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澳大利亞X公司是我合作了3年的老客戶。定單量雖然不算大，倒也很穩(wěn)定，平均每3個月下一個20尺柜的wasabi peas。去年，在全球經(jīng)濟不景氣的情況下，X公司依然向我司采購了4個柜的wasabi peas。記得該客戶去年的最后一單是在10月份下的。然而，直到今年5月初，足有7個月的時間，一直未下單，可把我給急壞了。期間，我也一直和該客戶保持著聯(lián)系。該客戶總是以AUD兌USD不景氣、我司的價格太高等理由遲遲不下單。這樣，一直到了今年5月12日，剛好是汶川特大地震一周年，我向往常一樣在MSN上和該客戶打招呼，詢問最近澳洲的市場情況：

我：????? How is the market going for wasabi peas in Australia?

客戶：? Ricky, in fact, we are buying wasabi peas from another supplier in China at price USD 2.50/Kg. Our sales now is boosting up. Your price now is too high for us to manage as the market competition is too fierce here. We would like to buy from you if your price is competitive enough.

我：????? Really? But as we told you before, USD 2.65/Kg is the lowest price we can offer. I wonder if the peas you are buying from another Chinese supplier are Marrowfat peas from Canada?

客戶：? Yes. We don’t buy Chinese small peas.

我：????? Do you know Marrowfat peas have different grades? Ours are grade 1.The size is above 8.5mm. As you can see from the wasabi peas you imported from us last year, they are indeed very large in size. The peas are crispy. Frankly, we are offering at USD 2.70/Kg to other customers in Australia. So, we are giving you the lowest price.

客戶：? Which companies you are also selling to in Australia?

我：????? Sorry. It is confidential. We can’t tell you. But I can tell you they buy from us and then re pack into retail bags. They sell to ALDI Store. You may check from the local ALDI Store if you like.

客戶：? OK.

我：????? Now the raw marrowfat peas is very difficult to purchase. So, I believe the price will rise again. You can not judge the products only by the price but also by the quality and service. Today, we are proud to be the largest supplier of wasabi peas to United States and Australia. We ship at least 10 containers of wasabi peas per week to our customers in these two countries.

客戶：? What is the lead time if we take a 20ft container from you?

我：????? Within 20 working days upon receipt of your 30% deposit.

客戶：? All right. We would like to take a 20ft container.

………………

天呢，太爽了。真沒想到能這么快就說服客戶。現(xiàn)在，客戶的30%定金已經(jīng)到帳。定單的前期準(zhǔn)備工作已經(jīng)

成，很快就會生產(chǎn)。僅用6句話，我輕松地從競爭對手那里奪回了客戶！

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