问题:我有个阿尔及利亚客户，据我观察应该是在当地市场做了充足的调研的，来找到我们一上来就要一个小柜的产品。目标很明确，意向度非常高，当晚就确定了价格和数量但是在付款条款上，对方一开始不同意用LC at sight,但后来用了你的话术客户也同意了，后面一个月客户去揭注册的事，期问沟通没有任何问题，直到注册结果下来，客户突然变卦，要求一半LC一半DP，我咬死了不同意，客户不接受。
话术发了一篇又一篇，从称兄道弟到哭穷卖惨，从通之以情到晓之以理，客户就是不为所动，甚至有点生气不愿回消息了，现在僵持了有一个周，今天跟我冷冰冰地用下一句 60%LC400P就又不理我了，虽然阿尔及利亚那边因为不能T/T,很多人郡用类似的付款方式，但是大家初次合作，我们不想承担这个风险，何况如果客户科微威胁一下我们就妥协，以后只会让客户更加变本加万，请问这种情况，我该怎样跟客户讲才能平息客户的“怒火”，开开心心地去把信用证开了?
回复话术: 如果是新客户的话就用下面这种既不答应客户又不拒绝的客户先成交订单:Dear Xxx,
Thank you very much for your kind reply.
I am very sorry but it is our first cooperation, I am afraid I don’t have the chance to convince ourcompany to offer you too much favorable policy in the beginning.
Sure our company offer a lot of favorable policies to some of our customers, especially the long timebusiness, I promise I would love to offer you the help to apply the credit policy for you in the future,before this, 1 am very sorry but I need your help to start some cooperation (at least 1-2 orders) first tobuild some deserve trust between us.
As long as you help to build the trust, I promise I will apply the some favorable policy for you. (I wouldvery love to help you anyway I also need the help from you side).
So your help to start the first cooperation would be the best one and highly appreciated and grateful
Looking forward to your kind reply and cooperation.
Best Regards,
Yours Xxx
未经允许不得转载：销售人 » 外贸业务与客户付款方式僵持不下
