外贸谈判案例Word格式.docx
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放弃?
呵呵,不是我的作风。
马上回信告诉客户,我能找,你先把量和目标价痛快的说出来。
这客户很乖,又很不乖~~~
foryourinfo,wecanconfirmimmediatelyfrom2500upto3000m3boardasfollows;
3.6mm=200m3@$200
…………
thispriceisFOB+$40upto$42/m3freight.
这价格太离谱,差距不是一点两点,产品的规格还不大一样,没关系,生意人嘛,谁还不知道讨价还价这点破事儿,我跟你磨.我回复如下:
Iwillcheckthepricetommorrowwithshippingcompany.andfortheFOBpriceIthinkitisreallydifficultforus.butanywayIwilltrymybesttomeetyourtargetprice.soIwillquoteyouforCFRpricetommorrow.Doyouknowanyshippingcompaniesthatyouaredealingwithnow?
wecancontactthem.
客户给了我他现在用的货代的联系方式,
thecompanieswhichwearedealingwitharethoresen,coscoandhyundai,
butunfortunatelytheyrefusedtoloadthecargofromsouthchinaforthat
werelyonyoutofindasuitableshippingcompany.
经过我联系之后,他们压根没兴趣,因为量太少,根本不值得停靠一次我们的港口,怎么办?
只能多找,多撒网,靠我的劳动来弥补这个劣势。
终于找到三家愿意走货的,但是价格太高,比客户在连云港的高20美金每立方米。
对于几千立方米的货物,这是个很大的差距。
不管如何先报给客户再说,经过几轮讨价还价,最终客户确认了价格:
Reyourofferandphonediscussion,-
Wecanconfirmthefollowing;
3.6NosandingUS$260.00
about200m3
Kindlyissuesalescontractandsenditback.
貌似该庆祝了吧?
呵呵,definitelyno。
因为还要跟船公司确认运价和运输方式,包装方式也要考虑。
因为包装意味着成本。
再向客户要量,作为价码跟船公司谈,但是客户说有些规格由于我们做不了所以量最多只能这样了。
3000m3oneshipmentisnoproblemifyoucanfollowourmarketstandard
thicknesswhichIexplainedbefore11/14/17/21/24mm.
17mmwecangetabout800m3.
11mmabout500m3.
sowecaneasilymanage3000m3.
butifyoudon'
tdoandwehadtofollowyourthicknessitwillbeaccording
toouryesterdaye-mail.
hopefullyyoureconsiderandrevertwithpositivenewstocanstartnewlong
businessrelationship
我的回复,如下:
1)the9mmsandingboardwequotedtoyouisourbestprice.andaswearesincecelytorunagoodbusinesswithyou.wealawaysquotedyouourbestpricetoyou.alsoasyouknow,ourboardiswithgoodqualityaccordingtosomeothersuppliersinchina..evenso..ourpriceissimilarasthepriceofthem..soIthinkourProductsismorecompetitivethanothersandtheboardinyourcurrentmarket
2)11mm/17mm/,thethicknessaboveisdifficultforustoproduce.andthepriceishigheraswehavequotedtoyou.ifyoucanacceptthepricequoted,,sowecan
produceforyou.
3)anyway.Iwillcheckthecostagaintoseeifitispossiblefor11/14toreducesomerateforyou.
4)pleasere-advicethequantitycanbeokfor9mm(ifpossible),12mm,14mm,15mm,16mm,18mm,25mm.
客户对量进行了重新规划:
Reyourbelowmsg,
Youhavetwoalternatives,
A)3.6NosandingUS$260about200m3
…………
ifweadd250m39mm@$240/m3thetotalquantitywillbe=2250m3
B)3.6NosandingUS$260about200m3
Total=3000cbm
Kindlyreconsiderandcfmyourfavoriteoption
鉴于与原来船公司谈判破裂,价格上涨,我的回复如下:
1)for9mm,ok,wedropourprofit,USD245.25perCBM,weonlywanttoaddthisitemtohavethequantitytonegotiatewithshippingcompany,anditisverydifficulttonegotiatewithshippingcompanywiththequantityunder2500.anditisnearlyimpossibletonegotiateunder2000CBM,pleaseconfirmthispriceanddousafavor.
2)aswequotedyoutheCFRpricebasedonfreightpriceUSD55.00.andthisisquotedfromashippingcompany.butnowtheyincreasedthefreighttobeUSD68.00.acrazyrate.
sowemustfindanothershippingcompanyavailableonpriceUSD55.00.itisveryhardtoconfirmthefreightwithshippingcompanynow.andwehavebeeninformedthatnowthefreightmarketishotduetothechineseexportingandoilshortage.
sowewilltryourbesttoreachthefreight,andrunourbusinessasap.butifwefailed,pleaseparticipatethefreightwithus..andifthefreightoutofbearingofbothofus.wesuggesttodeferthisorderwhenthefreightacceptable.pleasecomprehendthispoint:
thefreightisoutofourcontrol......
3)about11/17/21/24mm,,wemayadd0thesethicknessinnextorder,weareconsideringproducethesesizesforyouonly,butwemustrunoncebusinesssmoothlytopersuadeourinverstor.
4)canyouinformmetheMelaminedorveneerorlaminatedpaperMDFyouwant.wecanaddthemintothisquantitytomakeitup
客户也很诚恳的回复如下:
Okwewillconfirmyourpricefor9mm@$245/m3C&
F.Butnowtotalquantitystill2250m3cannotbeincreaseto3000m3unlessyouproduceevenonlyonethickness14/17mmotheroperativetoincreasethisvolume3.6mm/5.5/7.5mmtobesandedI/Onosandingsowecanincreasesomevolumeofthis.Freightincreasmentfrom55to$68istoomuchwecanincreasejust
$2/m3.thiswillbeworkableforyouornor?
?
看来这个运费是无法逾越的障碍
now,wehavereachedagoodpositioninourbusiness.butasweknow..theonlythingisthefreight.thefreightmarketisincreasingnoweveninlianyungang,anditisoutofcontrolforbothofus.wehavenegotiatedwithmanyshippingforwarderthesedays.andgotthefreightfromUSD66-75,stillinnegotiation.sonowwesuggestproceedourbusinessintwowaysfirst,pleaseincreasethefreighttodefiniteUSD60.00perCBM,andwewillresponsibleforthebeyondofthispriceinpractice.second,weacceptUSD57forfreight,butweonlyburdentheriskoffluctuationwithinUSD60.00,butifthefreightisoutofUSD60.00inpractice.itwillbebornbyyourside..kindlyconfirmthispointandinformmeback..thenIcansenduthecontract
客户提出了他的解决设想:
Actuallywecan'
ttaketheriskoffreightfluctuationsasitiscompletelyvagueforus,soweeitherbuyonC+Fbasisandwedon'
tinterfereinthefreightmatteratalloryoushipthecargofromLianyungangalongwithourothercargo.Pleasecheckandrevert.
开始运用话术对客户动之以情,晓之以理,但是我不得不承认,价格,是一个业务员必须倾力付出才能逾越的障碍,而且也是外贸业务员的天生杀手,多少英雄好汉,在这上面折戟沉沙,价格这把双刃剑,浸淫了多少鲜血……多少……(做抒情状@#¥)
thanksforyouremail.wisheverythinggoeswellregardingyour
comments,yes,Idounderstandandagreewithyourideaaboutthefreight
fluctuations.therisksurelycan'
tbetakenbybuyersifinC&
Fterms.
Ontheotherhand,foryourinformation,wehavenegotiatedwithover4
forwardersaboutthefreightthesedays.theyinformedusthatitwon'
tbea
economicalwaytoshipthegoodsfromLianyungangportbecauseitistoofar
fromourfactory.
andforwardersalsotooktheirstrongwilltoshipourcargostoyour
port.butthefreightwasstillfirmlyatUSD66-68-72around.theyhavequoted
theirbestpriceasitisincompetition,soIthinkitmustbeconfirmedat
USD65-66.00perCBM.
otherwise.aswewanttostartabusinessinyourcountry'
smarket,my
quotationarebasedona"
nexttothecost-lineprice"
..wewishourbuyer
couldpromoteourgoodMDFataniceprice,soourbusinesscangrowup
quicklyinyourcompetitivemarket.thisismostimportantthingfora
factorylikeus.,wemustcarveourwayouttosurvive...
Anyway,Inordertoproceedourcooperationassoonaspossible,please
supportthefreighttobeUSD60.00perCBM,thenwebeartheotherUSD5.00
or6.00tosettlethefirstshipmentassoonaspossible.
客户看来是被感动的不轻(自作多情ING),也一起来想办法解决问题,很想促成交易,到此时,客户自己也付出了巨大的精力和劳动,没有特殊原因,他会想办法促成交易的:
PleasebeinformedthatthefreightfromLianyungangtoDamiettaisabout
USD47/CBMandwehaveregularvesselsfromthere,sowecanbuyonFOB
basis,sowecanstartourcooperationtogether.Pleasecommentifitis
possibletoshipfromthere.
但是运费实在是无法谈下来,我开始动包装的心思,把包装去掉。
全部人工搬运,这个方法可以减少很多包装成本的。
但是客户无法接受,开始改用集装箱试试,把最有优势的产品报给他,其他规格都去掉了:
AsItoldyou,ifyoucanaccepttheshipmenttobeinseparatesheets.sowecandividethefreightin20FCLtobeUSD60.wealsocanreduceourpackingcost..
2)butnowtheloosepackingisnotworkableforyourside,sohereIquoted
youthepalletpackingpricetoyou.pleasefindthequotationattachedandfeedback.asIwastryingonnegotiatingwithdifferentshippingcompanythesetwomonths,butitisveryverydifficult..Iwastied...myfriend..soIquoteyounowin20FTcontainer,whichcanbeshippedatanytime.pleasetellmeyourcomments.pleasenotethatthequtationisbasedonatleast5*20FCL.
客户最终提高了他的目标价格,进入了最后finalbattleround。
哈哈:
Ourbestpricewillbeasfollows;
3.6mm=$265
5/5.5/6=$257
7.5mm=$255
hopeyoucancfmbyreturn
我告诉他我们的最低限度
butpleasekindlybeinformedthatIreallyhasdonemyalleffortstoreducethecost.asIreallywanttoopenthedoorforbothofus.hopingtorunagoodrelationship.sopleasekindlyconfirmthepriceIquoteyouyesterdaybutwithUSD1.00lowerperCBMasIwillpaytheUSD1.00personallyinordertoproceedthisorder.HereIlistasfollows:
3.6mm:
USD270.00
5mm:
USD256.5
6mm:
USD258.00
pleaseconfirmbyfeedbackwithotherdetails:
paymentanddeliverytime
其实我的目标就是其中一个规格,一直在谈所有规格,是避开谈一个规格的焦点效应,太焦点了客户肯定死咬不放,全部一起放出来,必然有一个可以让我给抓住,在后来我让客户先买四个柜子5mm规格的好了,结果客户回复如下:
Youcanmaketheproformafor10containers5MMall.Thepriceshouldbe
USD257/CBMandpleasemaketheroundingofthequantityupto4digitsin
allourdocuments.
哈哈,至此第一笔订单敲定,过了没几天客户便30%TT打过来了。
总结,事实上客户的目标价格大部分都差太多,这笔生意确实很有难度。
但是幸好有两个规格还是有机会的,为此我在工厂做了大量的工作,比如争取到了库存最多的产品,老板答应降价处理,然后再规格上4.9MM由于是正公差,算5mm,这样按立方的话,可以减少成本,在包装方式上创新,减少护板,跟船公司压价,等等等等。
永远要记住:
为客户解决问题,客户才会为你解决问题。
后记:
后来正好有个叙利亚的客户也是船运,有6000立方米,顺便搭载这个客户3000立方米我们走了一批,还有一批用小船驳到连云港走了一批。
再到2007年用火车走了一批2500立方米的货到连云港出了一批。
这个客户总共从我这里走货超过150万美金。
也就是一年的事情。
现在都过去很久了。
我也从事了其他的行业,不过每年大家都会发个邮件问候一下。