问题:老师晚上好，我有一个订单遇到点难题，想请教一下您: 客户是讲西班牙语，但生活工作在美国，男，50多 60 岁，有点强势。之前和我们买过几台纸巾连线的机器，因为之前业务员答应他留 10%货到厂在付，所以我们机器设了密码，需要他付款后才能给密码开机,这件事弄得他很不开心，后来，也和我们询价了很多很多配件，但就都没有购买。 近期他想买另外一台纸巾机器，提出的要求是: 预留 10%到厂30 天付，而且这次不能设密码，我们同意不设密码但尾款 10%要见提单副本支付。他不满意我们的回答，说要下单就得按照这种付款方式，而且之前我们欺骗他 (密码的事)我也软硬兼施和他沟通，就是没能达成协议。但我觉得他是想和我们买机器的，因为觉得我们机器质量好价格也比较实在。
客户给我们的回复如下：
Dear Daisy,
I appreciate all the efforts you are trying and putting into this sale.But I really need the following:When can you have the machine ready to be loaded ? 10% 30 days after machine arrives at my facilit$100.000 sale price.
Once you can provide the above 3 answer we can move forward and please make it happen today if yowill like to secure the sale, I ‘am buying a machine today or tomorrow as additional options areavailable and not necessary low cost but available and trust worth because I have purchase 3 machinesand no problems at all.
回复思路: 利用高情商话术跟客户说我们的不容易哭穷以及我是一个什么样的人获得客户的理解。
回复话术Dear Xxx,
When I got your email, my heart is broken, because your 2 points is so hard for us, please kindlyunderstand my feeling that want to do business and get your order is stronger than any other one in ourcompany, as long as have any possibility and chance, I would do my best to meet your any requirement
There were almost 3 months since we discussed cooperation at the first time, you should knew me wellwhat is kind person of me? Whether we communicated well and try to solve problem and let you getbiggest profit for you ? As I mentioned before , whatever from exchange rate and expense increased5%，I still do my best to let you get US$104,247 not US$109,800.
You are so professional and learn well that business needs win to win, if we don’t have any profit at allhow we continue? So,please please please don’t push us that, appreciated for your highly understandingSo, finally, l am sorry but I have to say that payment way we can do is 40% down payment, 50% balanctpayment and 10% pay by copy of bill of landing, furthermore, the cost is US$104.000. Please doubleconsider our hard status, if it is available next year, we would like to visit you in your country to discussmore discount face to face. How do you think?
Thousands of thank you very much
Yours sincerely,
Xxx
未经允许不得转载：销售人 » 外贸客户预10%到厂30天付
