问题:我有一个西班牙的客户想要做xxx,总共 20件，一开始报价给客户,他觉得价格很高并且告诉了我他的目标价，后面我们经过一番解释给他降价了 ，但是第一次降价没有达到他的目标价只是接近他的目标价，比他的目标价多出 3 美金,客户就发他的其他供应商报价过来给我看,别人的报价比我司报低 6 美金,客户反馈如果我能改善这个问题他就选择我们，然后我司衡量成本之后,第二次降价就直接达到客户的目标价了,并且说明我们的报价已经不能再低了，发给客户的邮件和旺旺信息他都秒读，但是他没有回复，于是刚才我打电话过去准备询问一下客户情况(当地下午 15 点)，但是他拒绝了,请问老师们还有什么招数能引导客户吗?回复思路: 砍价大忌: D动不动就降价，@动不动就问客户目标价(或快速达到客户目标
价);
这两条你全犯了，这个客户就是被你的快速降价“杀死”的
回复话术
Dear Xxx,
Wish you have a nice day and everything goes well.Thank you very much for your kind patience, which was very helpful for us to confirm the productdetails of our Xxx Product and I also sent you the quotation details forconfirmation.(对上次沟通内容做一个总结).
Would you please confirm how would you like to ship the goods so that I can quote you the shippingcost for confirmation.(引导客户进人下一步),
Please do trust all of these didn’t come easily, I really hope my effort in the price decreasing shouldexchange your order but not your doubt, I think I am doing the right thing, I also do believe we onlyhave to keep a little more patience then sure we would help each other to move a big step, I really enjoythis kind of “each other helping”, this is also what I should do as a professional sales.(情商推进).
Looking forward to your kind reply
Best Regards,
Yours Xxx
未经允许不得转载：销售人 » 外贸业务不断降价客户还是不下单
