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

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

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經(jīng)過艱難的談判，對方接受了價格：“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)看到了對方強烈的采購意愿。做生意就是需要買賣雙方相互理解。在公司允許的條件下，我接受的對方的提議：“OK, we accept. Hope we will have a good cooperation.”對方很開心，又給我發(fā)了一個笑臉：“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”，我心里別提有多開心了?？墒?，老天又偏偏喜歡捉弄我。 到了第十二天，F(xiàn)ouad又詢問運費，并說要使用自己的貨代：“Ricky, please advise the freight rate. Maybe I can use my own shipping agent who can offer lower rate”。暈！我把心都掏出來了，難道他還不相信嗎？直覺告訴我對方是在故意耍滑頭，怕我們黑他運費。于是我把運費和保險列了出來，附上FOB價格：“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。吃一塹長一智，之所以這樣做是為了降低風(fēng)險。曾經(jīng)有一次，我司同一美國新客戶合作，對方指定貨代并付了30%定金，我們發(fā)貨后，向?qū)Ψ截洿釂危麄儏s稱已經(jīng)電放給了客戶。我司迅速聯(lián)系客戶，很幸運，客戶同意馬上付余款，最終才有驚無險。 如果遇上不守信用的客戶，后果不堪設(shè)想。 沒有多想，我闡述了我司堅定的立場：“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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毫無疑問，作為一個有著20多年采購經(jīng)驗的中東商人，F(xiàn)ouad最終被我專業(yè)的談吐以及執(zhí)著的精神所打動：“OK, I take CIF. I will sign contract and send you our shipping mark”。

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第十三天，對方就通過郵件發(fā)來了合同和紙箱嘜頭。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，客戶回簽了合同。到此，我終于釋然了！整整兩周的曲折跟進，終成4萬5千美金大單！

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（側(cè)記：當(dāng)天，F(xiàn)ouad主動找到了我，詢問我年齡。我如實告知對方只有25周歲，并發(fā)了我的照片。他看后，不得不稱贊道：“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的夸獎，我心里甜甜的。）

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總結(jié)：1）?展會后，針對有意向的客戶及時跟進。一般展會后一周必須主動聯(lián)系客戶。對方從展會上可以找到很多供應(yīng)商。拖延一天跟進就意味著降低成交幾率。2）?針對客戶煩瑣的問題一定要耐心地﹑專業(yè)地回復(fù)。3）?掌握客戶所在地區(qū)的市場情況。同時，要善于捕捉客戶真正需求和心中所想，給客戶有的放矢地報價。知己知彼，百戰(zhàn)不殆！報價要規(guī)范完整，對方?jīng)]要求的其他信息最好也附帶。這樣，讓對方感覺專業(yè)。4）?不要輕易給客戶底價。采用靈活的談判技巧粉碎客戶的還價“伎倆”。不論地區(qū)，真正有意向的客戶不一定只注重價格。賣家的產(chǎn)品質(zhì)量和服務(wù)也是關(guān)鍵。5）?當(dāng)客戶的要求同國家有關(guān)法規(guī)相抵觸時，立場要堅定。觸犯國家規(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）