特别是价格会被客户还到成本以下或者直接被腰斩的时候，虽然心中有几千头草泥马在奔腾，但还是怀着各种复杂的心情克制情绪。
有些人心里嘀咕，价格比成本价还低，谁会做这种生意啊，真有这样的卖家吗？
但是，当客户把别的工厂的报价给你看的时候，你马上被雷得里外都焦，因为，真得有人做这么低的价格！
问题来了，遇到这种恶性的价格战，我们到底应该怎么做才能坦然面对呢？
我觉得最根本的，是让客户明白低价的来源，你只需要陈述事实，剩下的交给他去判断。
报价比行业正常价格低的原因有以下几种：
1.该工厂并不依靠接单赚钱。
他们收到客人的货款后放高利贷。所以为了短期内筹到尽可能多的钱，就以低价吸引订单。这种工厂通常都会拖欠供应商的钱。而且财务状况很差，稍微有点风吹草动就会血本无归，和他们做生意风险极大。
2.该工厂是那种抱着只做一次生意原则的的骗子。
收到钱后要 么发货的时候少发，弥补报价的亏空，要么就发垃圾给买家。反正发货后他们就万事大吉了，售后为0。贪便宜的阿三最容易跳进低价坑。
3.该工厂把客户的货款当成了无息贷款。
他以低价让很多买家付了定金，然后货期拖几个月，最后告诉买家出不了货，再把钱给退了。
一般来说这类工厂不算大奸大恶的骗子，最多是个伪君子，无息使用了别人的钱，最后 还让人庆幸幸亏没遇到骗子，钱好歹回来了。
4.该工厂跟监狱合作，人工费可以忽略不计，因为犯人基本没有工资。
5.该工厂恰好有订单被取消，而客人买的就是这个东西。
中山某公司就以5美金的价格卖了两个HQ的电磁炉，这批货的原价是9.5刀。
6. 纯粹的骗子，骗到订金就消失。
业务员可以针对以上六种情况给客人分析每一种情况的风险，最好再举一些实例，有图有真相，很多客人知道了都会望而却步，毕竟谁也不想跟自己的钱过不去。
如果你确定该行业95%的企业报价都和你的差不多，那么请谨记一条基本原则，“事有异常，必有妖孽。”三思后再走下一步棋。
Subject:If the Price Is That Low, Something Else Is Paying for It
Dear XX
Thanks for sharing your target price.
I will just share some real situations we have seen in the market. You can make your own judgment.
1, Some factories do not rely on making profit from orders.
After receiving customers’ payments, they use the money for high-interest lending.So in order to collect as much cash as possible in a short time, they offer very low prices to attract orders.
These factories usually delay payments to their own suppliers, and their financial condition is very weak.
Once there is any problem, they may collapse quickly.
Working with such factories involves very high risk.
2, Some factories operate with a one-time business model.
After receiving payment, they may ship less quantity to cover the low price, or send low-quality goods.
Once shipment is done, they consider the deal finished, and there is basically no after-sales service.
Buyers who focus too much on low prices are more likely to fall into this situation.
3, Some factories treat customers’ payments as interest-free financing.
They use low prices to attract deposits from multiple buyers, then delay production for months.
Eventually, they may say they cannot deliver and return the money.
In most cases, they are not outright fraud, but they use customers’ money for free during that period.
Sometimes the buyer even feels “lucky” that at least the money was returned.
4, Some factories cooperate with prisons, where labor cost is extremely low, because workers receive little or no wages.
5, Sometimes the low price comes from cancelled orders.
For example, a company in Zhongshan once sold induction cookers at USD 5 per unit, while the original unit price is USD9.5.
This kind of price is usually based on specific inventory situations.
6,In some cases, the supplier is simply fraudulent, taking the deposit and disappearing.
These situations all exist in reality. You can decide how to evaluate the price based on this.
Best regards,
Tess
今天就这样吧，这封邮件倒是可以直接拿走用，you are welcome.
