新形式、新格局下，商贸物流的出路在哪？

在一笔进出口贸易合同达成的过程中，经常会有客户抱怨价格高，或者价格比其他国家或其他供货商的价格高的问题。面对这种局面，如何能说服客户接受自己的价格，这是外贸谈判的最高境界。

如果不能说服客户接受我们的价格，即使降价，也要有条不紊有礼有节的按自己事先设置的条件给客户让价。

既不能让客户觉得你能轻易降价，说明你的利润空间很大，让客户有还想再压价的心理，也不能让客户无条件轻易得到我们的降价。

下面猫熊哥推荐一个面对客户抱怨价格高的对话，看看这个业务员是如何用高超的技巧处理的，希望能给你一些启示和处理套路：

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

HALL: Good morning, Mr. Chang. It's nice to see you again.

(常先生早上好，再次见到你很高兴)

CHANG: Good morning, Mr.Hall, How are things going?

（HALL先生早上好，还不错吧？）

HALL:Everything is nice except for the weather. I just can't get over how different the weather is here.

（除了天气，其他一切都好。我只是克服不了这儿的天气变化。）

CHANG: You are bound to feel that way at first. I  hope you'll get used to it soon.

（刚开始你一定有这种感觉，我希望你能很快适应这儿的天气。）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

HALL: Yes, I hope so. Mr. Chang, I came here to talk to you about my requirements of bed-sheets. You see, I told you over the phone yesterday that I'm interested in your bed-sheets in various colours and sizes, What I want is a bed-sheet of 100% cotton, and synthetic fibre or blended fibre will have no market at our end.

(是的，我希望那样。常先生，我来和你谈论我对床单的询价。你知道，昨天电话里我告诉你，我对你们各种颜色和尺寸的床单感兴趣。我需要的是全棉床单，化纤或者混纺在我们哪儿没市场。)

CHANG: I know that, Mr, Hall. Therefore, I've specially made out a price-list which covers those items most salable in your market. Here are our price-list and catalogues.

（我知道，HALL先生，因此，我特地制作出价格表，涵盖在你们市场非常好卖的那些品种。这是我们的价格表和样本。）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

HALL:Oh, it's very considerate of you. If you'll excuse me,I'll go over your price-list right now. Just to find out what items interest me most.

（哦，你想的真周到。请原谅，我马上研究一下你的价格表，看看什么品种令我最感兴趣。）

CHANG: Take your time, Mr. Hall.

（你看吧，HALL先生。）

HALL:It seems to me that Art.No.5, No.8,and No.12 are suitable for our market. But I'm sorry to say that your prices are about 9% higher than those offered by others suppliers, It would be impossible for me to push any sales at such high prices.

（第5,8和12号品种看来适合我们市场，但是我抱歉的说，你的价格比其他供应商的价格高9%，这么高的价格我们不可能推出任何销售。）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

CHANG:I'm sorry to hear you say that. You're probably aware that the costs of raw materials have gone up tremendouly during the recent months while our prices for bed-sheets basically remain unchanged. I dare say that the prices we offer compare favourably with any quotations you can obtain elsewhere.

（我很遗憾听到你那样说，你应该知道最近几个月原材料成本明显提高，可是我们的床单价格基本保持不变，我敢说我们报的价格是非常优惠的，你可以对比你从其他地方获得的报价）

HALL: I'm afraid I can't agree with you there. I wish to point out that your offers are higher than some of the quotations I've received from your competitors in other countries.

（我恐怕不能同意你这一点。我希望指出的是，你的报价比我们从其他国家你的竞争对手哪儿的报价高很多。）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

CHANG:Mr. Hall. you're well experienced in the field of textiles. You should not listen only to the prices, but must take the quality into consideration, too. Everyone in the textile trade knows that China's bed-sheets are not only superior in quality but also attractive in designs and colours.

（HALL 先生，你是纺织领域的专家，你应该不只是关注价格，你也必须考虑质量因素，所有做纺织品贸易的都知道中国的床单不仅质量一流而且款式和花色都是有吸引力的。）

HALL: I agree with what you say. but the price difference should not be so big. I only ask that your prices be comparable to others, That is reasonable, isn't it?

（你说的我同意，但是价格差别没有那么大，我只是要求你们的价格同其他的有可比性。那样价格就是合理的，是不是？）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

CHANG:Well, to please you as our new client and to start the ball rolling. we may consider making some concessions in our price. But, first of all, you'll have to give us an idea of the quantity you wish to order from us. so that we'll try to adjust our prices accordingly.

（好的，你作为我们新的客户，为了令你满意，同时为了开启我们的业务关系，我们可以考虑价格做一下让步。但是，首先，你要给我，你从我们订购数量的大致概念，这样我们可以根据你的订货量做价格的适当调整。）

HALL：It would be difficult for me to tell you that exactly quantity I want without knowing your price. But I can assure you that our order will be a sizable one if your prices are really attractive. So let's settle the price first.

（在不知道你的价格的前提下，我很难告诉你精确的数量，但是，我可以向你保证，如果你的价格真的有吸引力我们的订货量将非常可观。所以，我们先来搞定价格。）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

CHANG:You know. Mr. Hall.our price largely depends upon the size of your order. As I've just said. if your order is large enough, we are ready to reduce our prices by 5%. This will surely be the highest reduction we can afford.

（你知道，HALL先生，我们的价格在很多程度上取决于你的订货量，就像我刚刚说的一样，如果你的订货量足够大，我们可以降价5%。相信这是我们能给出的最大减让了。）

HALL:I see. By the way, what are your terms of payment?

（好的，另外，你们的付款条款是什么？）

CHANG: Generally speaking,we require payment for our exports by confirmed, irrevocable L/C, Payable by draft at sight.

（通常，我们要求通过保兑的，不可撤销的即期信用证为我们出口货物付款。）

HALL:Your payment terms are acceptable to us. But I can't accept your prices without consulting my home office first.

（你的付款条款可以接受，但是，我得首先咨询我们总部才能决定是否接受你的价格。）

功夫外贸公众号 GFWAIMAO 手机上学习外贸和外贸英语口语

CHANG:Well, Why don't you E-mail your home office right now and talk them into accepting our prices? You know there is an upward tendency on the world market and our prices are likely to rise at any moment. And it will be to your advanages to settle the order the sooner the better in order to avoid any possible disappointment.

（那么，为啥不现在发E-MAIL给你的总部，说服他们接受我们的价格。你知道先生全球市场有上涨趋势并且我们的价格随时有涨价的可能。而且越早确认你的订单对你越有利，以避免任何可能的不利点。）

HALL: All right. I will E-mail today. I shall come again as soon as I hear from my home office.

（好吧，我今天就发E-MAIL.我一收到总部的消息我就在来见你。）

CHANG: That is very kind of you. Good-Bye, Mr. Hall and thanks for your coming.

（非常感谢，再见 HALL 先生，谢谢你的到来。）

Hall. Good-Bye, Mr.Chang.

（再见 常先生）