• 外貿鋼格柵板交貨時間如何同客戶交涉!

    發布時間:2014-09-11 07:36  更新時間: 2021年2月28日點擊:

    關于交貨時間的談判,為了拿到訂單,新手銷售往往覺得客戶提出了一個交貨時間就滿足他。但實際上,這個時間對于客戶并不一定很重要。但一旦同意了客戶,就會讓自己很被動。工廠的生產環節眾多,不會事事都按預想的那么順利,而且往往牽一發而動全身。一旦完不成,不好的客戶會索賠損失,甚至取消訂單,情況好點的,客戶不提索賠,但也是很不開心。

    關于,排水溝格柵板交貨時間的談判:

    1. 慎于承諾,言出必行。如果客戶要求30天,你答應客戶了,比較終你35天交貨,客戶會很不開心。但是如果你當初就跟客戶解釋說原料問題等,可能會影響交貨時間,你答應40天交貨。那么35天交了,客戶會很開心。了解客戶是否真的需要在30天內交貨。很多時候,客戶是根據銷售給的交貨時間來做自己的采購計劃。如果銷售給的時間比較短,客戶會在比較后一刻才下單付款,可以減少客戶自己的資金占用,但對于供應商來講確實一個沉重的負擔,為了趕貨,從原料采購到各道工序弦崩得很緊。成本會大幅度增加,而且也很容易出問題。

    2. 保持彈性。一般而言,客戶不是真的要貨特別急。也不排除有時候客戶確實趕貨很急,比如參加展覽會。這時,業務員的話要有一定的彈性。“When can you deliver?” , 你可以反問:“ When do you need the goods?” 問客戶什么時候要,為什么?這樣你就更加了解客戶那邊的情況了。比如了解到客戶是急著要參加一個展會,但工廠做大貨又做不出。這時,你可以提議一個折中的方案,就是先幫客戶把參展的展品趕出來,先發。后面的按正常時間交貨。

    還有的鋼格柵板廠業務員拿訂單的時候需要討好客戶,交貨時間是一個方面。我個人建議,要考慮到后面可能出現的各種情況,不要輕易為了拿到訂單而給后面的合作帶來后遺癥,畢竟客戶你不是只跟他做一筆生意的。如果一定要討好,可以了解清楚客戶的需求后,給予一個含糊的措辭“We will make our best to catch the time, anyway, I need to check with our production manager. I would very much appreciate your kind understanding.” 態度良好,但沒有實質的承諾。

    3. 預料困難,留有足夠的機動時間。比如工廠報30天時間,給客戶就報40天。留有一定的余地,防止出現意外。

    4. 實話實說,耐心解釋。有的密型鋼格柵板客戶確實時間要得很急,這時候業務員同工廠磋商,看是否可以加班來趕。如果確實不行,要實話跟客戶說。即便單子不接,也不能答應了客戶,比較終交不了貨,造成雙方損失。做了一個單,不一定能賺到錢,但可能就丟了一個客戶。孰輕孰重,需要清楚。在這種時候,你能夠跟客戶耐心解釋一下原因,并實話實說,會贏得客戶更多的尊重。有的客戶覺得你很坦誠,反而可以考慮調整他自己的計劃來配合你的時間。真的因為時間滿足不了客戶,把單子下給別人,你也不可惜,本來就不是你能接的單。但至少客戶覺得你人不錯,比較誠實,下次仍然會考慮你。

    5. 長遠考慮,如果客戶需要時間短,但重復訂貨頻率快,可以考慮安全庫存。就是讓客戶先定一個貨柜安全庫存放在你的工廠里,在工廠不忙的時候生產出來,當客戶下單的時候,這部分貨物就已經可以發貨了。當然前提是客戶的重復下單。

    6. 如果交貨時間晚了,在第一時間通知客戶。這個時候,雙方可以采取的補救行動都要多,越早越主動。比較忌諱開始的時候,不聞不問,到了交貨的時候,發現貨物交不出去;蛘叨嫉搅藨摻回浀臅r候,你發個郵件過去問客戶說你這個規格有什么要求,客戶肯定很惱火。

    “When can you deliver this order ? ”

    “Normally it takes 60 days for us to prepare the material and produce an order. If you do not need the goods in urgent, please allow us sufficient time, as rush the orders may influence the quality.”

    “Can you make it 30 days?”

    “May I know why you need the order so urgently? And do you always need the order in 30 days, or only for this order? “

    (1)“We need them to catch a fair after on April 5, for future order, it is OK for 60 days.”

    “To be sincere, considering the material supply, and our factory’s production schedule, it is not very possible to complete before XXX. How about you pick out the samples you want to display at the fair, and then we give priority to produce them first & ship you, thus you will be able to catch the fair?”

    (2)“We have many stores, and 30 days is our requirement for the delivery from our vendors.”

    “Thanks for your explanation; I fully understand your delivery requirement. To be sincere, it sounds a big challenge for us. It takes 10 days for us to purchase the material, and our production schedule is full now. I have talked with our production manager, even we give you priority, we are not able to meet your deadline. For this order, we will make our best to complete it in 40 days.

    For future orders, how do you think of “safety stock”? We have worked very well with our other customers with this program to expedite the delivery. They set an order for one months’ stock, and we produce them out & stock in our factory, so when they need the items in urgent, we can deliver the safety stocks first. And when the safety stocks are used, we will arrange production quickly to refill it. ”

    就交貨時間可能會延遲,通知客戶

    Dear Tom,

    Hope everything is fine for you there.

    Regarding your order XXXX, our production manager just called me, they are working hard on it. Yet the material turns out to be not that perfect. We have already failed two lots of material.

    After careful evaluation, we decide to re-order the material for order XXX to make sure the quality for you. This might influence the final completion date. We have already arranged another shift to catch up the time. The new completion date is around Jan. 5th. I sincerely

    apologize for the inconvenience brought to you.

    Best regards,

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