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

展會(huì)后14天曲折跟進(jìn)，終成4萬5千美金大單！YC （中）文/莊宇 轉(zhuǎn)載請(qǐng)注明出處

?第七天，我終于在MSN上找到了Fouad。當(dāng)我詢問對(duì)方考慮得如何時(shí)，他的回答著實(shí)讓我捏了一把冷汗。對(duì)方的原話是：“Ricky. Do you know why I didn’t give you reply in the past three days? I found another supplier in China who can offer lower price. They get ways to declare only ’Peanut Kernels’ on the documents.”。為了爭(zhēng)取定單，我不假思索道：“OK. Thank you for your information. But, as mentioned before, we can not do like that. It is too risky. Once discovered by the custom, we will be punished. Please understand us. We guess your another supplier is from Shangdong, right? Shangdong is the orginal place of peanuts. We also buy raw peanuts from Shangdong. They have advantage on price. They are able to put ‘Peanut Kernels’ on the shipping documents. We hope you do good business with them. But, if you have any difficulties when doing business with them, we will be pleased to help you.”。我可以肯定他也在和山東的供應(yīng)商溝通。過了10多分鐘， 他才發(fā)話：“Yes, from Shangdong. They told me, may be they can put only ’ Peanut Kernels’ . I have to consider carefully before putting order to someone.”。通過Fouad不太肯定的話語，我看到了光明：“You see, they can’t guarantee anything. Please image what the result will be if they fail to do like that. Both you and them may suffer a heavy loss. Also, we don’t think you have got sample of Coated Peanuts from them. But, you have already see and taste our samples from our booth. You can check the quality by yourself. You get what you pay for.”?！癆ll right, please give me some time. You will get the final answer very soon.”

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接下來的三他天，我又沒見Fouad上線，于是給對(duì)方留了言。后來得知他感冒了。

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第十一天，對(duì)方主動(dòng)找到了我：“Hi, Ricky. I am sorry but I caught a cold.”。出于關(guān)心對(duì)方，我趕緊詢問對(duì)方有沒有去看醫(yī)生，現(xiàn)在有沒有好些。對(duì)方給我發(fā)了一個(gè)笑臉：“I am OK now. Thank you, Ricky. I have a good news for you. After consideration, we decide to take the container from you. But, could you please quote me your BEST CIF Beirut price. We would like to ship the goods via MSC”?？磥?，對(duì)方還是想得到更好的價(jià)格。于是，我把這一情況向老板作了匯報(bào)。老板讓我在原來CFR價(jià)格的基礎(chǔ)上再讓0.01美金。從我司貨運(yùn)經(jīng)理那得到海運(yùn)價(jià)后，我給對(duì)方報(bào)了新價(jià)格，這次我報(bào)的價(jià)格小數(shù)點(diǎn)后帶了三位數(shù)（原來是二位數(shù)）。這樣可以讓對(duì)方感覺到我們差不多已經(jīng)給出了最好價(jià)格，并有很強(qiáng)的成就感。對(duì)方即使心里接受了這個(gè)價(jià)格，還是要我們?cè)俸怂?。這次，我沒有再讓價(jià)：“This is our best price. Right now, it is the harvest time for new crop peanuts. The price is rising day by day. The farmers are holding their stocks to expect a higher price. We just got information from our supplier today, the price of raw peanuts is 400RMB higher than yesterday. It is estimated that the price will still go up in the next 14 days.”

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“Can’t you give me any lower price?” “No. I can’t. If you don’t believe, I will send a contract we have just signed with another Lebanese customer for the same item”。為了讓對(duì)方死心，我把前不久和一黎巴嫩老客戶剛簽的合同，遮掉公司名和聯(lián)系方式后掃描發(fā)給了Fouad。對(duì)方看了，將信將疑，很想知道我們的這個(gè)黎巴嫩客戶名字：“What is the name of the Lebanese associate? Can you tell us?” “I am sorry but it is confidential. Our company doesn’t allow us to do like that. As you see, we are offering better price to you. This is also our deadline price. Otheriwise, you may find other suppliers in Shangdong. May be they can fufill your requirement.”。?

（中篇完，未完待續(xù)，敬請(qǐng)關(guān)注）