问题:有个合作几年的老客户，我们给她的付款方式支持是低于5000USD不需要付定金全款在发货前付清。客户最近又下了一个新订单,金额 14000USD吧,但是要求全款到港前付款按照客户一年的下单情况公司是不同意的，本身在价格上也已经给了客户支持,所以前面几天已经用各种能合情合理话术跟客户磨了 7、8个回合希望她理解我们的难处但她还是坚持要账期，最后客户找了我们吴总，最终我们最多只能同意预付 30%定金，70%到港前付款，然后客户看到我们吴总都这么说了，她也没办法就只能接受了，但是前面客户还有 1张小订单该付款了 (不超过5000USD，客户需要按照双方确认的付款条件发货前给我们付款)，但是现在客户说她只先发一半货，剩下的一半跟新订单一起发海运，所以她只付一半的款，尾款也是见提单才付，这点我们是不太能接受的，因为我们已经给了客户在价格和付款方式很大的支持,不管前面的订单是部分出货还是全部出货,客户需要按照约定付清全款，昨天我们还没回复客户，今天客户又写了个邮件说她会按照她说的,那个小订单给我们付一半款,因为后面这两个邮件都是客户写给我们吴总的，这个时候不好让我们吴总出面去回复她了，我想问下我去回客户邮件需要怎么委婉地告诉客户我们没办法同意这么操作，并且说服让客户付清前面那张小订单的全款，和付新订单 30%的定金?谢谢!另外，这次因为这个付款问题，虽然我前面的邮件都很委婉地去跟客户解释沟通了,也给客户争取到了 3/7 的付款方式，但是这个客户认为是我在为难她要求付定金,有点生气，才会直接找到我们吴总去谈 100%付款的问题,我也想让客户明白我已经尽了最大努力帮她申请支持了，希望她能理解。能不能请给点建议?
回复话术:
Dear Xxx,
Thank you very much for your kind reply.
I am very sorry but please share your best understanding that this is not about the trust but theresponsibility about the things that we should do.
In the past few years, our company even offered a lot of favorable policies like Credit to our customers,we thought our trust would exchange more support and business, but in the bottom of the human naturewhat we exchanged was the “unreasonable request” and even threaten from our customers, the mainreason is that slowly they didn’t take the Credit as the favorable policy but the “negotiation chip” to us.(Sure this hurt us a lot).
We would love to offer some favorable policies to our customers, but they destroy by themselves, thisalso happens a lot in our life.
So at this moment I really hope you could share your best understanding that it is not about trust, pleasetry your best to support us as the normal we did:1. Please try to pay the full payment of the XXX order with total cost $xxx2. Please try to pay the 30% deposit of the XXXX order with amount $xxx
Sure things would change flexibly, if you really had difficulties in Cash Flow please share us thereasons so that I can double confirm with Ms. Wu, if not, please try to share your best understandingand keep supporting us, this would be highly appreciated and grateful, thanks again for your supportand trust.
Looking forward to your kind reply.
Best Regards,
Yours Xxx
未经允许不得转载：销售人 » 客户要求全款到港前付款，如何拒绝
