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上接：?展會(huì)后14天曲折跟進(jìn)，終成4萬(wàn)5千美金大單！YC （上）???????????展會(huì)后14天曲折跟進(jìn)，終成4萬(wàn)5千美金大單！YC （中）

展會(huì)后14天曲折跟進(jìn)，終成4萬(wàn)5千美金大單！YC （下）文/莊宇? 轉(zhuǎn)載請(qǐng)明出處歡迎外貿(mào)同行加我MSN：zhuangyu0115@hotmail.com?一起交流經(jīng)驗(yàn)﹑分享心得。

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經(jīng)過(guò)艱難的談判，對(duì)方接受了價(jià)格：“OK. Ricky. I accept your price. What is your terms of payment?”“We have two ways for your choice. 1)30% T/T down payment before shipment, 70% balance T/T after faxing B/L. 2)30% T/T down payment before shipment, 70% D/P at sight. Since this is our first cooperation. We suggest you take the 2^ndway. What is your opnion?” “Yes, It’s our first cooperation. We hope to do business with you on long term basis. So, this time, please accept 20% deposit before shipment, we will transfer the 80% balance to you after receiving your faxed B/L and other shipping documents.” 到此為止，我已經(jīng)看到了對(duì)方強(qiáng)烈的采購(gòu)意愿。做生意就是需要買(mǎi)賣(mài)雙方相互理解。在公司允許的條件下，我接受的對(duì)方的提議：“OK, we accept. Hope we will have a good cooperation.”對(duì)方很開(kāi)心，又給我發(fā)了一個(gè)笑臉：“Thank you, Ricky. We hope so. Please send me your Sales Contract and PI. We will sign the contract and pay the 20% deposit.”。

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忙乎了這么久，眼看快要釣到“大魚(yú)”，我心里別提有多開(kāi)心了?？墒牵咸煊制矚g捉弄我。 到了第十二天，F(xiàn)ouad又詢(xún)問(wèn)運(yùn)費(fèi)，并說(shuō)要使用自己的貨代：“Ricky, please advise the freight rate. Maybe I can use my own shipping agent who can offer lower rate”。暈！我把心都掏出來(lái)了，難道他還不相信嗎？直覺(jué)告訴我對(duì)方是在故意?；^，怕我們黑他運(yùn)費(fèi)。于是我把運(yùn)費(fèi)和保險(xiǎn)列了出來(lái)，附上FOB價(jià)格：“The freight for a 40ft container shipped via MSC at the end of November is USD 3600. This is also the best rate we can obtain. Would you lease check with your shipping agent if they have lower rate? At the same time, you are advised to pay 100% of the invoice value to us before shipment if you use your own broker.” “why not accept the terms of payment we agreed?” 。

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我司規(guī)定，如果新客戶(hù)要使用自己的貨代，在發(fā)貨前，我必須收到全額貨款才能發(fā)貨物。吃一塹長(zhǎng)一智，之所以這樣做是為了降低風(fēng)險(xiǎn)。曾經(jīng)有一次，我司同一美國(guó)新客戶(hù)合作，對(duì)方指定貨代并付了30%定金，我們發(fā)貨后，向?qū)Ψ截洿釂?，他們卻稱(chēng)已經(jīng)電放給了客戶(hù)。我司迅速聯(lián)系客戶(hù)，很幸運(yùn)，客戶(hù)同意馬上付余款，最終才有驚無(wú)險(xiǎn)。 如果遇上不守信用的客戶(hù)，后果不堪設(shè)想。 沒(méi)有多想，我闡述了我司堅(jiān)定的立場(chǎng)：“Sorry, but it is our company rule. We are doing in this way with all of our customers. In order to minimize the risk for both of us, we suggest you take CIF term. We accept 20% before shipment, 80% balance after faxing B/L to you. The B/L is holded by our Final Department before receiving all your payment. Otherwise, we need to hold a meeting to discuss with our Management Term, Sales Team and Financial Department. So please re consider carefully.”。

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毫無(wú)疑問(wèn)，作為一個(gè)有著20多年采購(gòu)經(jīng)驗(yàn)的中東商人，F(xiàn)ouad最終被我專(zhuān)業(yè)的談吐以及執(zhí)著的精神所打動(dòng)：“OK, I take CIF. I will sign contract and send you our shipping mark”。

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第十三天，對(duì)方就通過(guò)郵件發(fā)來(lái)了合同和紙箱嘜頭。很奇怪，他居然把大名簽在了“THE SELLERS”一欄。這應(yīng)該不是有心的吧？我又不得不讓對(duì)方重簽，還附帶了我根據(jù)他要求排好版的嘜頭。

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第十四天，客戶(hù)回簽了合同。到此，我終于釋然了！整整兩周的曲折跟進(jìn)，終成4萬(wàn)5千美金大單！

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（側(cè)記：當(dāng)天，F(xiàn)ouad主動(dòng)找到了我，詢(xún)問(wèn)我年齡。我如實(shí)告知對(duì)方只有25周歲，并發(fā)了我的照片。他看后，不得不稱(chēng)贊道：“You are an excellent young businessman. I firmly believe we will do good business on long term basis.“。第一次受到中東客戶(hù)的夸獎(jiǎng)，我心里甜甜的。）

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總結(jié)：1）?展會(huì)后，針對(duì)有意向的客戶(hù)及時(shí)跟進(jìn)。一般展會(huì)后一周必須主動(dòng)聯(lián)系客戶(hù)。對(duì)方從展會(huì)上可以找到很多供應(yīng)商。拖延一天跟進(jìn)就意味著降低成交幾率。2）?針對(duì)客戶(hù)煩瑣的問(wèn)題一定要耐心地﹑專(zhuān)業(yè)地回復(fù)。3）?掌握客戶(hù)所在地區(qū)的市場(chǎng)情況。同時(shí)，要善于捕捉客戶(hù)真正需求和心中所想，給客戶(hù)有的放矢地報(bào)價(jià)。知己知彼，百戰(zhàn)不殆！報(bào)價(jià)要規(guī)范完整，對(duì)方?jīng)]要求的其他信息最好也附帶。這樣，讓對(duì)方感覺(jué)專(zhuān)業(yè)。4）?不要輕易給客戶(hù)底價(jià)。采用靈活的談判技巧粉碎客戶(hù)的還價(jià)“伎倆”。不論地區(qū)，真正有意向的客戶(hù)不一定只注重價(jià)格。賣(mài)家的產(chǎn)品質(zhì)量和服務(wù)也是關(guān)鍵。5）?當(dāng)客戶(hù)的要求同國(guó)家有關(guān)法規(guī)相抵觸時(shí)，立場(chǎng)要堅(jiān)定。觸犯國(guó)家規(guī)定或昧良心的事情咱不能做。

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（全篇完。謝謝大家關(guān)注）