案例28如何阻止客户哭穷式砍价

案例28如何阻止客户哭穷式砍价

问题：当客户喋喋不休地在“无赖”般砍价或是哭穷怎么办？

回复思路：当客户跟我们喋喋不休或是哭穷持续砍价的时候我们回复的思维应该是哭得 比客户还穷，而且这个时候在利润允许的情况下可以适当给客户抛出“设定区间的目标价” 以求得谈判的缓冲，这个缓冲不一定用得到，但能用到的时候就是给自己谈判最好的台阶然 后成功拿下客户。

大忌是：动不动就直接问客户目标价或是降价！

回复话术：可以这样回复客户，基本上客户的回复率就会在100%而且能够做到让客户先 出招： Dear Xxx,

Wish you have a nice day and everything goes well.

I am very sorry but I didn't get your reply since my last email to you on 9th Feb, we would get back from our Chinese New Year Holiday soon in the next few days,and I really hope we could keep communicating about the Xxx Product.

As business partners, we should help each other to grow together with reasonable profits, now we only have around 5-7% profits, we are really not allowed to offer you more discount, or you can tell me how much discount can offer to you for this 5-8% profits?

Sure, more communication would help us to get closer and closer to the project, so I really hope we could help each other to figure out a better solution.

Now the competition in China is becoming more and more difficult, sure if you could help us in this order, our company would feedback you more in the future.

Looking forward to your kind reply.

Best Regards, Yours Xxx