问题: 这边有个客户去年一直有合作，每单金额大概都是 3-5W美金。去年大概走了8单之前的付款方式都是 30%定金，提单付全款。上个月下了一单7W+的订单，合同条款明确 20%定金，提单付全款。因为之前一直有合作，去年最后一票也是先安排生产后，他收到产前样就付定金给我们。所以这单就是一样，但是产前样产品上一个小配件有点问题，加上疫情期间快递很慢。定金就一直搁置了，所以等到现在货已经全部完成了。客户现在要求不付定金装柜后会付全款我们。我们这边也妥协，要求客户写个保函过来，客户不写保函。现在关系比较僵，请问这种问题有什么比较好的解决方案吗?
回复思路: 像这种在没有主动权的情况下我们也只能以道德话术去挖掘客户最心底里的道德观让客户受到道德的谴责。
回复话术:
Dear Xxx,Wish you have a nice day and everything goes well.
I am very sorry to hear the Coronavirus Outbreak is becoming more and more serious in your country, ithas risen to xxx confirmed cases, anyway I do believe the Outbreak will pass soon under the effort fromthe whole world.
Due to the effort of our government, the situation here in China is getting much better, if you had anydifficulty in buying the mask or other virus necessary products, you can talk to me and it would bemuch easier for us to buy now.
About the Xxx order, I am very sorry but if you couldn’t sign the assurance then our company wouldn’tallow to ship the goods first without the deposit, I really hope you can share your best understanding on
t
As long term business partner, we would try to help our customers more and more in the orders like1. Lower deposit x % to less your cash pressure .2. To start the production without deposit to save time
I really hope this would help us to make the order easier and faster but not the chip to put thenegotiation pressure on us, so I am very sorry our company decided not to ship the goods without yourdeposit, sorry again about it, our company hope we can share more understanding and supporting toeach other so that we could help each other to pass this difficult time, how do you think?
Looking forward to your kind reply.
Best Regards,Yours Xxx.
未经允许不得转载：销售人 » 外贸质量和物流原因催付款
