外贸客户谈判技巧：为客户着想才能让客户买单

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有些外贸他们的邮件就是能让客户读了轻松舒适，同时也没有被迫接受的感觉。而自己呢，也不用再劳心劳力的被动，既有被尊重的感觉，同时又能让客户充分感受到专业度，关怀，用心，诚意。他们推陈出新，邮件中的每一句话，其实都是在用不同的方式在销售，有时销售的是自己的专业知识方案，有时销售的是自己的诚意和关怀，销售产品的同时也把一个人字立了起来，才会有持续的生意。这样邮件沟通技巧，你肯定也想学习一下了吧！那还等什么，跟着小编一起往下看：

1. XXX,

First of all, hope you have an romantic Valentine's day with your wife.(首先，愿您与妻子渡过一个浪漫的情人节！！！所有的节日问候都是拉近与客户距离的机会。)

I was busy on the issue for Sign China Fair. Sorry for the lately reply.

(为迟回复致歉，并说明原因。诚心诚意的表现。)

Pearl tell me she will attend this fair,then hope to know more each other. Kindly pls check our offer for the 2 options. What's your mind for magnetic one, if that price is competitive for clients, we will plan to make an sample for testing.  

(给客户两种选择，问客户的想法，此价格对终端是否有竞争力，如果是就做一个样品供测试。此话有进退的余地，既将客户拉到与自己同一阵线面对终端，如果价格认为高，有回旋调整配置的余地。)

As you mention that you are working hard.  Any good news now? (人性化的沟通，目的还是问出客户是否有其它CASE新的进展？比如说订单？ )

这封邮件内容均比较人性化，读了会让人觉得舒服，自己进退自如，对客户来说也没有压力，反而能感受到关怀和用心。相信如果你做为买家看了也会很轻松舒适的。

2.XXX,

1). 2 edge lit sign,after discussing with our manager, we can offer some discount for you. 500pcs with price USD19.9, 3000pcs with USD19.4,we are hoping to start business from this item.

（产品在价格让步上，不是轻易让的，也要给自己找个台阶，否则会让人觉得第一次报价本身就有问题，不能让人信任，所以可以说“与经理商议后，或说向公司申请后”，期望生意从这款产品开始。 ）

2.)

*1.Kindly pls check the picture.We plan to remove the box, just make it like crystal light box. For the light box panel(fix the graphic),we will add the magnetic strip for fixing them.The light box panel will be the flat face. All of them is made by acrylic.From my past experience , the effect will be fine.The price is surely competitive.Pls also tell us your mind.

（其友好的措辞，清晰地表达方案意图，并自信地表示，根据经验，这个效果会很好，而且价格更有竞争力，征求客户意见。在抛出修改方案的同时，不仅是技术合理性，对效果可能性的自信，以及价格优势，即经济合理性的说明也是极为重要的。）

*2. Now we arealso trying to quote the price base on your design.Here we have somequestion for that.The inside structure, we are still not veryclear.Can you send me the sample inside strucutre picture for us? Although we can quote the price from your draft, our problem is not sure whether our making method is proper.   

（这里在说明自己方案的同时，也没有把客户的方案置于不顾，必须尊重客户，重视客户提出的需求，就算自己想要客户接受自己的方案。对客户方案提出的不明点，以及要求相应的细节结构图要求。同时，给了客户回旋余地，表明如果客户只有草图，也可只根据草图报价，只是不能确定方案是否合适。）

I'm curious why designer add the back box and design it with 3layer.   Does it  looks more better or it have some other function?

（感觉到奇怪的地方，询问客户原设计的意图和功能。在所有定制询盘沟通过程中，弄清楚了客户想要达成的意图和功能，我们可以根据客户的意图和功能，来判定采用何种方案才是最合理的的。）

小伙伴们是不是觉得处处在销售自己的用心和专业呀，这就是玩技巧的精髓所在了。

3.XXX,

Thanks for your kindly explanation.

（谢谢客户的耐心解释。）

Regarding the Heineken LED edge lit signs , Pls check our offer in PDF file. Regarding the Heineken LED Display light box,I think your design is little complicated. Many parts seems not necessary.It may increase thecost.

We have an simplifiedprogram,the cost will be less.Latter2 programwill be offered .

One is based on your design, another saving program.

（对客户的设计表示不理解，复杂的设计会增加成本，我们有更简约的方案，但两种方案都会给予报价。）

Have a nice weekend

（周末愉快。）

（在不认同客户的时候，不要忘了对客户的肯定，否则他难以在情绪上接受你的新建议的。）

You are right , be careful better。

4. XXX,

The goods have delayed, cause the forwarder Ping is on vacation and she ask her colleague to follow this case  but  miss some time .

The forwarder tell me that our goods will be loaded in container tommorrow and the ISF10+2 just can  be offered on Monday.   The exact sail time I still confirm with the forwarder.

I also want them out as quickly as they can, pity thing I can't change this schedule.  Very sorry about that.

5.Hi XXX,

It's glad to talk with you by phone.

In order to save time for you, I will directly send you the inovice which content all the information such as ocean freight, packing detail an packing cost etc.

（为了节约客户时间，直接出完整的PI促成交易快速确认。）

It's a pity that you didnt  have time to deal the damage light box. Now i'm consulting with my manager and see whether we can make some discount for long term relationship.  

（对于货损事件，咨询折扣申请，缓冲压力，避开可能的直接的冲突）

By the way, I'm curious whether U.S citizen are still in holiday ,can you tell?

（关注，好奇点，也是提问题的好方式哦。）

以上便是小编今日为外贸小伙伴分享的邮件沟通技巧，外贸只言片语的解析，望能给还在忙着年终冲刺的小伙伴们给予帮助。