如何應(yīng)對印度客戶的討價還價呢?
1、在報價時一定要預(yù)留非常大的空間,因為通常他們砍價次數(shù)不會低于三次甚至更多。
而砍價過程一定不能太快讓價,要慢慢耐心地陪他們磨。不需要太強調(diào)自己的質(zhì)量,因為他們關(guān)注價格的程度遠(yuǎn)遠(yuǎn)高于質(zhì)量。對于一些一直在磨價格的印度客戶,可以簡單粗暴點談判:
打個比方
第一輪:Ok boss,we tried hard and give you very big discount 5%.Please let us know your decision.要浮夸,說我們已經(jīng)給予很大的折扣。
第二輪,You are a very good bargainer.Ok,I will check with our director and let you know.你太會講價了。好吧,我再去和我的主管談?wù)劇?p style="margin-top: 20px; margin-bottom: 20px; padding: 0px; clear: both; font-size: medium; white-space: normal; box-sizing: inherit; color: rgb(51, 51, 51); font-family: -apple-system, 'Helvetica Neue', Arial, 'PingFang SC', 'Hiragino Sans GB', 'Microsoft YaHei', 'WenQuanYi Micro Hei', sans-serif; line-height: 27.2px; background-color: rgb(255, 255, 255);">第三輪,The price is our minimum.這是我們的最低價了。
2、從質(zhì)量出發(fā):Price needs to comply with the quality./You get what you pay for.一分錢一分貨。
Please don't take risk to compromise the quality.質(zhì)量上你別妥協(xié),很冒險。
You can always find the lower price but quality is definitely different.你永遠(yuǎn)可以找到更低的價格的,但質(zhì)量肯定不一樣的。
3、如果已經(jīng)砍得差不多,他還繼續(xù)要求折扣,應(yīng)該表現(xiàn)出很生氣的情緒。直接用問號加以下語言:
Are you serious???你是認(rèn)真的嗎?