战战兢兢的谈判，浑浑噩噩的丢单 Negotiation in fear, Order Missed in Confusion / 四六文摘

转载须Mike授权并注明来源：公众号-Mike外贸说

很多外贸业务错误地把谈判当做了纯粹的服务，把销售当做了纯粹的话术，把客户完全地供为上帝,犹如忠诚的祈祷者。

Many salesmen mistakenly regard business negotiation as pure service. They believe that selling is all about talking techniques. They fully respect their customers，acting like loyal prayers watching up to the Lord.

他们似乎相信，只要按照客户的问题，如实逐条的回答，就能够得到订单。

They seem to believe that the orders can be confirmed as long as they answer every question from the customers honestly.

然而，事实是，生意不是日常生活，客户也不是真正的朋友，商场如战场。

However, the fact is, the business is no like daily life, and the customers are not your real friends. Business is a war without bullets.

你可以说“我有很多老客户，现在都是很好的朋友”。但是我告诉你，很多公司因为老客户遭受重大损失。新客户坑你，可能蒙受损失，老客户坑你，可能破产。

As you can say that " I have many old customers. They've been my best friends now." But I'd like to tell you that many companies get great loss from business with old customers.

You may bear a loss from new customers. But, you may go bankrupt because of old customers.

谈判前要摆正态度，正视自己和客户，你们是生意伙伴，而不是奴隶与主人。

Face up to the fact before starting any negotiations that you and your customers are business partners, not the slave with masters.

当客户说的不对或者对所需购买的产品描述不清时，请根据自己的产品或行业经验，勇敢提出自己的看法或疑问。

Please propose your ideas or questions bravely based on your experience regarding products or industry when the customers provide you with wrong or unclear requirements over items they purchase.

有些人认为这样做是极为不尊重客户的，我认为这是非常错误的观点。其实你不提出意见，以后货物出问题，才是真的不尊重。这同样是真正考验你专业水准的时候。

Someone may think that it is very impolite to do so, which actually I think is a totally wrong idea.

It is real disrespect if the goods are produced with problems just because of your ignorance over the problems.

It is also the right time to test your professionality.

有的人说，客户买三米的，但是常规的是1.5米和2米，能不能用交税粘一起？请直接去问问你的客户。

Someone says that the customer wants this item by 3m, which is normally by 1.5m and 2m. Can I connect them with glue?

Please ask your customer directly.

有人说，客户要求CE认证，没有怎么办？不能接这个单子么？没有行不行？

请直接去问问你的客户。

Someone says that the customer requires this item by CE certified, can I get this order if we don't have this certification?

Please ask your customer directly.

有人说，客户要求L/C 60days, 不然不下订单，我能不能要求他先付30定金生产，尾款即期信用证？

请直接去问问你的客户。

Someone says that the customer requires the payment by L/C 60 days, or no orders. Can I ask him to take the payment terms as 30% Down Payment for mass production, balance against L/C at sight?

Please ask your customer directly.

有人说，客户说市场不好做，价格要下调3%，否则不再下单。我该怎么办？

请直接去问Mike （哈哈，意外吧）。

Someone says that the customer wants 3% decrease in the price, or they're not gonna give any more orders. What should I do?

Please ask Mike directly. （Surprise?!）

当老客户这么说的时候，不要立刻答应，即使你们能够缩减利润，达到客户的要求。

When your customer says that to you, do not agree with it at once even if you can meet the customer's request by narrowing your profit.

尽量找到理由，压至1%。比如说，我们利润有限，但是考虑长期合作，我们愿意让出1%，但是希望你能够提高订货量，以便我们可以和原料供应商谈判，以更好的价格拿到材料。

Find yourself some excuses, and make it 1%, instead of 3%.

For Instance

We have very limited profit in this business. But we'd like to contribute to our long-term cooperation and make it by 1%.

But it will be of great help if you can increase the order quantity to....pcs so we can negotiate with our raw material suppliers and get material at a better price.

更多实例解说，尽在VIP视频培训，持续更新中。。。

如何提高谈判技能

How to improve your communication skills