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成功拿单:与一位难缠外贸客户的谈判经历

2017-07-28 / 作者: / 来源: / 浏览量:

成功拿单:与一位难缠外贸客户的谈判经历 - www.toxue.com

下面与大家分享我与一位外贸客户的打交道经历,这个客户是直接打电话过来要的我邮箱,然后开始联系。

客户的询盘很简单:

Dear Eason, Please be noticed i got your information from you website. Refer to our call just now,I asked an offer of ** CIF to Chittagong. In you offer,please enclose your COA and picture of packages **

我回复:

Dear **,

谢谢您的询盘,我们的offer 如下:

Thanks a lot for inquiry,to comply with your request.We would like to give you an offer as follows:

产品名称:

价格及贸易术语:1090usd

包装单位及集装箱容量:

价格有效期:

装运时间:

请去附件下载我们近三个月的COA和最新的包装照片,装箱照片。

Please refer to the attachment to get the COA recently(within 3 months) ,the picture of packages and packing photos

我知道孟加拉必须用信用证结算,我们接受信用证,请告知,你们是选择SGS还是BV检验。

I know your rule is LC+pre-inspection in Bandladesh.Please notice which third party you will choose,SGS or BV?

Eason

客户回复,

你们公司经常做孟加拉市场是吗?我认为你很专业!

You have been in the market of Bandladesh for many years,right? You know the rules very well.

但是你的价格太高,我的目标价是940usd,能否接受,请告知!

But I am sorry to say that your offer is too high,our target price is 940usd.Can you accept it?please notice as the same

我的回复邮件中,加上最后一句话很必要,因为让客户明确的感受到,我经常做这个市场,而且很了解地方的规律,对方一来对我产生了信任感,二来觉得跟我沟通不再复杂!

我回复:

(对方的940usd,中国的确是做不了,但是伊朗能做,之前的一个案例我说过了,伊朗的产品价格极其便宜!)

是的,我们经常走孟加拉,每个月8个柜左右,都是到吉大港,都是信用证付款,我们的产品做SGS比较好,因为上海的SGS对我们的产品较为了解!BV未必能对**这种专业产品进行品质检验!

Yes,we have been in the market of Bandladesh for many years.Every month,we export ** about 8 containers.All to Chittagong.The payment is LC.

About the third party pre-inspection I advise SGS.SGS Shanghai is very fimilar with our products.BV may not make the inspection about the quality.

关于价格,我相信您能940usd购买到**,但是是从伊朗,而不是从中国,伊朗的价格很低,但是中国的出厂成本要高出伊朗很多,您是专家,相信您能理解!

About the price,I do believe you can get 940usd,From Iran,not China.The price From Iran is very very low.But in China our cost is much higher that it in Iran.You are expert.I think you will understand.

我们的最低价格是1080USD,请您对比中国供应商的价格,相信你能做出正确的选择!

Our lowest price is 1080usd,Please compare the price in China market.You will get the final decision

客户回复:

1000usd,如何?

我的回复:

1000我们真接受不了,其实您可以从伊朗购买,价格方面会合适很多!

We really cant accept 1000usd/mt.Frankly speaking you can buy ** from Iran.The price is very very low.

客户回复:

你真不会做生意,哪有把客户往外推的,都是尽量的拉客户,你不是合格的商人,请给你你能给出的最低价!

我回复:

我是合格的商人,商人唯利是图,其实我也很想跟你合作,可是你的价格我做不了,没有任何利润,商人是不会做的,您说对吗?既然我做不了,不如给您推荐一下,帮你买到合适的产品,相信您会记住我!

I am the real business man.Our final target is profit.we really want to deal with you.But your price is too low.NO profit at all.We must get the profit to keep our company and factory.So I made a suggetion to you to help you to get the best offer.I think you will remember me.Maybe in the future we have chance to make deal.

我的最低价1070USD,这真的是最低价了!

客户回复:

1020usd,能接受,我们就合作,不能接受,就没机会了!

我回复:

我很想说我接受,但是,赔钱的买卖,老板不会做的,就如同您说的,商人都在拉客户,我们也不想推,可是真做不了也没辙!

I really want to say i accept your price.But our boss will not accept that.As you just said,no busniness man will make a deal without any profit.We really want to start business with you at once.But your target price is too low for us.

我的最低价1070usd,你从中国市场上打听一下,虽然1070不是最低价,但是绝对是合适的价格,因为:

Our bottom price is 1070usd.Please check the offers in China market.Maybe 1070usd is not the lowest price,but i must be the best offer to you.

Because:

1.我们做孟家拉很专业,懂你们国家的很多规矩

We have been in the market for many years.We know all the rules in Bangladesh.

2.我们做信用证很专业,让你们尽快拿到单据,尽快提货

I am expert in LC.we can finish all the documents and presenting to the bank very quickly without any problem.You can get all the documents and take the cargos as soon as possible.

3.我们的产品绝对保证质量,因为我们自己生产,自己也要使用,我们不可能生产次品让我们自己的生产流程受害,质量绝对是同行业中优等品。

we can promise the quality.because we are using **which is being produced by our own line.**is the most important raw material of another product we are producing now.That means we must produce best quality ** to support our factory.

4.我们的装箱,操作很专业,你也看到照片了,很多客户直接把我们的装箱照片给他们的客户看,因为您的终端客户会因为你们使用了高标准的原材料对您更有忠诚度

Our operation is very professional.You have seen all the packing picture to the containers.Many customers of mine show our packing pictures to their clients.your client will be more and more close to you becuase you are using high-level raw metarial.

所以,我相信您一定会选择我!

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