外贸人如何有效地进行价格谈判？10个模板收藏起来！

价格谈判是外贸销售中的关键一环，不仅关系着订单能否顺利成交，还决定着双方的切身利益。
那么，外贸人如何才能在价格谈判中掌握主动权，步步为营，从而达到自己理想的效果呢？
下面分享10个邮件模板，适合价格谈判的各个不同阶段，大家可以根据自己的实际情况进行参考。
 
实战模板一：
Dear Bob,
I wanted to follow up about our meeting yesterday. We are very excited to start to work with you on your website redesign project. As part of the design process, we will need to know how much budget you have allocated for the total project. Please let us know if this works for you and what would be the best time to call you about further details.
Sincerely,

Marketing Design Company Marketing Team

实战模板二：
Dear John,
We are pleased to offer for your consideration one unit of our latest product, the Scooter. We know you will find this inspiring new model most promising.

As you requested, we have priced it at US$500 per unit plus $10 freight and insurance charges payable upon delivery, FOB Anywhere. It is our best price.

We are making this offer for five (5) days, after which time we will take the proposal under consideration.

Please advise if you would like to accept our offer within the next 24 hours. If not, please indicate the best price you can offer us at this time.
If you have any questions, please feel free to call us at any time.
Best regards

实战模板三：
Dear Customer,
I was surprised to receive your email. Thanks for your interest in our product.
According to the product’s basic information, I think it will be difficult for us to reduce price than what you offered at present because we are a company with a good reputation and long history. We hope you understand this situation. However, if you purchase more than the quantity you wanted, we could consider giving some discounts.
Please kindly let me know your final price of purchase.
It will be my great pleasure if we can come to a successful conclusion.
Best regards

实战模板四：
Dear Tom,
We have received several questions about the reason for changing our price structure and wanted to provide you with some background information on this decision. We looked at our current product offering, client needs and how we work with you, our channel partner, as part of that process.

As you are aware, the market has been highly competitive over the past few years. As part of our commitment to you, we want to ensure that [PRODUCT NAME] remains an attractive proposition for your clients. We have made some changes so that we can be more flexible in how we work with you and so that you can deliver even better value to your customers.

As a result, we will be increasing the list price of [PRODUCT NAME] to $XXX. Our new partner program will provide you with more support and better margins than ever before. We appreciate your support in helping us deliver on our brand promise and look forward to continuing to work with you in the future.

Thank you for your continued support and understanding.
Yours sincerely,

实战模板五：
Dear Lis,
I hope you are doing well. It seems that we may have some potential customers interested in Bicycles; I would like to see if 你(name) can help us with the negotiation. That being said, please find attached a price list for your reference. We believe our prices are very competitive and can be open to negotiation.
Best regards,

实战模板六：
Dear customer A,
Thank you for your email.
I think I can help you with this question.
Since there are no fixed prices, the price needs to be negotiated.
Depending on how much quantity or other factors, there might be some discount or special offer (for example, if your order goes over $500, it could qualify for free shipping or some different type of offer).
The price depends on the quantity (the more you order, the cheaper the price gets per item), whether there are any discounts or special offers at that time and if we use our promotional coupon.
Please let me know how much you want to order, and I can provide a quote for your reference.
Best regards

实战模板七：
Dear Customer,
Concerning our previous correspondence and to the attached catalogue, we confirm that we are pleased to offer you the following item.

We have received your purchase order for quantity 50 of our coloured pencils at $0.5 per unit – a total price of $25,000. We regret that we cannot accept this order.

Our prices are quoted ‘ex-works, and we cannot make any concessions on these, as our margins are low. However, we believe it may be possible to meet your requirements by offering you a quantity discount as follows：We will offer the above price an additional 5% discount if you agree to place orders for this quantity.

Please advise by return if this is acceptable to you. We will then issue an official order confirming the new price and conditions of sale.
Best

实战模板八：
Dear Customer,
I would like to thank you for your interest in ____ (our product/service).
As we discussed on the phone, I will be attaching our pricing list and terms and conditions. We know that price is important when making a purchase decision, so we’ll do our best to answer any questions you have about price.

– As you requested, our prices are now lower than the previous price you were considering. However, there is a downgrade in quality. We will need to charge an additional fee for this product because it requires more man-time and materials compared with other products. Also, this product may not be available after the sale. You can decide whether or not you want to proceed with the purchase.

– I’ve checked and there isn’t a price lower than ours for the same quality, because we’re using very high-quality materials and our craftsmanship is excellent. I’m afraid that we won’t lower the price, but I can offer you our loyalty discount.

– Let me check with my manager. If it’s possible, we will inform you as soon as possible.
If that meets your needs, please let us know, and we’ll proceed with the order.
Best regards,
YOUR NAME

实战模板九：
Dear Customer,
I hope you are doing well. We have always been trying to carry out the best service for our customers, so I would like to take advantage of this opportunity to ask for your advice on further improving our services.
Looking at our current business relationship, do you think it is necessary to adjust the price level? If yes, what would be an appropriate price range?
Best regards,
Product Manager Emma Yang

实战模板十：
Dear Jack,
I hope you are doing great; I’m excited to hear that the new product is done and will arrive soon! So let me get right down to business；I would like to get your opinion on what you think the price should be for this product.

We’re currently using $30/unit as our base price, but it’s possible that due to increased production costs, we’ll have to raise the price. What do you think？

In regards to the change of price, I’m flexible. Do you have a figure in mind that works for you？
I believe any number between 25 and 35 is an acceptable range. Let me know what your thoughts are.
Thank you for your time；I look forward to hearing from you！
Sincerely

当然，想要在价格谈判中稳占上风，除了把握好谈判节奏，掌握必要的策略和技巧外， 还得充分了解目标客户，正所谓知己知彼，才能百战不殆！
那具体该如何做呢？
打开苏维智搜海关数据功能，输入采购商名称，即可快速对客户进行背调分析。通过进出口交易记录，可以判断客户质量，看看对方是真的有采购需求，还是只是来探价格的。

采购数量和重量，还能判断客户的采购实力。对于采购量不大的客户，我们要遵守一个原则：利润太低，宁可不做！对于采购量比较大的优质客户，可以适当做出“有条件”的让步，给到对方有足够竞争力的价格。
特有的交易图谱，可以一眼看清客户的上下游，了解客户现有的合作伙伴有哪些，从而做好对比，找准自己的差异化优势，在谈判中切中要害，引起客户的注意和兴趣。

打开提单数据，还能准确了解客户的采购价格，这样在报价和沟通谈判时，我们心里就有了底，避免价格报高了错失商机，报低了自己没有利润。

总之，外贸工作中，价格谈判既是双方沟通实力的较量，也是一场围绕各自利益的心理博弈，只有熟悉有效的博弈规则，才能巧妙地和对方周旋，并掌握谈判的走向，稳操胜券。