加拿大外贸
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 can’t 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 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 Regardss
我的邮件
Dear **,
Await for your confirmation
Best Regards
@@@@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 cooperate 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 disadvantage, 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，如果这封信客户还不回复，只能转入跟踪了
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 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
这次回信，对方提供了他的私人电话号码。客户已经下单，但是化工品需要经常采购，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
我回复邮件时，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 request to my general manger and got a very competitive price.
1020usd/mt, payment L/C at sight.
If you have anything not satisfied with my offer, please don’t 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% T/T in advanced and 70% balanced by D/P at sight.
Waiting for your confirmation to place the order
Best Regards
我回复如下：
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 can’t 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
@@@@客户很快回复
Dear Eason,
Thanks a lot for your detailed explanation.
How about 1000usd/mt？
The payment will be 30% T/T in advanced and 70% balanced by d/p 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% T/T and 70% L/C at sight.
I believe is much easier for us to apply your target price
Please consider and give me a notice at once.
Best Regards
Eason
@@@@客户回复很快
Dear Eason,
We don’t want to change our payment method.
We always use 30%T/T and 70% D/P.
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 suggest 100% L/C 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%L/C，还是很有说服力的。客户回复，
What do you mean?1000usd/mt, according to the payment L/C 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 L/C.
We still believe D/P 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 D/P 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 L/C is nothing.
L/C is the best payment for you!
I will make the sales contract to you
Best Regards
Eason
@@@@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！
评论
很经典的案例分享，平淡中见功力。
评论
学习了， 谈判技巧很牛
评论
学习了，很牛
评论
厉害了，知己知彼。
评论
学习 希望以后多发一些谈判过程
评论
学习了，收藏留着以后用
评论
从付款方式的谈判上就可以看出楼主把握的恰到好处
D/P at sight 总还是有点风险的，之前我们有个印度客户就三个柜子扔在港口快三个月了还不去提，没有预付款，100% d/p at sight
弄的我们太被动，虽然后来还是顺利解决了
L/C客户就直接没辙，100%安全
评论
smart 楼主，向你学习了
评论
谁能通俗的讲一下“sunk cost” ?
评论
mark一下，学习学习
评论
非常经典的一次谈判，学习了
评论
感谢楼主的热心分享！！！
评论
处理问题游刃有余，可以看出LZ职场经验丰富。很喜欢这种废话不多，句句到点的谈判方式
评论
6666
加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光 加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards .........................................
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