Customer price comparison refers to the behavior of foreign trade customers who, when procuring, inquire with multiple suppliers and compare prices, payment terms, delivery times, and other conditions in order to choose the optimal option. It commonly occurs when customers ask for a price reduction after receiving a quotation, or when negotiating with several suppliers at the same time. Note: suppliers should be wary of customers using competitors' prices to push prices down, and should emphasize non-price advantages such as added value, quality, and service, avoiding a pure price war. Unlike an 'inquiry,' price comparison occurs after the customer already has a clear purchasing intention; unlike a 'counter-offer,' price comparison is not necessarily directed at a single supplier but is a horizontal comparison. Foreign trade professionals should prepare differentiated quotation strategies, such as tiered pricing and bundled sales, and record customers' price comparison history to optimize quotations.
📝 Examples
1. After receiving our quotation, the customer said: 'I have received quotations from two other suppliers, and their prices are 10% lower than yours. Can you offer a better discount?' (This shows the customer is comparing prices and trying to pressure us with competitors' prices.)
2. In a follow-up email, the salesperson wrote: 'Since you are comparing prices, we suggest you consider our quality certifications and after-sales service as a whole, not just the price.' (This demonstrates how to respond to customer price comparison and guide them to focus on overall value.)
💡 Foreign Trade Tips
Foreign trade terms are the foundation of international business communication
Trade practices may vary slightly by country; pay attention when using them
When using terms in contracts, specify the applicable version (e.g., Incoterms 2020)
For unfamiliar terms, use GlobalSync's multilingual email helper to confirm with your partner