一个精明的商人要这样和客户谈价格并搞定生意
很多外贸新手经常说客户老是抱怨价格高。客户一说价格高你就降价，但最后还是没有搞定客户和订单。
其实，客户讨价还价是可以理解的。但是，客户一要求降价，你就降价或者不知道如何应答，这说明你还是太菜鸟。
看看下面这段对话，仔细琢磨，学习一下这个销售员是如何即坚持了价格又搞定买家的。
这就要求你必须对你的产品非常懂行，说服客户到点子上。这就是功夫，希望对你有抛砖引玉的作用。
a: good morning. sir. can i help you?
早上好，先生，你想买点什么？
b: i hear chinese arts and crafts are famous for their excellent workmanship. i'd like to take some home.
我听说中国工艺品以其精湛的工艺闻名，我想买些带回家。
a: we have various kinds of articles, such as the tri-colored glazed pottery of the tang dynasty, embroidery, brocade, jade carvings, wood carvings, bamboo carvings, lacquer ware, braiding, etc.
我们有各种各样的工艺品，如唐三彩，刺绣，锦缎，玉雕，木雕，竹雕，漆器，编织品，等。
b:i want something typically chinese and easy to carry.
我想买些具有中国特色且便于携带的。
a:well, the tri-clored pottery is beautiful, but it's fragile, cloisonne is heavy and can be easily damanged. i suggest you buy some embroidery, it's easy to carry.
好的，唐三彩很美但是易碎，景泰蓝很重且容易损坏。我建议你买些刺绣，便于携带。
b: i'm interested in it. it looks delicate.
我对刺绣很感兴趣，看起来挺精美的。
a:here is a piece of suzhou embroidery.
这是件苏绣品。
b:let me see it. oh, a dog's playing with two balls, the dog is so cute, how much is it?
让我看看，哦，一狗戏双球，这狗太可爱了，多少钱？
a: 500 yuan.
500元
b: i'm afraid it's too expensive.
恐怕太贵了吧。
a: too expensive? feel the material, look at the pattern, aren't they excellent?
太贵了？你摸摸这个材料，看看这些图案，绝对的好。
b: excellent as they are. they can't be worth so much. this morning a peddler showed me a piece of suzhou embroidery. the pattern was great. he only asked for 300 yuan.
好是好，只是值不了那么多钱，今天上午有个小贩给我看了件苏绣，上面的图案挺精美的，他的要价也只有300元。
a:did you take it?
你买下了吗？
b:yeah. i took it for 250 yuan only, here it is.
是的，我只花了250元买下了，这就是。
a:they are quite different. yours is machine made. i mean it is mass-produced. it isn't worth that much. at most it can sell at 150 yuan. you were overcharged.
大不一样，你买的是件机器绣的，也就是批量生产的，值不了那么多钱，最多值150元.你买贵了。
b:really?
真的吗？
a:but look at all the embroidery i'm dealing in. they are all hand-made, both sides display the exactly same pattern. it's worth very penny i ask for.
看看我销售的这些刺绣，都是手工制的，两面的图案完全一样，完全值我说的价格。
b:how about 400 yuan.
400元， 怎么样？
a: 500 yuan is the lowest i can accept, i know some foreigners never bargain. so i've never over-priced my goods, you can compare mine with other sellers, then you'll find 500 yuan is quite reasonable for such an excellent item.
500元是最低价格了，我知道有些外国人从不讲价，所以我从不要高价，你可以与其他卖家比较，你会发现这么精美的货卖500元是合情合理的。
b:ok. i do love it. i'll take it, here is the money.
好吧，我真的很喜欢，买下了，给你钱。
a: thank you.
买下了。