫌貨才是買貨人，幫客戶強(qiáng)調(diào)他動(dòng)心的原因就可以了。

Our product is special, because it has the most unique function--automatic analysis, and other 10 patents;

What the unique monitor can do are:

1. Hospitals do not need to train doctors and nurses to do fetal monitoring because it can automatic do it; All results displayed clearly;

2.No needing of connecting with PCs or other media to store the monitoring results,easy and simple to use;

3.This product is the latest software of fetal monitor, you do not want to use IPHONE 4S when there is IPHONE 6S;

4.This product rises the level of a hospital, because it is so smart and automatic and easy reading.

Best regards

表達(dá)的意思主要是節(jié)省了培訓(xùn)開支，打印成本，用蘋果手機(jī)來(lái)告訴客戶我們的產(chǎn)品是最新功能的，他是診所老板，很在意一些提升檔次的東西，所以，最后有了那句話。

客戶回復(fù)了：

Well that's great but I'm a small business owner. I would like to do business with you! ?I need two but need better pricing with shipping and all. Can you help us?

然而客戶似乎還想要我降價(jià)，又該如何應(yīng)對(duì)呢？

請(qǐng)繼續(xù)：

I might not help you on prices because I have already done it to the bOTTOm.

And I think to buy right is better than to buy cheap. This machine can be used over 10 years and still competitive in functions.

Since the total is within $5,000,you can use your credit card to work it out.I myself have a credit card of RMB 10,000.

All advice is sent, so Good day to you and I am leaving, see you next day.

我首先告訴客戶，價(jià)格我不是不給優(yōu)惠，而是確實(shí)給到了，因?yàn)樗墙K端客戶，這個(gè)價(jià)格絕對(duì)不算高的，當(dāng)然仍然比其他廠家高不少；另外，我又給客戶提出一個(gè)方案：客戶既然資金緊張，可以用他的信用卡支付其他花費(fèi)，用現(xiàn)金付給我們，客戶同意了。

Ok well please kindly send me a proforma invoice with est. Shipping to Houston tx. We can arrange payment today thanks.

我就感覺(jué)，這業(yè)務(wù)做的，不僅僅要賣產(chǎn)品，還得幫助客戶思前想后地考慮周全。

持續(xù)十幾天，30多封郵件，這一單就這樣成的。

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