跟一个客户谈了俩月了，在付款条款上卡住了

这个客户是我在网上搜来的，目前判断不能算是优质客户吧，但是从03月4号到现在5月9号已经两个月有余了，期间经常，也算是一个潜在客户吧。 但是从始至终就付款条款上卡住了，谈不下去啊，请高手给指点一下啊。简要内容如下： 1. 我给客户报过价之后，客户没说价格是否可以接受，直接提到付款的事宜，就是内容里所说的“credit facility”。 dear friend i am ready to work with you provided you extent to me some credit facility and i give you some small trial order and later on large scale. rgds 2. 但是我也不确定客户说的“credit facility”是什么意思，然后就回信问他。 dear ***, thanks for your kindly reply, we will be also glad to work with you. but could you explain what is extent some credit facility to you? ... 3. 然后客户的回复如下： we are interested to develop business with you exclusively for hammers if you are factory. we will start with one type first and later on increase full range. we can only work if you give us some delayed payment facility so that we keep our orders on rotating and continuous. 意思应该就是要求付款延迟。但是这一点我想是任何一家都不可能轻易接受的，何况是还是新客户呢。 此外客户还提及她的市场沙特阿拉伯，不知道这个市场的客户信誉是怎么样一个情况呀？ 后续跟客户的过程中，根据客户的要求发了一些工厂的图片和产品包装细节图片给他。就是在发产品照片的时候有一款产品的图片带有品牌，因为各种原因我们现在不能了，但是我又忘记掉了，就是这一点被客户给发现了，而且对这款产品很感兴趣。由此可以表明该客户是一个真实的家，对市场和品牌很熟悉。 4.三月底跟踪了一下客户，告诉他我公司要求广交会，希望可以在广交会上面谈，但是客户偏偏又不去参加。然后到四月准备广交会，参加广交会以及五一放假，这一个就没有怎么。 五一放假之后经过两次跟踪，给客户报最新价格参考，客户终于有回复了，内容如下： i appreciate your positive mail and would like to inform that i dont go after the building or the factory. i go after the quality and price. i he never tried you r goods and always keep the doors open for the new comers. i am already dealing with some factories and if things allow me then i will take some step to establish relationship with you. for this, i he to consider your price quality packing and lastly what payment facility you can give as i he suppliers who do four me with this friendship gesture. 在邮件最后，客户还是再次问及“payment facility”问题。针对客户提到的考虑价格、质量包装以及这个付款三个问题，我简介扼要的的给他进行了回复。 5. 回复如下， thanks for your kindly reply. regarding your requirement, our reply as following. regarding the price, i enclose our new price for you reference. pls check the enclosed quotation. recently due to the fell of exchange rate, our price is relatively higher, details as per attached list. regarding the quality, we can offer the sample for your test according to your need. regarding the payment facility, we would like to do for you , but the precondition is how to ensure that we will not suffer losses. 我就跟他说，价格可以谈，质量可以发样品供您检测。而“payment facility” 如何保证我们不受损失呢？ 6. 今天早上打邮件，到客户的回复。 i only suggest that to establish a mutual trust we must take a small start which will strengthen our bonding and pe way for a bright future. it depends how much risk you are going to take and on the other hand it will give me a chance to prove my honesty and sincerity as i assure you that with this amount i cannot run away and build some palance in this world. regards 客户的大体意思就是 建议彼此建立信任，并且迈出合作的第一步然后才能继续密切合作关系并通向光明的未来。 关于风险，主要取决于我方承受了多大的风险。并且另一方面也是给他一个证明自己诚实和真诚的机会。正如我向你保证的就这个金额来说我不可能逃跑，最后那半句话不怎么理解了，谁看懂了告诉一声吧。 目前的情况就是这样了，我们要求保证不受损失，他们要求给个建立信任的机会。大家有好的建议吗，请不吝赐教哈。