如何搞定老外的訂單？請看Jac的這次談判經歷

本文記錄了一次完整的談判過程，除了客戶的信息，產品的信息稍作屏蔽，其他的都是原文。這是去年的一個單子，覺得很經典的一個過程，所以拿出來！

經典不是說我的談判能力多么地強大，而是能遇到的問題都遇到了，解決的也比較順利，并不是說這些話術就能解決所有問題，但是至少證明還會有效的！

這個客戶是我發(fā)開發(fā)信聯(lián)系上的，第一封開發(fā)信如下：

標題：manufacturer of ** from China.

Dear **

Morning！

This is Eason from Shandong JAC industry Co,.LTD.We are the professional manufacture of **in China for about 10 years.

Now we are exporting our **to ABC company in your country.

I know you are producing ** using our **.

Raw material in low price makes your own products more competitive in your market

Waiting for your email for further discussion.

Best Regards

Eason

www.urotropine.com

客戶回復：

Dear Eason,

Please notice your best rate CIF to Port **.

Also enclose your COA and package picture with your offer.

Best regards

落款

我的郵件

Dear **，

Very glad to get your reply.I believe we have chance to cooperate.

To comply with your request,I would like to give you an offer as follows:

Price:

Package:

Payment:

period of Validity:

Period of Shipment:

Please refer to the attachment to get the COA and pictures of package.

Looking forward to your early reply for further discussion.

By the way,I have checked your website.There is something wrong with the page:*******.It is wrong program.Your customer cant leave a message here.Maybe because of this you have lost some customers.

Best regards

我去查看了他的網站仔細研究，網站上不能直接看到郵箱，有一個留言框，但是留言點擊確定就出錯，發(fā)送不了，提醒了他一下！

報價需全面，專業(yè)，如何寫一封好的報價，請移步：

http://bbs.everychina.com/thread-349165-1-2.html

客戶回復

Dear Eason,

Thanks a lot for your warm reminder.We never realized this problem before.I will tell my webmaster to correct it.

Thanks again.

I will check your price and your COA.Later will return back to you

Best regards

我的郵件

Dear **,

Await for your confirmation

Best regard

客戶一直沒回復，我的價格有效期是七個工作日，于是在第五天，我給客戶去了一封郵件：

Dear **

This is Eason from Shandong JAC.

We discussed the chance to cooperate about ** 5 days ago.

But i have not got any notice from you.

Have you placed the order to purchase***?

Best Regards

客戶依舊沒回復，三天后，又追了一封郵件；

Dear **，

This is Eason who are seeking a chance to cooperate with you about **.

Maybe you have placed the order now.

If yes,could you be so kind to tell me why you chose other business partner

We are really serious to every customer.If you can tell me our disadvantage,we will try our best to adjust to comply with you.

Best regards

應該是這封郵件起了作用，客戶很快回復了，如果這封郵件客戶還不回，那么只能轉入跟蹤了，跟蹤客戶的方法，請移步.

http://bbs.everychina.com/thread-366311-1-1.html

客人回復

Dear Eason,

Yes,we have placed the order to our regular supplier.

Compared with their price,your price is in the high rate.

But i remember you,you helped me.I will keep in touch with you.15 days later,we will restart our new order discussion.And I will notice you.

Best regards

這次回信，對方提供了他的私人電話號碼?？蛻粢呀浵聠?，但是化工品屬于經常采購，他是工廠，需要原材料生產，等待15天以后的重啟談判。11天以后，客戶的郵件來了。

Dear Eason,

Please offer your best/lowest price CIF to ***.

As you know ,we are now buying **from RRR Company .If your price is not competitive at all.We still have no chance to do business. Early reply is appreciated.

Best regards

我重新合算了報價，拿出來非常有吸引力的報價組合，例如我心目中的價格是1000usd，我報給他1020usd。

Dear **,

I have reported your request to my general manger and got a very competitive price.

1020usd/mt,payment LC at sight.

If you have anything not satisfied with my offer,please dont hesitate to notice me.

Best regards

Eason

這次價格應該是在客戶的接收心理范圍內，只過了十分鐘，客戶就回復了！

Dear Eason,

Our target price is 990usd/mt.Please reconsider.

By the way,we always use 30% TT in advanced and 70% balanced by DP at sight.

Waiting for your confirmation to place the order

Best regards

我的回復

Dear **，

I will report your requirement to our boss to get the most competitive price for you.

I will revert to you within one hour.

Best regards

Eason.

其實我根本不是去問價格，只是制造一個假象，我的價格已經超出我的權限控制了，你還想降價，我只能去申請了?？蛻糇芳恿艘环忄]件給我施加壓力！

Dear Eason,

Please be noticed that if you cant accept 990USD/mt.We have no chance to start our business.

Await for your good news

best regards

客戶很狡猾，意思是我不管你找誰問，反正我就是要990usd，不接受就免談！四十分鐘后，我給他回復。

Dear **,

I have tried my best to get your target price,But our boss told me the lowest price we can accept is 1010USD/mt.

we know you are buying **from RRR company.

I think you have compared our COA and RRR company's products.

這一段我重點闡述了我們產品比對手有一個參數要好很多，這個參數呢可以讓他們在使用過程中加入的量減少，耗能減低，雖然可能價格高一些，但是讓你在生產過程中降低成本。

IF OUR PRODUCT IS DIFFERENT FROM THE COA WE GAVE TO YOU ,WE PROMISE TO ACCEPT RETURNING CARGOS WITHOUT ANY DELAY.`

After compositive comparison,I think you can accept our offer.

Waiting for your confirmation

Best regards

Eason

客戶說價格高，怎么辦，我寫了，請移步

http://bbs.everychina.com/thread-367880-1-1.html

客戶很快回復

Dear Eason,

Thanks a lot for your detailed explanation.

How about 1000usd/mt？

The payment will be 30% TT in advanced and 70% balanced by DP at sight.

Please confirm with you sales contract.

Best regards

客戶的提供的價格正好是我們預想到的價格，價格已經基本上確認，但是對方堅持付款方式，怎么談？

Dear ***，

I really want to start our business with you.I will try to have a discussion with our boss again.

As you the price is very low.Nobody will do the business without enough profit.

If you can accept 30% TT and 70% LC at sight.

I believe is much easier for us to apply your targe price

Please consider and give me a notice at once.

Best regards

Eason

客戶回復很快

Dear Eason,

We dont want to change our payment method.

We always use 30%TT and 70% DP.

Please check with your boss if you can accept your decision determines our business.

Please revert as soon as possible we will close this order within today

Best regards

客戶很堅決，我們的態(tài)度決定著訂單，如果我們能接受他的要求就合作，不能接受就不合作。很明確是逼我們！不能再退，再退就到墻角了，必須反擊！反擊不是要正面的針鋒相對，不能搞僵，客戶堅持付款方式肯定是有一定的原因的，我們不能說公司規(guī)定如何，那樣很容易把談判逼向死角！我們可以建議一個最合適的付款方式！

Dear **，

To show our sincerity to cooperate with you,we have decreased our price to the bottom.

Can you tell me why you insist on this kind of payment?

To start our business,I suggest 100% LC at sight.

It is fair to both of us.We give up 30% deposit.

What is your opinion.

Best Regards

Eason

我們放棄先收取30%的定金，直接建議100%LC，還是很有說服力的。

客戶回復

What do you mean?1000usd/mt,according to the payment LC 100% at sight,right?

Confirm at once!

看來客戶基本接受

Dear **,

Yes,the price is 1000usd/mt CIF to port **.

The payment is 100% at sight.

If you confirm,I will make the sales contract for you at once

Eason

客戶突然反復，出乎意料

But I think there are too many charges if we use LC

We still believe DP is best payment for both of us

What do you think?

真麻煩，繼續(xù)做工作，其實客戶語氣已經不堅持，只是試探了一下而已。

Dear **，

Yes ,you are right

But if we use DP as the payment.You have to pay 30% first.

It means you have to pay almost 20000usd first to us,after about 40 days,you will get the cargo.

It means during these 40 days ,20000usd is your sunk cost.

I think you are an expert of business,you do know the meaning of sunk cost.

Compared with the sunk cost of 20000usd,the charge for LC is nothing.

LC is the best payment for you!

I will make the sales contract to you

Best regards

Eason

如何談判付款方式：http://bbs.everychina.com/thread-359131-1-1.html

客戶回復

Dear VP Eason,(稱謂完全不同了，VP是我的職位，副總經理)

How smart you are.

I must admit you are the best sales i have met.  

You are a real business man!

Await for your Sales Contract to close this order

落款，公司名稱，電話，私人電話，郵箱，Skype

發(fā)合同，要求對方三天內開出信用證，對方無異議。

訂單結束，安全收匯，返單！

維護老客戶，加強各方面的交流！

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