有的客户则是非常抗拒，他们认为供应商随意涨价让他们陷入困境，无法给自己的经销商解释，坚决不接受涨价。

同时，供应商却坚持说他们的价格已经没有降价空间了。

我有个供应商最近就和客户因为价格问题无法谈拢，碰巧该供应商的货又出现了一些质量问题，于是，客户一气之下要换掉供应商。

当时客户是这么说的：

如果当时我说OK，换供应商吧，会和客户一拍即合。

但是，我没有那么做，而是给客户写了一封邮件，他看到之后就不再纠结价格了。

这里我把邮件发出来，供大家参考。

Dear XX：

For your side, I fully understand the contract you sign with your clients, and I also know the European business rules， that once the contract is signed, any party cannot change it at will.

站在你的立场上，我完全理解你与客户签订的合同，也知道欧洲的商业规则，即，一旦签订合同，任何一方都不能随意更改。

About the price,when you placed the order in April , XX proposed a price increase,after some bargaining, they accepted and decided to raise the price partly for the time being.

关于价格，当你在4月份下订单时，XX已经提出涨价，当时经过一番讨价还价，他们接受了只部分涨价。

In fact, you should have requested a price increase from your distributors at that time.

事实上，你当时应该通知你的经销产品将要涨价的消息。

You have been working with Chinese suppliers for many years, except for large manufacturers like XX and YY, who can strictly abide by business contracts, even if the order is a loss-making one.

the principle of doing business for ordinary factories is based on profit. They will not take orders that do not make a profit, even if you signed a contract with them.

您已经与中国供应商合作多年，除了XX和YY这样的大厂可以严格遵守商业合同、即使订单是亏损的也做之外，普通工厂的经营原则是以利润为基础的。即使你与他们签订了合同，他们也不会真接受没有利润的订单。

As for me, working as your agent, I should fight for more rights and interests with the factory , But I cannot completely ignore China’s business rules and business practices.

我作为你们的代理人，应该代表你们向工厂争取更多的权益，但我不能完全无视中国的商业规则和商业惯例。

Just like now, XX showed the price charged by their suppliers, and make an comparasion with the price they charged to you, I can see the difference, and know they do bear some cost.

就像现在一样，XX展示了他们供应商收取的价格，并与他们向您收取的价格进行了比较，我可以看出其中的差异，并且知道他们确实承担了一些成本。

In this scenario, I believe as long as we persist our target price they will eventually compromise,

However, the hidden danger is that they may sacrifice quality, because It is impossible for them to do business at a loss, or with no profit or lower profit than their expectation.

The consequences of their doing so will bring you endless troubles, damage your brand value.

在这种情况下，我相信只要我坚持我们的目标价格，他们最终会妥协，

然而，隐患在于他们可能会牺牲质量。因为他们不可能亏本做生意，也不可能没有利润或利润低于预期的生意。

这样做的后果会给你带来无尽的麻烦，损害你的品牌价值。

This is the fundamental reason why I stopped bargaining with them after they showed their suppliers’ prices yesterday.

So next step, should we start to looking for some alternative suppliers and get more samples to test?

这就是我昨天在他们展示供应商价格后不再与他们讨价还价的根本原因。

那么，下一步，我们是否应该开始寻找一些替代供应商，并获得更多的样品进行测试？

—

Regards!

Tess

PS：以上翻译是我们的小鼠标翻译的，是不是觉得水平还是很OK的

客户看完这封邮件给我的回复有两点：

1. 接受新价格，做新订单
2. 寻找新供应商，购买测试样品。

对我而言，无论是当下还是未来，都不影响我的订单，毕竟，客户的订单就是我的订单，他换的又不是我。

希望这篇文章为大家在和客户谈判的时候带来一点启发。

By the way, 如果有些卖课机构的讲师想用这篇邮件来卖课，麻烦洗一下稿。

不要像上次一样，我头一天在公众号上发布一篇涨价通知，你后一天就原封不动地COPY放到自己的课件里，还在课堂上大言不惭说是自己写的。

而现场恰好又有关注公众号的外贸业务员，人家拍了视频发给我，这样就比较尴尬了。。。。。

相关阅读：一则涨价通知引发的“大型车祸”现场，太惨烈了。。。。。