在外贸展会中展会后我们和客户谈论订单的时候定然会出现砍价情况，这里总结四种客户杀价的情况应对诀窍，平时的时候当大家碰到客户讨价还价的时候就可以直接发送给他。

第一种，来展会上逛展的老客户，表示市场环境不好，要求给与支持：Market very low in USA，现在美国市场不太好，这个产品关税很高，竞争很大，同行的价格都很低，希望给与支持。

Now American market is in a bad situation and the tariff for the product is high. In addition, there is great competition among our peers. Therefore, I hope there is more support for us.

应对方法：

我也听说现在美国市场不太好。I also heard about the bad situation in American market.

但是想必你也从其他供应商那里得知了吧，原材料最近上涨很多。However, you must have got information from other suppliers that the price for raw materials has increased a lot recently.

现在中国环保查的很严，我们产能下降很多。At present, environmental protection authorities are acting a tighter supervision on us leading to a great decrease in our productivity.

而且最近汇率很低，希望你能了解到我们处境同样不容易，所以希望你能接受我们这个价格。What’s more, the exchange rate is lower than before, which also put us in an adverse circumstance. So I hope you can accept our price.

第二种：I've got a better price from another supplier.我们在其他供应商那里获得了一个更好的价格

应对方法：

我们也有一些更便宜的同款的产品，但是质量肯定比我推荐给你的要差很多，请考虑一下，我们可以给你提供不同质量等级的产品，但是便宜的那款损耗肯定更大，风险也很大。
We also have some cheaper products of the same type, but the quality is not good at all, compared to the ones I recommended you, so please have second thoughts on it. Of course, we can provide you with products with different qualities, but it is sure that the cheaper ones will be more easy to wear and tear and more importantly have more risks.

Ohter supplier give me $2.其他供应商给我2美金。

应对方法：

我们也可以给你那个价格，甚至我们可以给你更便宜的价格。我们之所以现在没有那么便宜的产品就是因为产品是质量的核心，以前那种便宜的产品有过几次质量问题，我们和客户都损失很大，价格太便宜的产品会有很大的风险，因此后来我们不生产了。从长期来看，购买太便宜的产品对于市场的开拓和销售以及老客户维护是不利的。

We can also offer you that price, even a lower one. But the reason why we don’t provide products with that low price is that the quality of the product is the core for our business. We and our customers used to suffer a great loss from that kind of cheap products for the risks of them are so high. Therefore, we don’t produce like that anymore. In a long term, the cheap products are harmful for exploiting the market as well as keeping customers.

第三种: 如果你们不能给我更好的价格，那么我只能下单给其他供应了.

应对方法：

我们给其他客户都是高于你这个价格的，其他客户也没有这样抱怨的。

我给你的价格非常的合理，我们的报价总是与市场的价格保持一致，针对这个价格、包装、交期、售后，我认为我们的非常的合理。

Actually when we offered higher price to other customers, they didn’t have such complaints like you did.

The price I offered to you is quite reasonable and our quotation are always in line with that in the market. We are offering a reasonable price for the package, delivery time and also after-sales service.

第四种：如果价格合适，那么我马上下单

应对方法：

我们在产品质量、交期、包装、售后、付款等方面都是高于其他供应商的，正因为如此，我们的利润非常低，这些高于同行的方面我们需要付出很大的成本，如果说再降价，那么我们就无法保证能达到这些，

We have better performance on the product quality, delivery time, package,after sale service and also payment than other suppliers, so our profit is quite low. We have to spend more on these aspects to guarantee a better performance, so we cannot guarantee these to you if you really want to cut down the price.

此外，其他情况，我们可以用上一个万能的价格应对句型：

我十分相信你们在其他供应商那里得到了一个更好的价格，但是我认为我们的产品质量和服务会帮助你生意上受益。我们的买不了就是给客户提供高性价比的产品，正因为如此有非常多的回头客。我们的产品也广受好评。

I believe that you got a good price from other suppliers but we can assure you a better product quality and service to benefit your business. What we are aiming to do is to provide cost effective products to our customers. That is why we have so many repeat customers and have received many favourable comments.

做外贸的过程中，我们遇到的问题，稀奇古怪，老外抛出的各种问题都有，这并不是书本能够写全的。只有学会自己积累这些话术的方法，自己去积累，这样我们再面对各种各样的外贸谈判问题的时候才能游刃有余。