與討價還價的客人輕鬆過招
【文／TutorABC】
想像你（妳）正在工作時，店裡來了一位客人。他看中某一件商品，卻希望價格可以再便宜一點。你（妳）仔細計 算了成本，發現的確可以再算便宜一點，但不想降太多折扣，更不希望客人拂袖而去。完成一場買賣交易可分為3個階段，包括：1.了解原價；2.討價還 價；3.成交。店家務必要能洞悉顧客的購買心理，以循序漸進的方式進行減價，不讓自己血本無歸，也滿足客人的成就感。
第一階段-了解原價(Ask the Original Price)
The customer will first ask the salesperson what the original price for the item is. This is sometimes called the “list price” or, for cars, the “sticker price.”
（客人通常會先問銷售員該商品的原價，有時候也稱為「定價」或者是汽車銷售用的「標價」。）
第二階段-討價還價(Bargaining)
The customer may offer a lower amount than the original price. Or he may ask the salesperson to bring the price down.
（客人可能會開出一個比原價低一些的價錢，或者他可能會要求店員再算便宜一點。）
第三階段-成交(Reaching a Deal)
The salesperson may include a bonus item, or offer a lower price if the customer buys more. However, they won't always be able to reach a deal.
（店員與客人彼此會討論出雙方都能接受的價錢。如果客人買很多東西，店員可能會贈送客人額外的商品或是價格上再算便宜一點。當然有時候也會發生雙方無法成交的情形。）
Tips 情境演練
店家願意降價，勢必會提高客人的購買動機。然而賠本生意沒人做，遇到得寸進尺的客人，堅守底價、客氣回絕也是一門必修的藝術。聰明的業者，懂得在價格上適時讓步，同時引誘消費者買得更多，不僅贏得顧客的好感，更衝刺了自身業績，達成雙贏！
情境1：An Expensive Shirt（昂貴的襯衫）
A：Hello, do you work here?（客人：哈囉，你在這上班嗎？）
B：Yes, I do. Can I help you with anything?（店家：是的，有什麼我可以為您服務的地方嗎？）
A：I like this shirt, but I think $900 is too much for it.（客人：我喜歡這件襯衫，但我覺得900元的標價太貴了。）
B：All right. I guess I can cut the price down to $750.（店家：好吧，我想我可以降價到750元。）
A：How about $600?（客人：算600元如何？）
B：I'm sorry, but I can't go that low.（店家：不好意思，不能再降了。）
A：All right, $750 then.（客人：好吧，那就750元吧。）
情境2：Buy Two, Save Money（第二件優惠）
A：Excuse me, how much is this hard drive?（客人：請問這顆硬碟多少錢？）
B：That one? It's our best model, and it's manufactured in South Korea. It is $3,000.（店家：那個嗎？這是我們目前最好的型號，是南韓製的，定價3,000元。）
A：Hmm, I'm not sure. That's pretty steep. I would buy it for $2,250, though.（客人：嗯，這樣啊。價錢有點貴。我只願意出 2,250 元。）
B：I'll tell you what. If you buy one for $3,000, I'll sell you a second one for $2250.（店家：那這樣子好了，如果你買一個3,000元，第二件就算你2,250元。）
A：We've got a deal!（客人：成交！）
情境3：Asking Too Much（過度殺價）
A：Hey, this is a nice painting. I'll pay you $300 for it.（客人：嗨，這幅畫不錯。我出300元買。）
B：I'm sorry, but the price for that painting is $1,500.（店家：不好意思，這幅畫的價錢是1,500元。）
A：$1,500? Why is it so expensive?（客人：1,500元？為什麼價錢這麼貴？）
B：It was painted by a famous French artist.（店家：因為這幅畫是由法國一位有名的畫家畫的。）
A：Is the price negotiable? Can you go any lower?（客人：價錢可以商量嗎？可以再降低一點嗎？）
B：The best I can do is $1,350.（店家：我最低只能給到1,350元。）
A：That's way too much. I can't afford that.（客人：太貴了，我買不起。）
B：I'm sorry to hear that. Maybe I can show you something cheaper. Come this way.（店家：很抱歉。也許我可以帶你看其他價錢較便宜的東西。請跟我來。）
Tips 常見的議價片語
只要有買賣的行為，就有議價的空間。學會下列實用片語，無論身為顧客或老闆，都能大方開口、討價還價！
1. That's a bargain.（價錢真便宜。）
2. That's a steal.（太便宜了，尤其是指價錢比預期低很多的時候。）
3. That's way too much. / That's too expensive. / That's pretty steep. / The price is too steep.（上述片語皆可用來表示「太貴了」。）
4. Can you give me a discount?（可以給我折扣嗎？）
5. Can you go any lower? / Can you cut the price down a bit? （你可以再算便宜一點嗎？）
6. Is the price flexible? / Is there any flexibility on the price?（還有議價的空間嗎？）
7. I can't go that low. / I can't go any lower than that.（我不能再降價了。／價錢不能再低了。）
單字帶著走
1. Haggle (v.) / Bargain (v.) 議價、殺價；討價還價
解釋：When a customer and a salesperson discuss (or argue) over the price of a product, this is called haggling. Some stores allow the customer to haggle, but some do not. Haggling is sometimes called bargaining.（註：haggling 是名詞，haggle 為動詞；haggling 又可用 bargaining 這個字來替換。）
例句：The guy in that shop wanted $3,600 for this suit, but I haggled him down to $2,250.（那間店的店員賣我這套西裝3,600元，但我最後砍到2,250元。）
2. Negotiate (v.) 談判、協商、洽談
解釋：To negotiate means to discuss a situation with someone until you are both satisfied.
例句：You can't both get what you want without negotiating a little bit.（往往需要經過一番談判，才能達成雙方想要的結果。）
3. Get a deal. (id.) / Reach a deal. (id.) 成交；達成交易、協議
解釋：When a customer and a salesperson reach a price they can both accept, one may say,“you've got a deal.”
例句：We negotiated for over an hour, but we finally reached a deal. We're going to buy 10,000 units for $120 per unit.（我們協商超過1小時，終於成交了。我們會買10,000件，每件120元。）
4. Discount (n. / v.) 折扣；打折扣
解釋：A discount is a reduction in price. Sometimes you can ask for a discount, but other times you may need to bring a coupon, or visit a store on a particular day.
例句：Let's go to the bakery. It's after 7 p.m., so there's a 30 percent discount on all the items.（咱們去一下那間麵包店吧。已經過7點了，所以所有商品都打七折。）
（註：歐美的商店或超市常常在傍晚或特定時間特價出清生鮮食品。）
5. Steep (adj.) 陡峭的、過高的、不合理的（價格等）
解釋：In the world of retail, a steep price means a high price.
例句：I can't afford to visit Hawaii in the summer, because the prices are too steep. So I'm going in the autumn instead.（夏天去夏威夷旅行的價格太貴了，我實在負擔不起。所以我打算秋天再去。）
6. Flexible (adj.) 靈活的、可變通的、彈性的
解釋：If something is flexible, it can bend without breaking. In shopping, a flexible price means it can go up or down.
例句：Prices for fruit are very flexible at this time of year. They go up and down depending on the harvest.（每年這時期的水果價錢會很有彈性。價錢會根據收成結果來決定高低。）
留言列表
