很多时候客户不是在真的拒绝，只是虚长声势
客户很多时候其实只是一种虚长声势，故意制造议价的僵局，想刺探你的反应。这是一场心理战，我们把利润设想为城池。你赢了，那么保住的是以后很长一段时间的安定。如果你稳不住输了，那么代价可能不止是一城一地，很可是今后不休止的割地求和。
已经记不清有多少次价格谈到最后，我价格坚决不再让步，客户对我说：
If that, we are afraid we will place order to other suppliers.
而我回复：
Based on our quality, our profit is very low. If we cut 0.70 USD/CTN, we cannot keep reasonable profit then
order willbe rejected by our financial dept. Because it's no meanning of accepting this order, itonly makes
our workers tired and occupy capital.
If we force ourselves to accept this order, we may have to bring down the quality to average our cost
So please kindly eva1uate our price again. If it's really hard to work, we hope we can work with you for next order.
Appreciate for your support.
最后客户还是自己找了台阶下，把订单下过来，如：
We need shipment on time. If you assure you will make shipment on time, pleasesend PI.
为什么明知道有些订单还有空间可以降价，我不降价呢，因为在大多数情况下，一个买家，当他跟你杀价两次以上时，其实他内心已经认可了你的产品和价格。这个时候他无非就是想多获得一些利好。如果你继续同意让步，是种很危险的行为。因为买家对你赚取正常利润他是无可厚非的，如果你一味降价，他只会觉得自己被宰。所以你告诉他，
If we force ourselves to accept this order, we may have to bring down the quality to average our cost.他就害怕了。因为宁愿买贵一些，质量也不能差。否则买过去以后，客户会陷入无休止的客户投诉，经济和声誉都受损。
