先看实例:跟一东欧的客户往来有2封邮件,发完报价后,客户回复My target price for these products is less than 0.4 usd, So your offer is much too expensive,I have to put it pending。我给的报价是低价0.8 usd了,相差一倍的价格绝对不可能,第一感觉是这个客户漫天要价来讹诈我,放弃他?不,继续跟进,最终以(after target price) 0.72成交。为什么?根据客户的特点,从产品材质和工艺等来沟通,看对方的0.4是什么材质和工艺,慢慢将客户引导过。