谈判多让步,订单早丢失

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,犹如忠诚的信徒。

Many salesmen mistakenly regard business negotiation as pure service.

They believe that selling is all about talking techniques.

They fully respect and believe their customers,acting like loyal prayers watching up to the Lord.

上帝不会对你撒谎,但是你的客户会;

The lord will not lie to you, but your customers will.

比如客户说你的竞争对手报价低至多少多少,其实完全可能是胡说八道;

For example, your customers may be lying when they tell  you that the price from your competitors are as low as ***usd/pcs.

判断是真是假,完全看你自己对于这个产品、这个行业的了解程度;

That all depends on your knowledge of the product and the industry to judge whether the customer is telling the truth or not.

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 all 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;

However, the fact is, the business is no like daily life, and the customers are not your real friends.

商场如战场, 客户只关注自己的利益;

Business is a war without bullets and the customers care about their own benefits only.

你可以说“我有很多老客户,现在都是很好的朋友”。

As you can say that ” I have many old customers. They’ve been my best friends now.”

但是我告诉你,很多公司因为老客户遭受重大损失。

But I’d like to tell you that many companies get great loss from business with old customers.

新客户坑你,可能蒙受损失,老客户坑你,可能破产。

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’re sourcing.

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。

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

其实你不提出意见,以后货物出问题,才是真的不尊重。

It is real disrespect if the goods are finished with problems just because of your ignorance over the problems  existing in this business .

这同样是真正考验你专业水准的时候。

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,能不能用胶水粘一起?

Someone says that the customer wants this item by 3m, which is normally by 1.5m and 2m.

Can I connect them with glue?

请直接去问问你的客户。

Please ask your customers 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?

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

请直接去问问你的客户。

Please ask your customers 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?

Someone says that the customer requires the payment by L/C 60 days, or they won’t give any orders.

Can I ask him to take the payment terms as 30% Down Payment for mass production, balance against L/C at sight?

请直接去问问你的客户。

Please ask your customers 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?

Someone says that the customer wants a 3% discount, or they’re not gonna give any more orders.

What should I do?

请直接去问Mike (哈哈,意外吧 )。

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 own 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:

Thx to your excellent negotiation skills, we are left with very limited profit in this business.

But we’d like to contribute to our long-term cooperation and make it by 1%.

01、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 to decrease our cost, too?

02、But it will be of great help if you can increase the order quantity to….pcs so I have sth to talk with and persuade our boss?

03、But it will be of great help if you canincrease the percent of down payment to 50%, so as to ease our financial pressure in busy season?

谈判中,永远想着你能够得到什么,而不是一味地让步;

Always think about what you can get in return, instead of making concessions time and time again.