外贸案例分析：看别人谈价如何10分钟之内成交！

看看别人是如何在十分钟之内谈判成交的！

A: Taylor, thanks very much for sending over the quote.Unfortunately the unit price is well above our budget. So I’d like to discuss how we can reach a price point，that works for both of us.感谢您发过来的报价，可惜单价远远超出了预算所以我想商量一下怎么达成一个。

B: Ok, I’m open to discussion，the price quoted is highly competitive. and already includes a 10% discount.好的，这个可以商量，我给出的价格是非常有竞争力的，而且已经包含了10个点的折扣。

You may be able to find another supplier with a lower unit cost. but you’d be compromising on quality.你也许能找到更低价格的供应商，但质量就降低了。

A: Thank you for the discount, and I do appreciate that your product quality is superior. so you’ve quoted $2 per unit, and to make this deal work. we’d need to get closer to $1.5 per unit.你报价是2美元，为了达成合作，单价要降到1.5美元左右.

B：That’s an extra 25% discount, which is a big ask. I could do $1.75 per unit, but that would be on the condition of placing an order for 20,000 units. the turnaround time is 6 weeks.这要额外打七五折了，要求可太高了。我们只能做到1.75美元，而且是在订购2万件的基础上，产品周期准备要六个星期。

A：Ok, As a suggestion, could you do $1.65 per unit? And a minimum order of 15000 units?好的，有个建议，你能做到每件$1.65吗？最低订单量15000件吗？

A 7 week turnaround is fine. If yes, I can authorise the order today. We’ve got many similar products in the pipeline to be ordered in the next 3 months, and I’m looking to build a strong partnership with one supplier.7个星期的交期时间也是可以的。如果可以，我今天就授权下单。订购很多这样的产品，我希望能跟一家供应商建立强有力的合作关系。

B：Ok deal, $1.65 per unit. I’ll send you our terms now via email. 成交，每件1.65美元。我现在就用邮件把相关条款发给你。

这是一个老外分享的成交话术，十分钟之内就成交了。谈判的步骤总结：首先客户说你报的价格太高，大大超出预算，看如何调整能达成订单？然后供应商说价格可以谈，少一点没问题，要有数量条件限制，以及交货时间限制，最后客户再在交期上让步，以降低价格和数量为交换，并强调如果同意能立马下单。这单交易就达成了，看似简单，实际上背后双方估计已经联系了很久，大家在谈判的时候主要是借鉴一些英语用法就好了，不要太沉迷于这个时间。

接着再分享一些常用的商务英语句式，供参考！

第一个：I will get back to you……

I will get back to you about that design as soon as I finish loading the container.

I will get back to you about the production time for your project when I finished this meeting.

第二个：I am reaching out because ….

Hi Taylor, I’m reaching out because I have a business proposal with you.

Hello Alex, I’m reaching out becasue we have new catalogue to share with you.

Hello Mike, I’m reaching out because we already finished the design for your project, kindly check it.

第三个：I just wanted to follow up…..

Hi Mike, I just wanted to follow up on that email I sent last Friday.

Hello, Alex, I just wanted to follow up on the project that we discussed last week, is there any updates for it?

Hello Taylor, I just wanted to follow up about the area drawing for your project as we talked last Monday.

第四个：Feel free to reach out if you have any questions.

第五个：I hope you had a smooth trip back from ******

希望你从***x回来一路顺风

Smooth trip 一路顺风

第六个：We hope you have been enjoying the warm weather we’re having.

希望你在这能享受我们温暖的气候。

How are you?

第七个：Have you been able to get settled in?

你安顿好了吗？

How are things going in ***x(这是客户所在的地点名称)

第八个：How did you arrive at that price/cost?

你说怎么定到这个价格的？/你是如何谈到这个价格的？

第九个：We’d like to offer a counter-proposal.

我们想提出相反方案

a counter-proposal

是一个礼貌拒绝对方方案的方法，同时准备提出自己的建议！

Thank you for your offer of $89000. Given the price of candy theme design, we’d like to offer a counter-porposal of $93000.

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