優勢商品，價格要硬；客戶不是沒有錢，只是如何分配的問題

商品定價，不僅反映企業的生產製作成本與利潤目標，同時也是反映了客戶的期望值。

價格 = 價值

當您的商品或是服務，在市場上屬於獨家或是強勢產品，客戶的購買，就是要獲得這樣的獨特性或產生其企業競爭力的期待。

隨意的降價，將破壞客戶心理的期望值。

客戶不是沒有錢，只是如何分配的問題。

您有優勢商品在手，客戶要你降價，是為了取得談判的優勢地位或是平等心理，不是要你在主力商品上大幅降價，你應該以條件交換（例如，請求客戶做為您商品或服務的推廣代言人，或是請客戶簽下年度採購合約以獲得批量價格優惠）來滿足他對名目合約價的滿足，或是給予其他獨特的附贈品。

Advantage commodity, price must be hard; customer is not without money, just how to allocate the problem

Commodity pricing not only reflects the production cost and profit target of enterprises, but also reflects the expectations of customers.

Price = value

When your goods or services are exclusive or strong products in the market, the customer's purchase is to obtain such uniqueness or generate the expectation of its competitiveness.

The arbitrary price reduction will destroy the customer's psychological expectations.

Customers are not without money, they are just how to distribute it.

You have the advantage goods in hand, the customer wants you to reduce the price, in order to obtain the negotiation superiority or equal psychology, not to reduce the price of the main commodity substantially, you should exchange terms (for example, ask the customer to be the promotion spokesperson for your goods or services, or ask the customer to sign the annual purchase contract to obtain the bulk price concessions) to meet his full contract price. Feet, or give other unique gifts.