1月16日收到意大利客户第一封询盘，有提到产品名，有提供照片，有具体要求，是个好询盘。
我：
Dear Dott,
Here is xxx from ABC company. Thanks for your camera inquiry.
I will send you quotation by next email ASAP
For more concerns, please feel free to contact.
做报价需要时间，客户发了询盘后，肯定想我们马上联系他，所以我们先简单回复客户的询盘。
我：
Dear Dott,
How are you today?
Here is XXX from ABC company. Much thanks for your professional inquiry to us.
Yes, we have similar camera product as your photo attached. Enclosed is files of
*ABC model2000 camera price list
*ABC model2000 datasheet
Please kindly check it and let me know your feedback. Thanks!
Our price is based on EXW term, please kindly let me know your nearest seaport/airport, so I can check the shipping cost and delivery time for reference.
回复思路：
恭维客户一下. Much thanks for your professional inquiry to us.
用肯定的语气告诉客户,我们有他要的产品,让客户对我们公司感兴趣. Yes, we have similar camera product as your photo attached.
附件的命名用自己的公司名字 产品型号 产品名, 方便客户下载在电脑桌面，一眼就知道这个附件是我们的。ABC model2000 camera price list.
有些客户发了询盘拿了价格就不理人了，我们这里需要抛出一个简单易回复的问题，比如：
Our price is based on EXW term, please kindly let me know your nearest seaport/airport, so I can check the shipping cost and delivery time for reference.
我们说给他查下运费，一般客户都会回复邮件过来的。
我：
Dear Dott,
Greeting for the day. Here is XXX,
I sent you model2000 camera pricelist and datasheet. Did you receive it?
In case of missing, please kindly revert to me if receive. Thanks!
发了报价后，当天下班之前，要记得跟进客户，确认是否收到。带附件的邮件，有时候容易丢失。
三天后收到客户回复，第一次找我们要折扣。
这封邮件，客户任何产品问题都没问，一上来就要求少价格。
一般情况下，这样的客户，我是不会给任何折扣的，因为他目前还不属于我。他对我和对其他人，在用一样的套路。
我：
Dear Dott,
Thanks for your email.
For model2000 camera quotation I sent on Monday is the moderate price. We did not quote on higher side.
Considering about your budget, here I introduce our standard type model1000 for reference.
Enclosed are the attachments of,
*ABC model1000 camera price list
*ABC model1000 datasheet
This model plays the same working function as model2000, only differ in case appearance. Please kindly check if this model can meet your requirement?
For shipping, ok, let us use AirFreight.
Please let me know the nearest airport to you, so I can help to check the shipping cost and delivery time for you.
回复思路:
不能给折扣，人家随口一问就少价格，那为什么一开始报价时不报优惠的价格。此时少价，反而显得我们不真诚。
回复邮件，简单为好，一笔带过，少用中国业务员千篇一律的那些解释，客户看太多。
For model2000 camera quotation I sent on Monday is the moderate price. We did not quote on higher side.
拒绝客户的同时要换位思考，客户要折扣，是否真的觉得价格贵？那我们可以推荐另外一款便宜的型号给他，探探口风。
Considering about your budget, here I introduce our standard type model1000 for reference.
推荐的同时，再简单地介绍一下这款产品。
This model plays the same working function as model2000, only differ in case appearance. Please kindly check if this model can meet your requirement?
邮件不能就此中断，正好客户提到了空运，我们就继续与他沟通，我们占用客户的时间越多，他把订单留给我们的几率才会越大。
For shipping, ok, let us use Airfreight.
Please let me know the nearest airport to you, so I can help to check the shipping cost and delivery time for you.
客户第二次找我们要折扣
我：
Dear Dott,
For model2000, it’s really the reasonable price based on the design. Do not support discount.
And as your request, enclosed attached the files of:
*Proforma Invoice
*Packing list-with weight, size and volume.
Plz kindly check it.
For delivery to Venice Airport,
Freight cost: 2050USD
Delivery time: 5-7 days
We sincerely hope to build a first and do long-term business relationship together.
回复思路:
还不能给折扣，因为时机还没到。新人看见PI两字容易心慌，这是客户在利用“急于成单”的心理试探我们。
关于产品方面的问题，客户一个都还没有沟通。对于我们这样复杂的产品，哪有那么容易就下单的，要PI我就做PI，但是“折扣”，果断SAY NO。
客户暂时停止了价格方面的纠结，终于开始关注产品本身的问题了，此处省略N封来往邮件。依照沟通的形势来看，我们能感觉到客户对我们的产品十分满意。
随后，客户突然间就消失了，整整两个月没有回复过一封邮件，无论我们怎样跟进，他就是不回。
客户给我们玩起了“时间压力”，这是谈判中的一种常见招数，买家把时间拖得越久，卖家底气越不足，难免会想会不会客户生了什么变故？是不是跟别人家买了？
然后，有些卖家就开始“自打嘴巴”，我们最近搞什么促销，您需要的这款产品刚好目前在打折。客户继续不回，折扣就越打越低，从而自降身价。
我们通过技术手段，追踪到我们发出去的跟进邮件，客户都有查阅，而且附带了资料附件的邮件，客户还会反复打开查阅，他明明都有收到，但就是不回，玩消失。
不回就不回，我们照常用EDM系统周期性的跟进，对客户进行不断的品牌洗脑，就是不提价格的事。
终于客户忍不住了，来了个狮子大开口，第三次索要折扣。
欧美客户果然深谙“优势谈判”，第一次还价就要还出一个令对方目瞪口呆，差点骂人的价格。
10%的折扣，客户明知道不可能，但还是大胆的开口了。因为从来没有卖家会真的骂客户傻，相反可能还会气势上短了一截：原来客户的预算只有这么低。
客户再次抛出了PI，引诱我们降价促单。
我：
Dear Dott,
Long time did not get email from you, wish everything goes best at your side.
ABC company in the camera industry for more than 13 years, enjoy highest reputation from customers from all over the world.
For discount, no 10%.
Generally speaking, we support discount only based on quantity more than 5000pcs order at one time.
But considerate we two companies have communicated and done a lot on this project for the past 2 months, and we treasure the business relationship between us,
2% discount is for our long term business cooperation and hope to promote the further process.
We do believe this order is the good start of our cooperation.
回复思路：
永远不能接受客户的第一次还价。
这就好比你去市场买衣服，店家给你报价400块，你问店家200卖不卖？店家立马答应你“卖”！
你会做何感想？
有三种可能：
第一，你觉得真便宜，半价就买到了，立马买单付款走人。实际上，这种情况是最少见的。
第二，你认为这简直就是个坑啊，我还价这么低，她居然一口答应，这究竟是个什么“水货”？
第三，你后悔自己只还价了200块，应该再喊低一点的。说不定150，100都能买到。
所以，第一时间满足客户的“目标价”，很大程度上对获取订单造成了阻碍，客户知道你的产品有如此大的“水分”，多半就不敢跟你买了。
要么你们是个骗子，要么产品做得粗糙低劣。即便不把你们当骗子，他也明显知道这个价格还可以再降，大可以拿着这个基准价去找其他卖家再次压价。
先问候客户: Long time did not get email from you, wish everything goes best at your side
这里需要肯定自己公司的实力: ABC company in the camera industry for more than 13years, enjoy highest reputation from customers from all over the world.
果断拒绝客户：For discount, no 10%.
拒绝之后，也要给点甜头，第一次做出适当让步：Generally speaking, we support discount only based on quantity more than 5000pcs order at one time. But considerate we two companies have communicated and done a lot on this project for the past 2 months, and we treasure the business relationship between us, 2% discount is for our long term business cooperation and hope to promote the further process.
我们的底线是6%折扣，但是不到万不得已不可以露出底牌。即便这个时候给到客户6%，也还是没有满足到客户的目标价，后面的谈判却已无法进行了。
由于这次是客户主动找我们的，猜想这个项目到了收尾阶段，这回轮到我们使用“时间压力”了。越是靠近项目的尾声，买家相反就会越着急。
这就好比国庆出游，前一个月你可以慢慢挑选旅行社，这家比比价，那家压压价，把每家旅行社都吊足了胃口。等到离国庆不到一个星期的时候，就该轮到你着急了，人家不涨你的价就是阿弥托福了。
我们已经表示了诚意，做出了让步，接下来就看对方的回应了。
等不了几天，客户主动来了邮件，第四次谈折扣。
