加拿大外贸
作为销售，我们时刻要保持脑袋灵活，随机应变能力要超强于平常人。客户要问我们的问题，我们永远没办法提前打稿。但是有些问题是常规问题，比如他问产品质量，产品价格，跟你讨价还价，这些都有套路的。As a salesman, to keep an agile brain and better strain capacity is necessary. We can’t make a draft for what customers will ask. But for some common problems, such as product quality, product prices, bargaining, there is routine.
你要分析客户，学会明白客户这个意图是做什么。到底是真实跟你说还是在试探你的底线。今天我们来聊一下不是常规的问题：
You have to analyze the intention of customer: he is honest or just tests your bottom line. Today, let’s talk about an uncommon problem:
阿连曾经试过有位客户，一切谈妥后，订单确定下来了，还安排好了定金，后来她突然给我电话，需要把交货期由原来的45天缩短至35天，否则就取消订单。这不是赤裸裸的威胁我吗？你以为阿连会怕吗？
I had encountered a customer that everything was done, confirmed order and arranged deposit, finally she called me that she wanted to shorten the delivery date to 35 days from 45 days, or she would cancel the order. She was threatening me, wasn’t she? Did you think I was afraid of her?
肯定怕啊，因为我怕错失订单，但是内心深处有千万只草泥马在奔腾，纠结死我啦。你要知道阿连的厂订单一直爆满，虽然插队的情况下这个时间我们是可以完成的，但我要保证我的其他客户和我的同事们不打死我。而且客户挑的还是新款，新款所涉及的问题多很多好不好！
Of course I was, because I was afraid of losing the order but was anxious. You know we had lots of orders in our factory, though I could did it if jump a queue, I had to ensure that my other customers and colleagues won’t kill me. Moreover, what the customer chose was new models which referred to many problems!
后来阿连还是把持不住这张订单的诱惑，跟公司和工厂商量协调后，公司同意了给我这位客户加急安排——成功插队。谢天谢地，谢谢公司领导，让我接下了这张单。
Afterward, I couldn’t stand the temptation, so coordinated with my company and factory, and my company agreed to arrange urgently-- jump the queue successfully. Thank god, thank my leader for helping me get this order.
虽然后来我们是按时完成了生产，可是客户用了将近2周的时间才把柜给订好，当客户最终给我资料的时候刚好是我们首次的交货期，45天。
Although we finished the production on time, customer spent nearly 2 weeks to book the container. It cost 45 days when the customer finally gave me the shipping material, the same as our original delivery date.
让阿连在风中凌乱一会吧，不过作为销售，如果有时候客户要求我们缩短交货期，这个是在所难免的，我们不能轻易答应也不能轻易拒绝，可以先尝试向公司寻求帮助，跟公司领导和工厂的同事做好协调，尽量满足客户的要求。
Just leave me alone. But as salesmen, it is inevitable to be asked to shorten the delivery date by customers. We cannot meet him or decline him easily but ask for help from company, coordinating with leadership and colleagues of factory, as far as possible to meet customer’s requirements.
有时候也有可能是真的没有办法协调达到客户的要求，这种情况就要给予客户真诚的态度，例如客户要求35天，但是我们没有办法35天完成，但是可以40天，这时候也可以诚恳的跟客户解释：因为订单量太多，本来我们约好的45天已经是最短的交货期了，但是公司为了支持贵公司的订单，还是尽量缩短至40天交货，虽然未能达到你要求的时间，但这是我们最快的交货期，希望你尽早下单，我们会优先处理你的订单。
At the time when we cannot meet customer’s requirements indeed, we must hold a sincere attitude. For example, customer requires 35 days for delivery date, but we have no way to complete, but 40 days is available. In this case, we can explain sincerely: due to lots of orders, the original 45 days of delivery date is the shortest, but for supporting your order, we will try our best to shorten it to 40 days. Though we can’t 100% meet your require time, that is our shortest delivery date, so hope you can confirm the order soon so that we can give priority to your order.
以这种方法去处理，阿连相信客户会更容易接受，你就不会因为交货期的问题而错失订单了。
If deal with it in this way, it may be easier to be accepted by customers and you won’t miss order due to delivery date.
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评论
What a wonderful speech!
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