外贸业务员之付款条件谈判技艺——2

外贸业务员之付款条件谈判技艺——1

第三封 针对客户非常tough的付款要求
“abc is the leading wholesaler in uk, you can make a research about us. a pre-condition to work with us is to accept our terms of payment. our vendors send us the documents after shipment, and we pay within 90 days from the shipment date. ”
这一类型的客户往往具有很强的bargaining power，因为他们采购量比较大。往往很多供应商争先恐后地要同他们合作。所以我们要掂量一下竞争情况，成本和风险情况，进行决策。最好考虑用lc30天，或60天的方式，降低风险。即便是大公司没有主观骗钱的意图，但仍然有破产的风险。经常看到新闻，一个大企业破产清算，中小供应商受牵连的不计其数。所以还是小心为妙。
先根据情况评估客户最终可能接受的条款，并确定自己一方的底线，比如说是lc60天。我们可以先放到lc30天试探客户的反应。有的客户可能就同意了，有的客户可能还是要再搞。我们再根据客户的反应做小幅度让步。如果客户反应不大，我们就可以再让到35天之类的。如果客户语气很严厉，我们可以让到45天，留一个15天做最后的砝码。
dear tom,
thanks for your email sharing the information.
i fully understand your situation, and we treasure you much as a very valuable customer. so we would like to give you a special consideration for lc 30 days. all our other customers pay us 30% deposit & balance is paid before loading the container. this is the best payment term we have ever given out. i would very much appreciate your kind understanding.
best regards,
xxx
这个时候，有很多客户就接受了，也有的客户仍然还要搞。可以根据情况再小退一步。如果客户很强硬的话，我们一方面周旋，一方面也把底牌亮出来了。
“as i mentioned before, the pre-condition for working with abc is to accept 90 days payment. ”
遇到这么生硬的态度，我们需要合适地亮牌。大采购商的采购人员都经过谈判训练，故意冷淡，生硬对待供应商，给供应商施加心理压力是他们的谈判技巧。遇到这种情况，不要慌张，客户同不同你做生意，会进行全方位的评估，质量，价格，信誉，能力，服务，地理位置等等，不会因为一个付款方式就一票否决了。我们遇到过英国的大百货公司说他们合作的前提条件就是da60天，后来甚至以电脑里没有我们要求的付款条款为理由。但是最后经过争取，客户还是同意了一个折中的条款。
dear tom,
thanks for your email.
we understand that abc is the largest wholesaler in germany. and we are very willing to make our best efforts to make you satisfied, and agrees to give you a special consideration of lc60days.
meantime, i would very much appreciate that we have a red line in our company regarding payment terms. during the financial crisis, one of our customer, who is a fortune 500 company, has left us with many stocks. so our bod hold a meeting and determine the new payment terms for all customers. this is a red line, even our general manager cannot touch it. i would very much appreciate your kind understanding.