我的一个老客户公司换新的采购经理，我对接的客户是一个采购跟单人员。新的采购经理总觉得老供应商的价格厨房，我对接的那个人前期一直给我说 他们新的经理说他肯定能找到低价供应商，这个订单询价了一个多月了。从六月初开始。
我们一开始给客户报价A产品 16USD B产79USD,，客户让我们降价。我们没有同意给客户降价，客户觉得价格高，他们的新采购经理找了一个月找到了新的供应商价格确实比我们低很多
He will order some from a new supplier to see its quality first.
They offer $15 per pcs for A 产品 and $60 for B产品, Min. Order 1 container
这个时候我问我们老板，为了赢得订单，
老板给我的底价 A产品 $14.5 B产品 :$60
最后成交价格比我老板给的底价还是高。以下是我想了一个多星期 给客户写了很长的信息，最后客户同意我们的价格，内心真的特别开心，冰大上课的时候说的买家思维，长期合作伙伴，还有如何拆解买家的痛点，我们要自己去思考，在平时和客户沟通中还有对客户所在国的市场了解，对同行的价格了解，我们就会找打破局的思路和点，可能没有一个外贸问题有标准的答案，但是往这几个方向去想，真的会有破局的点，最后3个柜的订单最后又抢回来了，太开心了。以下是我的谈判思路，供大家参考
hello Mr Philly
I am really thanks for your honest talk and speaking and telling us our competitor's offer, you have worked with us two times order, you should have the knowledge of our quality and service,
I trust it is also a risk for your boss if the new supplier's quality is bad, your loss will be 1 container about 15000USD loss for trying new suppliers.
In China, most factories do similar quality at similar prices,
regarding the B产品 offer, do you know why so much difference? Due to the weight of B产品 being 43kg, therefore some factories have much handle room to add more recycled material to get a lower price to win clients, but when clients receive the bins in the first year, there is no difference for our virgin bins,
usually, we make our B 产品 with virgin HDPE, to make the bins more strong and used for a long, and we offer 2 years warranty for our bins, if any bad quality, you can ask for a refund accordingly, but many of our competitors only offer 1 year, some even 6 months, because they know, with more recycled HDPE bins can not be used for so long, and will be easier broken in second or third years.
regarding the price, we have double check with our manager, to keep prices as low as possible without sacrificing the bin's quality the best offer we can do as below Min. Order 1 container is also ok for us
A产品: 14.8usd/pcs
B产品: 66USD/pcs
what is more, if our cooperation continues and goes well, we will consider OA payments terms for your company, you can pay us the balance after you receive the cargo, this is also what I am doing for my regular clients inside my company, my finances have already accepted the idea, we are also open for you for OA payments terms trust we together can help each other business,
we are open and reliable suppliers,and easy negoation,you know in 2023, many factory suffer the sales go down 20%-50%,
but our company sales incease 20% till June, I think what makes our factory different from other factories is that we are more inclusive of our customers and we are more willing to negotiate and communicate with them to become their partners.we do hope can work with your company again, and have more copperation in futures.
can you talk to your boss and give me feedback here?
最后客户说OK 真是收到这个消息的时候开心到爆!!!!!!
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