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外貿(mào)鋼格柵板交貨時(shí)間如何同客戶交涉！

發(fā)布時(shí)間：2014-09-10 23:36:48 　更新時(shí)間: 2022年2月9日點(diǎn)擊：174

關(guān)于交貨時(shí)間的談判，為了拿到訂單，新手銷售往往覺(jué)得客戶提出了一個(gè)交貨時(shí)間就滿足他。但實(shí)際上，這個(gè)時(shí)間對(duì)于客戶并不一定很重要。但一旦同意了客戶，就會(huì)讓自己很被動(dòng)。工廠的生產(chǎn)環(huán)節(jié)眾多，不會(huì)事事都按預(yù)想的那么順利，而且往往牽一發(fā)而動(dòng)全身。一旦完不成，不好的客戶會(huì)索賠損失，甚至取消訂單，情況好點(diǎn)的，客戶不提索賠，但也是很不開心。

關(guān)于，排水溝格柵板交貨時(shí)間的談判：

1. 慎于承諾，言出必行。如果客戶要求30天，你答應(yīng)客戶了，比較終你35天交貨，客戶會(huì)很不開心。但是如果你當(dāng)初就跟客戶解釋說(shuō)原料問(wèn)題等，可能會(huì)影響交貨時(shí)間，你答應(yīng)40天交貨。那么35天交了，客戶會(huì)很開心。了解客戶是否真的需要在30天內(nèi)交貨。很多時(shí)候，客戶是根據(jù)銷售給的交貨時(shí)間來(lái)做自己的采購(gòu)計(jì)劃。如果銷售給的時(shí)間比較短，客戶會(huì)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(duì)于供應(yīng)商來(lái)講確實(shí)一個(gè)沉重的負(fù)擔(dān)，為了趕貨，從原料采購(gòu)到各道工序弦崩得很緊。成本會(huì)大幅度增加，而且也很容易出問(wèn)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(shí)候客戶確實(shí)趕貨很急，比如參加展覽會(huì)。這時(shí)，業(yè)務(wù)員的話要有一定的彈性。“When can you deliver?” , 你可以反問(wèn)：“ When do you need the goods?” 問(wèn)客戶什么時(shí)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(gè)展會(huì)，但工廠做大貨又做不出。這時(shí)，你可以提議一個(gè)折中的方案，就是先幫客戶把參展的展品趕出來(lái)，先發(fā)。后面的按正常時(shí)間交貨。

還有的鋼格柵板廠業(yè)務(wù)員拿訂單的時(shí)候需要討好客戶，交貨時(shí)間是一個(gè)方面。我個(gè)人建議，要考慮到后面可能出現(xiàn)的各種情況，不要輕易為了拿到訂單而給后面的合作帶來(lái)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(gè)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(tài)度良好，但沒(méi)有實(shí)質(zhì)的承諾。

3. 預(yù)料困難，留有足夠的機(jī)動(dòng)時(shí)間。比如工廠報(bào)30天時(shí)間，給客戶就報(bào)40天。留有一定的余地，防止出現(xiàn)意外。

4. 實(shí)話實(shí)說(shuō)，耐心解釋。有的密型鋼格柵板客戶確實(shí)時(shí)間要得很急，這時(shí)候業(yè)務(wù)員同工廠磋商，看是否可以加班來(lái)趕。如果確實(shí)不行，要實(shí)話跟客戶說(shuō)。即便單子不接，也不能答應(yīng)了客戶，比較終交不了貨，造成雙方損失。做了一個(gè)單，不一定能賺到錢，但可能就丟了一個(gè)客戶。孰輕孰重，需要清楚。在這種時(shí)候，你能夠跟客戶耐心解釋一下原因，并實(shí)話實(shí)說(shuō)，會(huì)贏得客戶更多的尊重。有的客戶覺(jué)得你很坦誠(chéng)，反而可以考慮調(diào)整他自己的計(jì)劃來(lái)配合你的時(shí)間。真的因?yàn)闀r(shí)間滿足不了客戶，把單子下給別人，你也不可惜，本來(lái)就不是你能接的單。但至少客戶覺(jué)得你人不錯(cuò)，比較誠(chéng)實(shí)，下次仍然會(huì)考慮你。

5. 長(zhǎng)遠(yuǎn)考慮，如果客戶需要時(shí)間短，但重復(fù)訂貨頻率快，可以考慮安全庫(kù)存。就是讓客戶先定一個(gè)貨柜安全庫(kù)存放在你的工廠里，在工廠不忙的時(shí)候生產(chǎn)出來(lái)，當(dāng)客戶下單的時(shí)候，這部分貨物就已經(jīng)可以發(fā)貨了。當(dāng)然前提是客戶的重復(fù)下單。

6. 如果交貨時(shí)間晚了，在第一時(shí)間通知客戶。這個(gè)時(shí)候，雙方可以采取的補(bǔ)救行動(dòng)都要多，越早越主動(dòng)。比較忌諱開始的時(shí)候，不聞不問(wèn)，到了交貨的時(shí)候，發(fā)現(xiàn)貨物交不出去?；蛘叨嫉搅藨?yīng)該交貨的時(shí)候，你發(fā)個(gè)郵件過(guò)去問(wèn)客戶說(shuō)你這個(gè)規(guī)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(shí)間可能會(huì)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,