外贸人干货分享：有关外贸高质量与客户谈判？

谈判大忌：客户问什么就答什么 口诀：先解决客户问题 再引导客户进入下一步 意思就是：1.让客户跟着我们的节凑走2.能够影响客户的购买决定 第一种场景：客户问：how much for50pcs?想跟客户保持沟通聊一些跟生意以外有点深度的东西，每天一到两个来回就好，不要一聊就是订单，这样子双方容易尴尬。

谈判大忌：客户问什么就答什么（丧失的谈判的主动权）
口诀：先解决客户问题 再引导客户进入下一步（牢牢抓住谈判的主动权）
意思就是：
1.让客户跟着我们的节凑走
2.能够影响客户的购买决定

第一种场景：
客户问：how much for 50pcs?
询盘杀手：$50/pc

第二种场景：how much for 50pcs?
普通业务员：$50/pc
would you please confirm how would you like to ship the goods sothat i can quote you the shipping cost?

第三种场景：
客户问：how much for 50pcs?
**业务员：$50/pc
There are 2 options for the shipping cost.

Option 1:Ship by Air DDP,theshipping cost is $697.door to door delivery including tax,around12-15 days.so the total cost including shipping by Air DDP is:$xx+$697=$xxx

Option 2:Ship by sea DDP,the shipping cost is $158,door to doordelivery including tax,around 35-45days.so the total cost includingshipping by Sea DDP is:$xx+$158=$xxx

It would take around 12-15 days tofinish the production after we confirm the order.
We can accept the payment through Alibaba Trade Assurance (2% extraAli cost),TT(2% extra for each payment)

As long as you canfirm the order then i will draft a PI with orderdetails for your reference.

一：当客户主动中断沟通怎么办？
当客户说：i will come back to you soon/i will discuss with mypartner/boss/customer/ok,thanks./Tomorrow I decide thepurchase

回复大忌：
1.Waiting for your goods good news.
2.If you still have any questions pleasure feel free to contactme.

底层逻辑：相当于客户是来委婉拒绝我们的订单-----想办委婉找出客户拒绝我们背后的原因。
那就可以给客户写：
Dear xxx,
Thank you very much for you kind reply.

Sure i can totally understand,as your professional and responsiblesale,i have to sat now it is is the very important time for both ofus .
If you still have some other difficulties or concerns beforeordering please must share them with me so that i can offer you thehelp with my professional knowledage andexperience,i do believe i should have something that you probablyneed from.

Sure we are open to any anysuggestion which would help us to move the orderforward.

Looking forward to your kindreply
Best Regards
Your meggie

二：当客户回复：No,no ,i just need time on it.--会出现谈判的空档期
 先跟客户保持联络当朋友，直到客户有新的需求或激活客户新的要求。
想跟客户保持沟通聊一些跟生意以外有点深度的东西，每天一到两个来回就好，不要一聊就是订单，这样子双方容易尴尬。

参考下面的话术：
Dear xxx,
Thank you very much for you kind reply.
Sure i can totally understand your concerns.
Anyway as your professional and responsible sales, I will keep mybest patience in it, as we had many customers who would meet thesame situation like yours.

singapore is really a dream placefor the people all around the world, safe, beautiful, especiallythe development spirit worths all the people to learn from.
I always have a dream to visit your country, one of the Four AsianDragons, to see the famous Strait of
Malacca, to see one ofthe biggest transit ports, to feel thesuccessful air.(将新加坡换成客户的国家，这里根据客户的国家写一点东西出来，不会可以百度，一定要根据实际情况改，不要仅仅是改国家名，请注意).

if you don't mind would you pleaseshare me some real pictures of singapore so thatl can feel it fromxxx kilometers away?

Looking forward to your kindreply
Best Regards
Your meggie

写出这类东西客户觉得你是一个有深度的女孩子，不要动不动就催单，其实你发什么，客户都知道你是来催单的。因为我们更客户既定买卖关系，就像你朋友做保险一样，他给你发什么消息你都认为他是来卖2保险的一样，每天保持一到两个来回就行，知道客户下单。