来源 | 帮课一线实战群
学员提问：
老师 我要如何委婉的拒绝客户，又能获得订单。这是新客户，且又是沙特国家。他们这边我上次有票货物，我都没有发提单给客户，客户说他已经提到货了。从那以后，我是再也不敢轻易见提单付款了。
他们这些国家，居然不要提单都可以直接提货。我也是怕的。且又是新客户。真的很担心幺蛾子。我情愿少一个订单，也不愿意拖款。
Regret to receive this reply from you regarding the payment terms.
As our company policy with several foreign suppliers is 30% with order and 70% after receipt by email of B/L copy. If not acceptable to you we will not move forward with this order.
Unfortunately, we would decline this offer.
Olivia老师回复：
你的底线是否非常坚定呢，即使客户不合作？有没有可能考虑做中信保情况下接单，通过信保的资信调查也大概能知道客户资信情况。咱们自己做下来的客户，一般不说的哈，客户要保护协议一般是客户列出来。要用自己的货代哈。
学员回复：
我给客户的回复
Hi dear xx:
Good morning. Hope you have a nice day and all thing goes well.
We sincerely hope to conclude this order with you and start our cooperation in the Saudi market. The Saudi market is of great significance to us, and we attach great importance to establishing a good cooperative relationship with you, especially as a new customer.
But the company does not allow us to pay 50% in advance and 50% after the bill of lading is sent. I am the sales director of the business department. If this can be done, I will not have any delay. I will agree to you without hesitation.
We will send you pictures of the products before shipment, and then you pay the balance. Then we arrange the shipment.
Can we complete the first transaction and pay 100% before shipment? In the subsequent cooperation, I will apply for 50% advance payment from the company for you, and then pay the remaining 50% after sending the bill of lading.
Thank you for your trust in our company.
Best wishes to you.
这个客户去年给他寄的样品，他对样品很满意。讨论过几次。但是没有购买。这次终于要行动了，但是又卡在付款条件上面。我情愿少一个客户。坚决不做欠款。我们公司国内付款欠账太难要钱了。我看到同事们为付款发愁的，我是不敢做。要钱比开发客户还难。关键头发急白了都没用。跨国官司又很难。
所以，你这样回复过去后，客户就有了下面这封邮件对吗?
Regret to receive this reply from you regarding the payment terms.
As our company policy with several foreign suppliers is 30% with order and 70% after receipt by email of B/L copy. If not acceptable to you we will not move forward with this order.
Unfortunately, we would decline this offer.
看客户第二次回过来的时候有提到50%advance and 50% copy B/L其实也可以接受这个，但你回过去又说第一次先做100%T T，后面再做50%+50%见提单复印件，客户一看你邮件就警觉了，因此把条件也提高了，跟你磨一下。对于客户可接受的点来说，就是第二封提到的点。
看你们能不能彼此磨合到那个平衡点吧。如果你们底线连50%预付+50%见提单复印件付款都不能做，那就得用其它条件去吸引住客户，比如第一次100%TT，你要有交换条件，你们价格上可以让一点，或者保持价格基础上，附送什么，或者产品的优势点特别明显，容易打开市场名声等等。（意思是能打到客户在乎的点）毕竟这个付款方式还是很可以了，很多厂家可以做，用自己货代或者投一下中信保。
Molly老师回复：
这个主张是很有风险意识的，如果款项存在风险有可能收不回来，前面所做的所有都是白费，甚至贴钱。有太多这样的案例了，把主动权分给别人了，就是考验人性来付钱了，而人性往往经不起考验。
对应地，在商务谈判的环节可以把握一个原则：宁愿给客户一些让利，也不妥协付款方式。这既是真实的原则，也可以作为在价格谈判环节让客户感受到你的坚定原则，以及他可以拿到更好的价格。
