Increase the Quantity 增加数量
Another bargaining chip could be increasing the quality.Buying in volume often gets the buyer a significant savings.The following dialog discusses that possibility.
Mel:I'm sorry,but that's my best price.
Bill:Isn't there any way you could sharpen your pencil and get the figure down a bit more?
Mel:Well,normally we sell these things for five to ten pencent less,but your volume is so small I can't do that.
Bill:Oh!Okay,I can fix that.
How about if I promise to order another batch just this one every quarter?We'll use them.
Mel:That won't help.We can give the discount if we don't have to retool and set up so often.That's where we save money and we pass that on to you.
If you double your order,we can give you a 5% discount,and if you double that to four times your order,I can give you a 10% discount.
Bill:I don't understand.
Mel:We sell a lot of these things but not enough to keep a production line going full time.
We have to set up our shop to make these things and that takes about a day to set up and another half day to tear down when we finish.
By saving me three set up days and 1.5 tear down days,that's the salary of three men four and a half days.
I'm willing to let you save that money.
Bill:I'd love to but I got no place to put them.
Mel:If storage is your only worry,I can help you there.
Mel:If you sign a contract for a year's supply,I'll make them all in one run.
And you qulify for the discount.But ,you have to pay me in full for the whole run as soon as you take delivery of the first of four shipments.
I can store the rest for you for nine months for free.How does that grab you?
Bill:You have a deal.Not only do I get the discount, but today's price is locked in for a year.I can't lose.
Mel:I'll have the contract ready for your singature tomorrow.
sharpen one's pencil审价削款