天天点赞，总是断签。套路的世界里，我已跟不上脚步。。。
不打算苦逼的天天签到了，分享点有价值的东西，如果对你有帮助，请不吝给个赞，凑够了，好换老华的教材。。。
做外贸三四年了，各种找客户找邮箱的技能已get。我觉得这个阶段的业务，客户资源已不是问题，现在的当务之急就是修炼内功，拿下客户的内功。。。谈判技巧。。。
以下是我从料神和毅冰课程中get到的对我最有用的东西，你们如果当时没get到，那正好现在补充下。。。
外贸做久了，一定会遇到以下经典问题，看大神是如何回复的。。。
1.Are you trading company?
Yes we are a trading company, actually we have a brother factory producing the productsNowadays many trading company cannot running well or even survive, why we could keep growing?There must be some reasonsWe focus on this industry for 8 years and we 've worked with many factories. Some high-pricing ones ,some poor-responsibility ones ,some often-delaydelivery ones.Because of this, we once get a big lost during the past years and met all kinds of problems. so our top principle is working with RIGHT factories.What we are sure is that we can delivery qualified goods continuously. we spend much time on selecting and developing good manufactures.Our factories no matter big or medium or small, they do strictly follow our rules and regulations. so even weare a trading company, we still have good conditions(prices & quality), even better than some manufacturers.
2. Do you have agent or customers in XXX country? If yes, which company?
A)Yes, we do have some customers in your market.We know that if we offer some reference customers info, we can shorten the communication time and get trust more easier... and personally, i really would like to tell you but it goes against the principle of our company . We are not allowed to reveal our customers' company name or purchase scale without customers' permittion.We have the obligation that protect our current customers' benefit and trade secrets.i can only tell you that most of them are brand & brand manufacturers, such as"S..T...", "key...","Hand...and so on. thanks for your kindly understanding.We attached some bill of lading to prove us we are keeping exporting to your market, please check for reference.Await your comments.
B) To be frank, we don 't have customer in peru now. before i came, our factory thought your market is difficulty to develop as the language use SanishHowever, one of our main customer"*** zonehave some distributors in south america. they have high reputation in safety industry in both north and south amerlca. so we believe our quality can be trust.What's more we are contacting" CADOXXX"in peru and we've send samples for their check, may establish the cooperation relationship soon.Recently we have a new customer in Chile your neighbour country.In future, we will pay more attention and invest more resources in South American market.
3. We have stable customers and don't want to change.
Yes,it has risk to change supplier, more or less.But it's no need to change, just you can add another supplier for reference.It's worth of openning a door for alternative options, how do you think?To be frank, every company has its own costs. The manufacturing cost, administration costs, labor costs, gray cost, etcEvery factory has different advantage on different items. so we can let you know what is our strong products, and offer you some information, then you can decide whether you have interest to leam more.In order to shorten the communication time, i attached a company presentation file for your reference. you can check our factory information, products lines, profile of founder, sales manager, etc.If you have interest, please let me know. I"m ready to offer you more info.
以下是凭记忆总结，有些是我自己写的
4. Your price is high.
A)My dear friend, you may know in China, there is no lowest price, just lower and lower... The market rule is always that You get what you pay for.
No one can talk about the price without considering the product quality. Based on our quality, our profit is very low. We always know that only quality can maintain long term business. So we never sacrifice the product quality to get advantage on price.
B)Believe it or not, when you ask for lower price from your suppliers. Of course, you will get. To get your order, most boss choose to lower some cost. Then you can't expect the same quality. Because nobody will do the business when they make no money.
I know to tell you this truth, we may lose you. But you must know all company will do like this.
What we can ensure is that, after the mass production is finished, we will send sample for your test. After get your approvement, we will delivery the goods.
5. We would like to delay the order until...next year
当听到此消息，除非客户有很明确很合理的理由，否则这个单子就要泡汤了， 千万不能相信客户冠冕堂皇的理由，傻傻等客户来年下单。。。一定要争取一把。。。如果你真切感受到客户要跑单，来年订只是借口，那就一定要摊开来说。。。
Dear XXX, we are really sorry to hear that. May we know is there any real blocking things that stop us from moving forward?
If yes, please kindly tell us, we would like to find the solution together with you positively.
We totally understand that nowadays the competition is very sharply. Maybe today you decide to buy from us, tomorrow morning, your mailbox will get many lower quatition from other suppliers, so you hesitate.
But please kindly do choose a famous big company. Big company is the ensure of the product quality. Because big company pay more attention to their reputation...
先总结这么多吧，时间有点晚了，改天继续。。。您的赞是我继续分享的动力。。。谢谢
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