料神SAM
在我们的日常生活中，常会出现因为理解偏差而产生的矛盾或问题。
而外贸由于是跨语言沟通，可能更容易出现这种状况。
有时候你的 understanding 其实和客户的 real concern 并不一致，就像今天的这个案例：
学员提问
曾经在开发一个做相同产品的 Wholesaler 的时候，我得到了客户这样的回复：
When a manufacturer sells to too many non long term established businesses that can just import and sell direct on EBay does not go down well with long established Wholesale businesses like ours.
You may see short term gains but long term declines in doing business with companies that otherwise would continue to grow with you.
This is a problem with the current business ethics of some manufacturers.
我当时的理解是，客户认为我们生产商跳过中间的 Wholesaler，以相同低的价格供货给 online sales ，损害了他们的利益。
所以，我当时这样回复：
Absolutely we're understand and agree with your comments, that's why we'd like to cut parts of profits in order to cooperate with you.
1.Nice price $26.5 is only available for yours, we quote traders and retailers $28 or more, which to make sure the market in your control.
As the designer and patent owner for this fillet table, we have absolutely competitive on price.
Also we have ability to support our long term business relationship. We're focus on improve function for increase value, accordingly avoid price war caused by copy in future, and keep the leader position on this line.
We can also talk about the sales agent agreement based on good relationship by then, no matter for current fillet table or new design.
Hope you can find our pure wishes to have business with you. Kindly advise your ideas.
我觉得自己当初的思路似乎也没有多大不妥，但是客户没有下文了，请老师指点一二，多谢！
我的建议
谈谈我的看法，你的回复表明你并没有能十分理解客户的意思，而且你的回复也没有解决根本问题。
“When a manufacturer sells to too many non long term established businesses that can just import and sell direct on EBay does not go down well with long established Wholesale businesses like ours.”
这句话里你揣摩一下客户的有些用词：“too many”, "non-long term established business", "can just import and sell on EBay", "does not go down well with" ....
好好分析一下句子结构：
如果一个 manufactuer 卖给太多 EBay 的 sellers（没什么行业积累，只会进口再在 EBay 平台上卖出的短期生意的客户）的话， 就无法 go down well with long established Wholesale businesses like ours。（跟我们这样 —— 建立了长期批发生意的好好合作）
You may see short term gains but long term declines in doing business with companies that otherwise would continue to grow with you.
你可能会有些短期获利，但是长久来看那些原本会跟你一起发展的公司会减少。
简而言之，客户觉得跟 EBay sellers 这类的客户合作是一种短视的考虑。
This is a problem with the current business ethics of some manufacturers.
客户认为是某些 manufactuers 的商业道德 (business ethics) 的问题。
明显，客户是不认可生产商既卖给他们这样的 long-term established wholesaler，又卖给那些投机倒把没什么行业积累的 non long term established EBay sellers.
而你的回复说了一下理解，然后说愿意牺牲一点利润来跟他合作，给他更低的价格。
这并没有根本上改变客户的看法，也没有解决问题。
换句话来讲，你的 understanding 和客户的 real concern 是不一致的。
客户不在乎你是降点价给他，还是给他多好的付款方式，客户只是表达自己的喜好和看法：不会跟短视的，有 business ethics 的 manufacturers 去合作。
因此客户没有下文也在情理之中，你的想法是折衷，而客户表达的一定不是折衷。
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