本文记录了一个完整的谈判过程。除了客户信息，产品信息稍微被屏蔽，其他都是原文。这是去年的名单，是一个非常经典的过程，所以拿出来！
经典并不是说我的谈判能力有多强，而是说我能遇到的所有问题都解决得很顺利。这并不意味着这些词可以解决所有的问题，但至少它们是有效的！
我联系了这个客户，第一封开发信如下:
标题：manufacturer of ** from China.
Dear **
Morning！
This is Eason from Shandong JAC industry Co,.LTD.We are the professional manufacture of **in China for about 10 years.
Now we are exporting our **to ABC company in your country.
I know you are producing ** using our **.
Raw material in low price makes your own products more competitive in your market
Waiting for your email for further discussion.
Best Regards
Eason
www.urotropine.com
客户回复：
Dear Eason,
Please notice your best rate CIF to Port **.
Also enclose your COA and package picture with your offer.
Best regards
落款
我的邮件
Dear **，
Very glad to get your reply.I believe we have chance to cooperate.
To comply with your request,I would like to give you an offer as follows:
Price:
Package:
Payment:
period of Validity:
Period of Shipment:
Please refer to the attachment to get the COA and pictures of package.
Looking forward to your early reply for further discussion.
By the way,I have checked your website.There is something wrong with the page:*******.It is wrong program.Your customer cant leave a message here.Maybe because of this you have lost some customers.
Best regards
我去查了他的网站，仔细研究了一下。我不能直接在网站上看到电子邮件。有一个消息框，但是点击确认消息是错误的。我不能发送它。我提醒他！
报价要全面、专业，如何写好报价，请移动:
http://bbs.everychina.com/thread-349165-1-2.html
客户回复
Dear Eason,
Thanks a lot for your warm reminder.We never realized this problem before.I will tell my webmaster to correct it.
Thanks again.
I will check your price and your COA.Later will return back to you
Best regards
我的邮件
Dear **,
Await for your confirmation
Best regard
客户没有回复，我的价格有效期是七个工作日，所以第五天，我给客户发了一封电子邮件：
Dear **
This is Eason from Shandong JAC.
We discussed the chance to cooperate about ** 5 days ago.
But i have not got any notice from you.
Have you placed the order to purchase***?
Best Regards
客户还是没有回复，三天后又追了一封邮件；
Dear **，
This is Eason who are seeking a chance to cooperate with you about **.
Maybe you have placed the order now.
If yes,could you be so kind to tell me why you chose other business partner
We are really serious to every customer.If you can tell me our disadvantage,we will try our best to adjust to comply with you.
Best regards
应该是这封邮件起作用了，客户很快就回复了。如果客户不回复这封邮件，他们只能转向跟踪和跟踪客户的方法。请移动.
http://bbs.everychina.com/thread-366311-1-1.html
客人回复
Dear Eason,
Yes,we have placed the order to our regular supplier.
Compared with their price,your price is in the high rate.
But i remember you,you helped me.I will keep in touch with you.15 days later,we will restart our new order discussion.And I will notice you.
Best regards
在这个回复中，对方提供了他的私人电话号码。客户已经下了订单，但化学品是经常购买的。他是一家需要原材料生产的工厂，等待15天后重启谈判。11天后，客户的电子邮件来了。
Dear Eason,
Please offer your best/lowest price CIF to ***.
As you know ,we are now buying **from RRR Company .If your price is not competitive at all.We still have no chance to do business. Early reply is appreciated.
Best regards
我重新合算了报价，拿出了很有吸引力的报价组合。比如我心目中的价格是1000usd，我给他报了1020usd。
Dear **,
I have reported your request to my general manger and got a very competitive price.
1020usd/mt,payment LC at sight.
If you have anything not satisfied with my offer,please dont hesitate to notice me.
Best regards
Eason
这个价格应该在客户的心理范围内，只有十分钟后，客户就会回复！
Dear Eason,
Our target price is 990usd/mt.Please reconsider.
By the way,we always use 30% TT in advanced and 70% balanced by DP at sight.
Waiting for your confirmation to place the order
Best regards
我的回复
Dear **，
I will report your requirement to our boss to get the most competitive price for you.
I will revert to you within one hour.
Best regards
Eason.
事实上，我根本不问价格，只是制造了一个错觉，我的价格已经超出了我的权限控制，你还想降价，我只能申请。客户给我增加了一封电子邮件的压力！
Dear Eason,
Please be noticed that if you cant accept 990USD/mt.We have no chance to start our business.
Await for your good news
best regards
客户很狡猾，意思是不管你问谁，反正我只想要990usd，不接受就免谈！40分钟后，我回复了他。
Dear **,
I have tried my best to get your target price,But our boss told me the lowest price we can accept is 1010USD/mt.
we know you are buying **from RRR company.
I think you have compared our COA and RRR company's products.
在这一段中，我强调我们的产品比竞争对手有一个参数要好得多。这个参数可以减少他们在使用过程中添加的数量和能耗，尽管它可能会减少价格更高，但在生产过程中可以降低成本。
IF OUR PRODUCT IS DIFFERENT FROM THE COA WE GAVE TO YOU ,WE PROMISE TO ACCEPT RETURNING CARGOS WITHOUT ANY DELAY.`
After compositive comparison,I think you can accept our offer.
Waiting for your confirmation
Best regards
Eason
客户说价格高，我该怎么办？我写了。请移动
http://bbs.everychina.com/thread-367880-1-1.html
客户回复很快
Dear Eason,
Thanks a lot for your detailed explanation.
How about 1000usd/mt？
The payment will be 30% TT in advanced and 70% balanced by DP at sight.
Please confirm with you sales contract.
Best regards
客户提供的价格正好是我们预期的价格，价格已经基本确认，但是对方坚持付款方式，怎么谈？
Dear ***，
I really want to start our business with you.I will try to have a discussion with our boss again.
As you the price is very low.Nobody will do the business without enough profit.
If you can accept 30% TT and 70% LC at sight.
I believe is much easier for us to apply your targe price
Please consider and give me a notice at once.
Best regards
Eason
客户回复很快
Dear Eason,
We dont want to change our payment method.
We always use 30%TT and 70% DP.
Please check with your boss if you can accept your decision determines our business.
Please revert as soon as possible we will close this order within today
Best regards
客户非常坚决。我们的态度决定订单。如果我们能接受他的要求，我们就会合作。如果我们不能接受，我们就不会合作。很明显，这是强迫我们！如果你不能再退了，你就会回到角落。你必须反击！反击不是正面针锋相对，也不是僵化。客户坚持支付方式肯定是有原因的。我们不能说公司的规定是什么，所以很容易把谈判逼到死角！我们可以建议最合适的支付方式！
Dear **，
To show our sincerity to cooperate with you,we have decreased our price to the bottom.
Can you tell me why you insist on this kind of payment?
To start our business,I suggest 100% LC at sight.
It is fair to both of us.We give up 30% deposit.
What is your opinion.
Best Regards
Eason
我们放弃先收取30%的定金，直接建议100%LC，还是很有说服力的。
客户回复
What do you mean?1000usd/mt,according to the payment LC 100% at sight,right?
Confirm at once!
客户似乎基本接受
Dear **,
Yes,the price is 1000usd/mt CIF to port **.
The payment is 100% at sight.
If you confirm,I will make the sales contract for you at once
Eason
客户突然反复，出乎意料
But I think there are too many charges if we use LC
We still believe DP is best payment for both of us
What do you think?
真的很麻烦，继续工作，事实上，客户的语气并不坚持，只是测试。
Dear **，
Yes ,you are right
But if we use DP as the payment.You have to pay 30% first.
It means you have to pay almost 20000usd first to us,after about 40 days,you will get the cargo.
It means during these 40 days ,20000usd is your sunk cost.
I think you are an expert of business,you do know the meaning of sunk cost.
Compared with the sunk cost of 20000usd,the charge for LC is nothing.
LC is the best payment for you!
I will make the sales contract to you
Best regards
Eason
如何谈判付款方式：http://bbs.everychina.com/thread-359131-1-1.html
客户回复
Dear VP Eason,(头衔完全不同，VP是我的职位，副总经理)
How smart you are.
I must admit you are the best sales i have met.
You are a real business man!
Await for your Sales Contract to close this order
签名，公司名称，电话，私人电话，邮箱，Skype
发行合同，要求对方在三天内出具信用证，对方无异议。
订单结束后，安全收汇，返还订单！
维护老客户，加强各方面的沟通！
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