您好,润商网络旗下品牌诚商新视界欢迎您!
|关于我们 |联系我们

外贸业务员之付款条件谈判技巧

来源:外贸导航网作者:栏目:攻略发表于:2015-03-18 16:15:37 阅读数:

201371875428273.jpg

付款条件条款涉及到公司收款安全,非常重要。而对于客户来讲,即便是有诚信的客户,也希望能够争取到最好的条件,比如货到付款,相对占用自己的资金少,对于公司成本节约不说,公司的现金流也更加充裕。

通常的做法是30%定金+70%见海运提单副本付款,放单;如果是国内出运或者空运的话,就全款清出货。也有的是50%定金+ 50% 出货前付清。

一般客户都能同意30%定金的条款。但也有的客户不同意,尤其是一些大型的公司,非常难搞,说只能做DA90天,或者LC60天等不一。

关于LC,一个费用高,一票LC得好几百美金的银行费用;一个是风险仍然有。所以我们即便客户做LC,也仍然坚持要30%定金。我们就出现过LC客户违约的情况,不要货物了,幸好还有30%定金弥补损失。

第一封,客户来问付款方式时的回复

Dear Tom,Thanks for your email.

Regarding payment terms, normally our customers pay us 50% deposit, then we load the container, and email copy of the BL, they pay the balance 50%.

Best regards,

XXXX

第二封,客户说不能接受50%预付款

“Do you have better payment terms? We have worked with China for more than 5 years, never see a payment with 50% deposit. Please consider & come back with a better payment terms.”

Dear Tom,Thanks for your email.

I fully understand your request for a favorable payment term. All our customer pay us 50% deposit + 50% upon copy of BL. Anyway, we treasure you much as a very valuable customer, and trust you, so we would like to give you a special consideration. You can pay 30% deposit for arranging production, the balance is paid after we loading the container & email you copy of the BL.

When you wire out the payment, please send me the bank slip, so I will ask our bank to track it.

Best regards,

XXXX

第三封 针对客户非常tough的付款要求。

“ABC is the leading wholesaler in UK, you can make a research about us. A pre-condition to work with us is to accept our terms of payment. Our vendors send us the documents after shipment, and we pay within 90 days from the shipment date. ”。

这一类型的客户往往具有很强的bargaining power,因为他们采购量比较大。往往很多供应商争先恐后地要同他们合作。所以我们要掂量一下竞争情况,成本和风险情况,进行决策。最好考虑用LC30天,或60天的方式,降低风险。即便是大公司没有主观骗钱的意图,但仍然有破产的风险。经常看到新闻,一个大企业破产清算,中小供应商受牵连的不计其数。所以还是小心为妙。

先根据情况评估客户最终可能接受的条款,并确定自己一方的底线,比如说是LC60天。我们可以先放到LC30天试探客户的反应。有的客户可能就同意了,有的客户可能还是要再搞。我们再根据客户的反应做小幅度让步。如果客户反应不大,我们就可以再让到35天之类的。如果客户语气很严厉,我们可以让到45天,留一个15天做最后的砝码。

Dear Tom,Thanks for your email sharing the information.

I fully understand your situation, and we treasure you much as a very valuable customer. So we would like to give you a special consideration for LC 30 days. All our other customers pay us 30% deposit & balance is paid before loading the container. This is the best payment term we have ever given out. I would very much appreciate your kind understanding.

Best regards,

XXX

这个时候,有很多客户就接受了,也有的客户仍然还要搞。可以根据情况再小退一步。如果客户很强硬的话,我们一方面周旋,一方面也把底牌亮出来了。

“As I mentioned before, the pre-condition for working with ABC is to accept 90 days payment. ”

遇到这么生硬的态度,我们需要合适地亮牌。大采购商的采购人员都经过谈判训练,故意冷淡,生硬对待供应商,给供应商施加心理压力是他们的谈判技巧。遇到这种情况,不要慌张,客户同不同你做生意,会进行全方位的评估,质量,价格,信誉,能力,服务,地理位置等等,不会因为一个付款方式就一票否决了。我们遇到过英国的大百货公司说他们合作的前提条件就是DA60天,后来甚至以电脑里没有我们要求的付款条款为理由。但是最后经过争取,客户还是同意了一个折中的条款。

Dear Tom,Thanks for your email.

We understand that ABC is the largest wholesaler in Germany. And we are very willing to make our best efforts to make you satisfied, and agrees to give you a special consideration of LC60days.

Meantime, I would very much appreciate that we have a red line in our company regarding payment terms. During the financial crisis, one of our customer, who is a Fortune 500 company, has left us with many stocks. So our BOD hold a meeting and determine the new payment terms for all customers. This is a red line, even our General Manager cannot touch it. I would very much appreciate your kind understanding.

【诚商新视界,为您每日推送新鲜专业的全球外贸和跨境电商资讯、实操攻略。】
分享到:

看完这篇资讯后,您心情如何?

  • 0
  • 0
  • 0
  • 0
  • 0
诚商微博二维码

诚商微博二维码

诚商微信二维码

诚商微信二维码

+MORE采购信息
  • 11
    2月
    UNIVERSAL BEAUTY PRODUCTS
    地址: 729 thomas dr, bensenville, il 60106
    联系人: young park
    电话: 630 238 8217
    传真: 630 238 8981
    网址: http://www.universalbeauty.com
    邮箱: admin@universalbeauty.com
  • 11
    2月
    CENTRAL GEORGIA GENERATOR LLC
    地址: 216 Airport Rd NE Milledgeville, GA 31061
    联系人: Chris Hamilton
    电话: 001 478 457 5524
    传真: 001 478 457 5524
    网址: http://www.cgg1.com/
    邮箱: info@cgg1.com
  • 9
    2月
    CÔNG TY TNHH KWONG LUNG MEKO
    地址: Khu Công Nghiệp Trà Nóc, Lô 28,Q. Bình Thủy,Tp. Cần Thơ
    联系人:
    电话: 0084 710 3841026
    传真: 0084 710 3841288
    网址:
    邮箱: mekoffct@hcm.vnn.vn
  • 9
    2月
    FORMOSA PLASTICS CORP.
    地址: 201 Tung Hwa North Road Taipei, Taiwan, R. O. C.
    联系人: John Pastuck
    电话: (886) 22-712-2211
    传真: 886-2-2717-8108
    网址: http://www.fpc.com.tw/
    邮箱: jpastuck@fpcusa.com
  • 5
    2月
    AIR BLUE LTD
    地址: Ground Floor PIIA Building, Moulana Deen Mohammad Wafa Road Karachi
    联系人:
    电话: 111-247-258
    传真:
    网址: http://www.airblue.com/
    邮箱: wearelistening@airblue.com
  • 5
    2月
    TOROMONT INDUSTRIES LTD.
    地址: 3131 Highway 7 WestP.o. Box 5511 Concord ON L4K 1B7 Canada
    联系人: brian keveryga
    电话: 41 66675511
    传真: 41 66675555
    网址: http://www.toromont.com
    邮箱: email@stw.wendgroup.com
  • 1
    2月
    J L TRADING
    地址: JL CANADA TRADING112-7580 Minoru Boulevard, Richmond, B.C. V6Y1Z5, Canada
    联系人: Vedant Kabra
    电话: 604 2781812
    传真: 604 2781812
    网址: http://www.jlcanadatrading.com
    邮箱: ganggi99@yahoo.co.kr
  • 1
    2月
    Garant Ltd
    地址: UAB "Garant"Dubysos g. 27ALT-91181 KlaipėdaLithuania
    联系人: Vaidas Rekstys
    电话: 370 46 341941
    传真: 370 46 345248
    网址: http://www.garant.lt
    邮箱: office@garant.lt
  • 29
    1月
    Mjb Tableros Y Maderas S.a.de C.v.
    地址: Libramiento Delicias Meoqui SN Col. Nuevo Terrazas Delicias, Chihuahua 33020
    联系人: Norma Lopez
    电话: 0052 639 474 5434
    传真: 0052 639 474 5424
    网址: http://mjbtm.com/
    邮箱: norma@mjbtm.com
  • 29
    1月
    EUROPA S.R.L.
    地址: lungomare caboto, 154 - 04024 gaeta
    联系人: john Yiannoulakis
    电话: 39 0771 712292
    传真: 39 0771 712694
    网址: http://www.europasrl.com
    邮箱: europa@europasrl.com