当客户说价格高时

注：首先你的报价得在合理范围内，得靠谱

Dear Max,

Thanks a lot for your prompt reply.

Refer to last email, you told me our price is a little high/not competitive/at the high rate. Could you please tell me which supplier's products you are comparing with?

我会直接询问客户，您说的价格高是跟哪一个或者哪一些供应商的价格比较呢？

Last month the price CIF to ……was 1200USD/mt. Nowadays because of the price increasing of ……, the price of our product increased about 40usd/mt. After checking with other suppliers ,I believe you have found the same.

这段的意思是排除掉客户纵向比较的可能性，很多客户就是如何，他上个月买的时候价格

比较低，但是恰逢这个月原材料涨价，他可能会拿着之前的价格进行比较，所以我纵向引

导一下！这一段可选，如果价格比较稳定，甚至价格降低了，就不需要再加这一段。

I think you are a very wise business man. When you are purchasing something, you will not only consider the price. But also you will consider the cost when you are using these purchased products.

恭维一下，您很睿智，您不仅仅会考虑到采购的产品的本身的价格，您还会考虑使用过程

中的综合成本

I have sent to you the certificate of analysis, i think you have found the differences between our products and other suppliers'. The Decomposing temperature of our

product is193-196 degrees. But all the others' is above 205 degrees.……（省略，这部分

是重点，我会重点列出一二三，例如这个参数越低，对方使用过程中的消耗越低，越环保，储存越安全，仓库条件要求越低。尤其是环保稍微发达的国家对这方面控制非常严格）

这一段是具体分析我们的产品为什么价格高，我自始至终没说我的质量好，但是所说的这

些具体问题都是反映出我们的质量好。很多人也在说我们的产品好，好在什么地方啊，能

带来什么实实在在的好处？这才是关键。如果是设备，我就会说，省人工，节省用工人数，节能环保，绝对采用304不锈钢，安全容易操作，节省物料，极大减少浪费等等、(如果有证据，例如，图，视频，来自于客户的检验报告，附上)

I don’t know you are the final user or not, if you are the final user. I think you surely

understand what I mean. If you the distributor, you will get more and more customers,

because you always supply them with best products.

这些话是说给中间商听的，意思是如果你是中间商你可以这样跟终端客户解释，高质量产

品会让中间商市场越来越大。

If there is any products below grade, we promise that if you want to return the cargos, we will accept without any delay.

这个承诺很关键，一方面是对我们产品的自信，另一方面，除非非常重大的质量问题，客户很少会要求退货

we are now supplying our products to A and B(行业大客户，或者是你所谈判的客户所在国家的稍微有点名气的客户),you have no need to worry about our credit at all.

After your detailed and comprehensive comparison, I believe you will choose our products.

Await for your final decision.

Best Regards

Eason

you can always get some lower price from some suppliers in China Market. There is no lowest price in China at all, there is only much lower price one by one.

如果想加强，可以再加一句：

you are an expert in the filed, if they can give you an offer which is even lower than the cost. What will you think about it?

客户其实很大程度上已经认可你的产品，但是你的价格跟他的心理价位可能真的存在差距，怎么办呢?

Dear Max，

Very glad to get your feedback.

I am a very frank person. we are all business men, whose target is to get more and more profit.

So i really understand your requirement to get some discounts from us.

please kindly notice your target price. I will check if we can accept it or not.

I think this is a very good start for our business.

Waiting for your early reply to carry forward our cooperation.

Best Regards

Eason