关于客户说价格贵可以跟客户聊的

这几天有个单子，客户因为一千多美金的差价，跟另外一家工厂定了。心有不甘的同时，不得不感叹，还是会有很多客户只考虑价格！

今天又来讲讲这个老生常谈的话题，对于讨价还价会用到的一些英语，很多之前也分享过，当作复习吧！

we have learned over time that our customers are looking for quality, service and low investment. We’ve also learned that it’s not possible to offer all three at once, and we have made the conscious decision to concentrate on great quality and great back- up service. We want to ensure the long-term satisfaction of our customers is not put at risk.

随着时间的推移，我们了解到，我们的客户都在寻找有质量，好服务和低投入的项目。我们还了解到，实际上三者很难同时满足，我们把大部分的精力集中于产品的质量和强大的售后服务这一块。这样才能使客户的长期满意度不会受到威胁。

Do you mean price or cost? What I mean by what is, the price is the sticker price, whereas cost is the long-term investment in the product. Our products require lower maintenance, which saves time in the lont-run. You may find lower prices, but we doubt if you can find lower cost.

你指的是价格还是成本？我的意思是，价格是标价，而成本是对产品的长期投资。我们的产品需要较低的维护，这在长期运行中节省了时间。你也许会找到更低的价格，但你很难找到更低的成本。

May I aks if price is your only consideration? Is your decision based solely on price? If so, I’m not sure if our products will be the best option for you. If there are other criteria you are going to judge it by. maybe we can discuss those.

请问价格是否是你们唯一考虑的因素？你的决定仅仅是基于价格吗？如果是这样，我不确定我们的产品是否会是您的最佳选择。如果有其他的评判标准，也许我们可以讨论一下。

We are fair with our customers at all stages, and we set our prices competitively right from the start. May I ask what you’re comparing us against?

在各个阶段我们对待客户都是一视同仁，都是公平对待的，从一开始就设定了非常具有竞争力的价格。请问您是拿我们和哪一家做比较？

I understand why you may think that. Can we discuss a pricing option that I think might work for you?

我理解你为什么这么想。我们能讨论一个我认为对你有用的定价方案吗？

We have deliberately set our pricing structure out so we can provide the best quality and the best after sales service. Is that just as impotant to you as the price?

我们特意制定了我们的价格结构，所以我们可以提供最好的质量和最好的售后服务。这对你来说和价格一样重要吧？

We often find that if we as a company buy cheap, we also buy risk. We wouldn’t want to put that risk on you by providing cheaper products，that might not be up to the overall job we’ve been discussing.

我们经常发现，作为一家公司我们在买了便宜的同时，我们同时也买下了风险。我们不想让你们承担这种风险，如果用更低的成本会导致我们提供的产品达不到我们一直在讨论的整体工作。

You’ve mentioned the price, Mr Customer. Other than that, is there anything else that concerns you about the product?

你提到了价格，顾客先生。除此之外，产品还有什么让你担心的吗？

Let’s consider the total cost of ownership for a moment and see whether the price is, in fact, really worthwhile when we consider what savings you maybe able not achieve.

让我们考虑一下总成本，实际上，让我们看看当您可能无法实现哪些节省时，这个价格是否真的值得。

You may have heard we are higher than our competitors, but our customers have give us top marks on quality, warranties and back-up services. They find these things matter more to them that the upfront price, as it means less maintenance and greater productivity in the long run. I can give you details of other customers who have used our products so you can discuss with them what they’ve achieved, if you like?

你可能听说过我们的价格比竞争对手高，但是我们的客户在质量、保证和售后服务方面给了我们很高的评价。他们发现这些东西对他们来说比前期价格更重要，因为从长远来看，这意味着更少的维护和更高的生产力。如果你愿意，我可以给你其他使用过我们产品的客户的详细资料，这样你就可以和他们讨论他们的成果了。

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