JAC外贸实战:一次完整的谈判,包括开发信讨价还价等

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所属分类:业务类实战

记录一次完整的谈判,除了客户的信息,产品的信息稍作屏蔽,其他的都是原文,这个单子是去年的一个单子,觉得很经典的一个过程,所以拿出来!

 

经典不是说我的谈判多么强大,而是能遇到的问题都遇到了,解决的也比较顺利,并不是这些话术能解决所有问题,但是至少证明还会有效的!

 

@@@@这个客户是我发开发信联系上的,第一封开发信如下:



标题: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

 

@@@@客户回复



Dear Eason,

Please notice your best rate CIF to Port **.

Also enclose your COA and package picture with your offer

Best regards

落款

 

@@@@我的邮件

 

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(我去查看了他的网站仔细研究,网站上不能直接看到邮箱,有一个留言框,但是留言点击确定就出错,发送不了,提醒了他一下!)

Best regards

 

@@@@客户回复

 

Dear Eason,

Thanks a lot for your warm reminder.We never reallized 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

@@@@我的邮件

Dear **,

Await for your confirmation

best regard

 

@@@@客户一直没回复,我的价格有效期是七个工作日,于是在第五天,我给客户去了一封邮件:

 

Dear **

This is Eason from Shandong JAC.

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

But i have not got any notice from you.

Have you placed the order to purchase***?

Best Regards

 

@@@@客户依旧没回复,三天后,又追了一封邮件;

 

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 disadvange,we will try our best to adjust to comply with you.

Best regards

 

@@@@应该是这封邮件起了作用,客户很快回复了,如果这份更客户还不会,只能转入跟踪了,跟踪客户的方法早就写过了

 

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 remmber 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

 

这次回信,对方提供了他的私人电话号码。客户已经下单,但是化工品属于经常采购,他是工厂,需要原材料生产,等待15天以后的重启谈判。

 

@@@@11天以后,客户的邮件来了。

 

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

 

@@@@我的回复,重新的合算了报价,拿出来非常有吸引力的报价组合,例如我心目中的价格是1000usd,我报给他1020usd。

 

Dear **,

I have reported your requst 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

 

@@@@这次价格应该是在客户的接收心理范围内,只过了十分钟,客户就回复了!

 

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

 

@@@@回复

 

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

 

@@@@其实我根本不是去问价格,只是制造一个假象,我的价格已经超出我的权限控制了,你还想降价,我只能去申请了。客户追加了一封邮件给我施加压力!

 

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

 

@@@@客户很狡猾,意思是我不管你找谁问,反正我就是要990usd,不接受就免谈!四十分钟后,我给他回复!



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.这一段我重点阐述了我们产品比对手有一个参数要好很多,这个参数呢可以让他们在使用过程中加入的量减少,耗能减低,虽然可能价格高一些,但是让你在生产过程中降低成本。

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

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

Waiting for your confirmation

best regards

Eason

 

客户说价格高,怎么办,我写了

 

@@@@客户很快回复

 

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

 

@@@@客户的提供的价格正好是我们预想到的价格,价格已经基本上确认,但是对方坚持付款方式,怎么谈?

 

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

 

@@@@客户回复很快



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 desicion detemines our business.

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

best regards

 

@@@@客户很坚决,我们的态度决定着订单,如果我们能接受他的要求就合作,不能接受就不合作。很明确是逼我们!不能再退,再退就到墙角了,必须反击!反击不是要正面的针锋相对,不能搞僵,客户坚持付款方式肯定是有一定的原因的,我们不能说公司规定如何,那样很容易把谈判逼向死角!我们可以建议一个最合适的付款方式!

 

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 suggust 100% LC at sight.

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

What is your opinion.

Best Regards

Eason

 

@@@@我们放弃先收取30%的定金,直接建议100%LC,还是很有说服力的。客户回复,

 

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

Confirm at once!

 

@@@@看来客户基本接受

 

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

 

@@@@客户突然反复,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?

 

@@@@真麻烦,继续做工作,其实客户语气已经不坚持,只是试探了一下而已

 

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

 

如何谈判付款方式,也写过了

 

@@@@客户回复

 

Dear VP Eason,(称谓完全不同了,vp是我的职位,副总经理)

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,公司名称,电话,私人电话,邮箱,skype

@@@@发合同,要求对方三天内开出信用证,对方无异议。

@@@@订单结束,安全收汇,返单!

@@@@维护老客户,加强各方面的交流!

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目前评论:17   其中:访客  17   博主  0

    • avatar 小伊1990 9

      大神,跪谢哇~~拿好板凳做笔记,苦逼小菜鸟啊。。。。

      • avatar Joseph_D_T 9

        太厉害了!

        • avatar 无情 9

          sunk cost 这一部分不是很懂是什么意思,大神 能解释一下吗?

            • avatar 进击的巨人 9

              @无情 沉没成本,指已付出而不可回收的成本。意思就是如果这单出了意外,那30%的定金,也就是20000 USD的这部分, 客户是无论如何也收不回来了。

            • avatar 子月古木老巢 9

              评论” />

              • avatar 好棒! 9

                好棒!

                • avatar Jacindustry 9

                  这是一个非常全面的谈单过程,能遇到的问题大部分都遇到了,对新手一定有帮助的

                  • avatar 遗失 9

                    太赞了!

                    • avatar 王诚豪604 9

                      赞!!!!

                      • avatar Liz 9

                        赞赞赞。。

                        • avatar Happy_Sunny9 9

                          我想问个问题,要是客户的目标价是我们低价的一半,这怎么谈??

                            • avatar 进击的巨人 9

                              @Happy_Sunny9 压价的手段而已,他们很清楚要多少钱。

                            • avatar 歪毛指路 9

                              双手举起 高手

                              • avatar 微博笑话High翻天 9

                                厉害啊 跟村长学习了

                                • avatar weimeidong 9

                                  这过程真够跌宕起伏的,我的客户怎么价格一谈不拢就没消息了?

                                  • avatar 乌拉拉星球 9

                                    好精彩的讨论,像在打太极

                                    • avatar 跨境电商 9

                                      说的真好,顶一个