问题:我们有一个非洲的客户要卫生巾机和包装机。刚开始我们就谈了卫生巾机确认付款方式30%定金(先付 15%，等图纸出来后再付 15%)和 70%出货前付清，都是付TT。后面客加了一台包装机，客户要求付款方式先付 30%定金，剩下的70%等出货后 45 天才付(相当于46060USD要出货后45 天付)后面我们跟客户谈要么包装机跟卫生巾机一样的付款方式，要么就是 30%定金，60%尾款，剩下 10%见提单付，这个已经是我们尽力的一个付款方式，他们选一个自己喜欢的。客户考虑了一个月左右，他们现在又考虑要预留 38800USD在我们给他价安装好机器60天之后付，这个付款方式风险很大，我们没办法接受， 请问老师们有什么建议吗?客户比较谨慎敏感的性格。
回复思路:如果是新客户，以诉苦和哭穷的方式表达自已公司的不易，除此之外，也客户懂得我们已经给了他便利。如果是老客户，坚持底线原则，拒绝客户。
如果客户是新客户，回复话术:
Dear Xxx,
Thank you very much for your feedback and your idea of payment way.
In fact, I understand your status 200%, it is a hard time in your local, in fact, we faced such kind ofposition as same as you.
Why I said that ? Most of raw materials’ suppliers have stopped and closed because of VIRUS, leadto material cost is becoming higher, and you can not image that this extra cost increased 15%. Even.those suppliers only accept cash order then supply normally, so, it is really hard for us too.
Please kindly understand my feeling that I want to do business with you is stronger than one of anyother guys in our company. So, if have any possibility and chance, I would love to meet you anyrequirements.
In fact, if you become our regular cooperation partner, our company policy allows that accept delaypayment as you mentioned, however, it has to cooperate some times, after all, we don’t know each otherwell at the first year or even some months, you know that business needs time and then trust deeply,how do you think ?
So, in my opinion, how about we cooperate normally base on our company regular process first, but, infuture, you can get some rights. I believe that our future is very bright.
Besides, in order to show my sincerity, after I communicated with my leader, we give you 20% deposit( other clients 30% deposit, then 70% balance before shipping ). Please kindly consider our sincerity, also would like to see your kind understanding and effective action to move forward.
Finally, thousands of thank you for your support in advance.
Yours sincerely,
Xxx
如果是老客户，要明确拒绝客户，用高情商话术拒绝客户
Dear Xxx,
Thank you very much for your kind reply
This morning our company held a meeting of your order, I am very sorry but please share your bestunderstanding that our company “lost” a lot of customers because of the “Credit Business”.
Actually we really would love to offer this kind of Favorable Policy to our customers, especially the longterm business partner.
In the past years we offered a lot of Favorable Policies to our customers like:
- To start the production without deposit
- To ship the goods without balance.
- The balance is 30 days after the B/L
- ….
But slowly we found: the more Favorable Policies we offered, the more threats we got from ourcustomers who took the Favorable Policies as negotiation chip to push us to give more “UnreasonableRequest”, otherwise they would this and that, finally we lost a lot of long term business customers in the
past years.
So I really hope you can share your best understanding that our company couldn’t offer you the “CreditBusiness”, the best way is: we keep this good business habit so that we can work together further andlonger.
Your understanding on it would be grateful by all of our company
Best Regards
Yours Xxx.
