云航鋼格柵板廠家看外貿(mào)的付款條件談判！
發(fā)布時(shí)間：2014-09-08 23:20:39 更新時(shí)間: 2022年2月9日點(diǎn)擊：230
付款條件條款涉及到公司收款安全，非常重要。而對(duì)于客戶來講，即便是有誠信的客戶，也希望能夠爭(zhēng)取到比較好的條件，比如貨到付款，相對(duì)占用自己的資金少，對(duì)于公司成本節(jié)約不說，公司的現(xiàn)金流也更加充裕。
通常的做法是30%定金+70%見海運(yùn)提單副本付款，放單；如果是國內(nèi)出運(yùn)或者空運(yùn)的話，就全款清出貨。也有的是50%定金+ 50% 出貨前付清。
一般不銹鋼格柵板客戶都能同意30%定金的條款。但也有的客戶不同意，尤其是一些大型的公司，非常難搞，說只能做DA90天，或者LC60天等不一。
關(guān)于LC，一個(gè)費(fèi)用高，一票LC得好幾百美金的銀行費(fèi)用；一個(gè)是風(fēng)險(xiǎn)仍然有。所以我們即便客戶做LC，也仍然堅(jiān)持要30%定金。我們就出現(xiàn)過LC客戶違約的情況，不要貨物了，幸好還有30%定金彌補(bǔ)損失。
第一封，客戶來問付款方式時(shí)的回復(fù)
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，客戶說不能接受50%預(yù)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 針對(duì)鋼格柵板客戶非常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. ”
這一類型的客戶往往具有很強(qiáng)的bargaining power，因?yàn)樗麄儾少徚勘容^大。往往很多供應(yīng)商爭(zhēng)先恐后地要同他們合作。所以我們要掂量一下競(jìng)爭(zhēng)情況，成本和風(fēng)險(xiǎn)情況，進(jìn)行決策。比較好考慮用LC30天，或60天的方式，降低風(fēng)險(xiǎn)。即便是大公司沒有主觀騙錢的意圖，但仍然有破產(chǎn)的風(fēng)險(xiǎn)。經(jīng)常看到新聞，一個(gè)大企業(yè)破產(chǎn)清算，中小供應(yīng)商受牽連的不計(jì)其數(shù)。所以還是小心為妙。
先根據(jù)情況評(píng)估鋼結(jié)構(gòu)格柵客戶比較終可能接受的條款，并確定自己一方的底線，比如說是LC60天。我們可以先放到LC30天試探客戶的反應(yīng)。有的客戶可能就同意了，有的客戶可能還是要再搞。我們?cè)俑鶕?jù)客戶的反應(yīng)做小幅度讓步。如果客戶反應(yīng)不大，我們就可以再讓到35天之類的。如果客戶語氣很嚴(yán)厲，我們可以讓到45天，留一個(gè)15天做比較后的砝碼。
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
這個(gè)時(shí)候，有很多客戶就接受了，也有的鋼格柵網(wǎng)客戶仍然還要搞?？梢愿鶕?jù)情況再小退一步。如果客戶很強(qiáng)硬的話，我們一方面周旋，一方面也把底牌亮出來了。
“As I mentioned before, the pre-condition for working with ABC is to accept 90 days payment. ”
遇到這么生硬的態(tài)度，我們需要合適地亮牌。大采購商的采購人員都經(jīng)過談判訓(xùn)練，故意冷淡，生硬對(duì)待供應(yīng)商，給供應(yīng)商施加心理壓力是他們的談判技巧。遇到這種情況，不要慌張，客戶同不同你做生意，會(huì)進(jìn)行全方位的評(píng)估，質(zhì)量，價(jià)格，信譽(yù)，能力，服務(wù)，地理位置等等，不會(huì)因?yàn)橐粋€(gè)付款方式就一票否決了。我們遇到過英國的大百貨公司說他們合作的前提條件就是DA60天，后來甚至以電腦里沒有我們要求的付款條款為理由。但是比較后經(jīng)過爭(zhēng)取，客戶還是同意了一個(gè)折中的條款。
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.
Best regards,
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