外貿(mào)談判的技巧高低決定著誰是最后的訂單贏家。之前我們也分享過很多談判技巧方面的內(nèi)容，相信還在摸索的外貿(mào)小伙伴也跟著在一步步的成長。今日我們分享一篇外貿(mào)大神J的完整的談判，希望小伙伴們能學(xué)習(xí)到其中的精髓。
這是一次完整的談判，除了客戶的信息，產(chǎn)品的信息稍作屏蔽，其他的都是原文，覺得這個(gè)單子的談判過程很經(jīng)典，以饗大家！
當(dāng)然，用“經(jīng)典”來形容，并不是說談判多么強(qiáng)大，而是能遇到的問題都遇到了，解決的也比較順利，并不是這些話術(shù)能解決所有問題，但是至少證明還會(huì)有效的！分享如下：
這個(gè)客戶是外貿(mào)大神J發(fā)開發(fā)信聯(lián)系上的
第一封開發(fā)信
標(biāo)題：manufacturer of ** from China
Dear **，
Morning！
This is Eason from Shandong JAC industry Co,.LTD.We are the professional manufacture of **in China for about 10 years.
Now we are exporting our **to ABC company in your country.
I know you are producing ** using our **.
Raw material in low price makes your own products more competitive in your market
Waiting for your email for further discussion.
Best Regards
Eason
www.*******.com
客戶回復(fù)：
Dear Eason,
Please notice your best rate CIF to Port **.
Also enclose your COA and package picture with your offer
Best regards
落款
回復(fù)客戶郵件
Dear **，
Very glad to get your reply.I believe we have chance to cooperate.
To comply with your request,I would like to give you an offer as follows:
Price:
Package:
Payment:
period of Validity:
Period of Shipment:
Please refer to the attachment to get the COA and pictures of package.
Looking forward to your early reply for further discussion.
By the way,I have checked your website.There is something wrong with the page:*******.It is wrong program.Your customer cant leave a message here.Maybe because of this you have lost some customers(J去查看了他的網(wǎng)站仔細(xì)研究，網(wǎng)站上不能直接看到郵箱，有一個(gè)留言框，但是留言點(diǎn)擊確定就出錯(cuò)，發(fā)送不了，提醒了他一下！)
Best regards
客戶第二次回復(fù)：
Dear Eason,
Thanks a lot for your warm reminder.We never reallized this problem before.I will tell my webmaster to correct it.
Thanks again.
I will check your price and your COA.Later will return back to you
best regards
回復(fù)郵件
Dear **,
Await for your confirmation
best regard
但這次客戶一直沒回復(fù)，J的價(jià)格有效期是七個(gè)工作日，于是在第五天，J給客戶去了一封郵件：
給客戶去了一封郵件
Dear **
This is Eason from Shandong JAC.
We discussed the chance to cooprate about ** 5 days ago.
But i have not got any notice from you.
Have you placed the order to purchase***?
Best Regards
很不如愿，客戶依舊沒回復(fù)，三天后，J又追了一封郵件；
追了一封郵件
Dear **，
This is Eason who are seeking a chance to cooperate with you about **.
Maybe you have placed the order now.
If yes,could you be so kind to tell me why you chose other business partner.
We are really serious to every customer.If you can tell me our disadvange,we will try our best to adjust to comply with you.
Best regards
這回的郵件起了作用，客戶很快回復(fù)了，如果這份更客戶還不回，只能轉(zhuǎn)入跟蹤了：
客戶很快回復(fù):
Dear Eason,
Yes,we have placed the order to our regular supplier.
Compared with their price,your price is in the high rate.
But i remmber you,you helped me.I will keep in touch with you.15 days later,we will restart our new order discussion.And I will notice you.
best regards
這次回信，對方提供了他的私人電話號碼?？蛻粢呀?jīng)下單，但是化工品屬于經(jīng)常采購，他是工廠，需要原材料生產(chǎn)，等待15天以后的重啟談判。
待到11天以后，客戶的郵件來了：
Dear Eason,
Please offer your best/lowest price CIF to ***.
As you know ,we are now buying **from RRR Company .If your price is not competitive at all.We still have no chance to do business.
Early reply is appreciated.
best regards
J回復(fù)過去，重新的合算了報(bào)價(jià)，拿出來非常有吸引力的報(bào)價(jià)組合，例如心目中的價(jià)格是1000usd，報(bào)給他1020usd。
回復(fù)過去
Dear **,
I have reported your requst to my general manger and got a very competitive price.
1020usd/mt,payment LC at sight.
If you have anything not satisfied with my offer,please dont hesitate to notice me.
Best regards
Eason
很有可能，這次價(jià)格應(yīng)該是在客戶的接收心理范圍內(nèi)，只過了十分鐘，客戶就回復(fù)了！
過十分鐘后，客戶回復(fù)：
Dear Eason,
Our target price is 990usd/mt.Please reconsider.
By the way,we always use 30% TT in advanced and 70% balanced by DP at sight.
Waiting for your confirmation to place the order
Best regards
緊接著回過去
Dear **，
I will report your requirement to our boss to get the most competitive price for you.
I will revert to you within one hour
Best regards
Eason
這里其實(shí)J根本不是去問價(jià)格，只是制造一個(gè)假象，J的價(jià)格已經(jīng)超出權(quán)限控制了，客戶還想降價(jià)，只能去申請了?？蛻糇芳恿艘环忄]件給J施加壓力！
客戶追加了一封郵件施加壓力！
Dear Eason,
Please be noticed that if you cant accept 990USD/mt.We have no chance to start our business.
Await for your good news
best regards
要說這客戶很狡猾，意思是我不管你找誰問，反正我就是要990usd，不接受就免談！四十分鐘后，J給他回復(fù)！
四十分鐘后，J給他回復(fù)
Dear **,
I have tried my best to get your target price,But our boss told me the lowest price we can accept is 1010USD/mt.
we know you are buying **from RRR company.
I think you have compared our COA and RRR company's products.(這一段J重點(diǎn)闡述了他們產(chǎn)品比對手有一個(gè)參數(shù)要好很多，這個(gè)參數(shù)呢可以讓客戶在使用過程中加入的量減少，耗能減低，雖然可能價(jià)格高一些，但是讓客戶在生產(chǎn)過程中降低成本。)
IF OUR PRODUCT IS DIFFERENT FROM THE COA WE GAVE TO YOU ,WE PROMISE TO ACCEPT RETURNING CARGOS WITHOUT ANY DELAY.
After compositive comparision,I think you can accept our offer.
Waiting for your confirmation
best regards
Eason
于是,客戶很快回復(fù):
Dear Eason,
Thanks a lot for your detailed explanation.
How about 1000usd/mt？
The payment will be 30% TT in advanced and 70% balanced by dp at sight.
Please confirm with you sales contract.
best regards
果然，這次客戶的提供的價(jià)格正好是J預(yù)想到的價(jià)格，價(jià)格已經(jīng)基本上確認(rèn)，但是對方堅(jiān)持付款方式，怎么談？
對方堅(jiān)持付款方式
Dear ***，
I really want to start our business with you.I will try to have a discussion with our boss again.
As you the price is very low.Nobody will do the business without enough profit.
If you can accept 30% TT and 70% LC at sight.
I believe is much easier for us to apply your targe price
Please consider and give me a notice at once.
best regards
Eason
客戶回復(fù)很快:
Dear Eason,
We dont want to change our payment method.
we always use 30%TT and 70% dp.
please check with your boss if you can accept
your desicion detemines our business.
please revert as soon as possible we will close this order within today
best regards
客戶很堅(jiān)決，J的態(tài)度決定著訂單，如果J能接受他的要求就合作，不能接受就不合作。很明確是逼J！不能再退，再退就到墻角了，必須反擊！反擊不是要正面的針鋒相對，不能搞僵，客戶堅(jiān)持付款方式肯定是有一定的原因的，不能說公司規(guī)定如何，那樣很容易把談判逼向死角！可以建議一個(gè)最合適的付款方式！
一個(gè)最合適的付款方式
Dear **，
To show our sincerity to cooperate with you,we have decreased our price to the bottom.
Can you tell me why you insist on this kind of payment?
To start our business,I suggust 100% LC at sight.
It is fair to both of us.We give up 30% deposit.
What is your opinion.
Best Regards
Eason
J放棄先收取30%的定金，直接建議100%LC，還是很有說服力的。
客戶回復(fù):
what do you mean?1000usd/mt,according to the payment LC 100% at sight,right?
Confirm at once!
看來客戶基本接受:
Dear **,
Yes,the price is 1000usd/mt CIF to port **.
The payment is 100% at sight.
If you confirm,I will make the sales contract for you at once.
Eason
客戶突然反復(fù)，出乎意料:
客戶突然反復(fù)，出乎意料:
還是要繼續(xù)做工作，其實(shí)客戶語氣已經(jīng)不堅(jiān)持，只是試探了一下而已：
試探了一下
Dear **，
Yes ,you are right
But if we use dp as the payment.You have to pay 30% first.
It means you have to pay almost 20000usd first to us,after about 40 days,you will get the cargo.
It means during these 40 days ,20000usd is your sunk cost.
I think you are an expert of business,you do know the meaning of sunk cost.
Compared with the sunk cost of 20000usd,the charge for LC is nothing.
LC is the best payment for you!
I will make the sales contract to you
best regards
Eason
客戶回復(fù)
Dear VP Eason,(稱謂完全不同了，vp是J的職位，副總經(jīng)理)
How smart you are.
I must admit you are the best sales i have met.
You are a real business man!
Await for your Sales Contract to close this order
落款，公司名稱，電話，私人電話，郵箱，skype
發(fā)合同，要求對方三天內(nèi)開出信用證，對方無異議。
訂單結(jié)束，安全收匯，返單！
維護(hù)老客戶，加強(qiáng)各方面的交流！
小伙伴們看完文章是否技癢想要一試身手啊。
此文章來自微信公眾平臺外貿(mào)營銷。
