Sample 2 Payment negotiation

　Dear Paola,

　Please kindly note that our booth number in IFA Berlin is 29.226.

　For the payment term, the best we can do is L/C at sight, really. As I informed you by MSN, we always do by T/T with other customers.

　Regarding your order, you place it with two models. Our boss also cares it very much. I had a hard discussion with my boss; finally she allowed the payment by L/C at sight. But normally she only accepts T/T. I really do my best to move forward the project, believe you also do your efforts to move forward.

　Can I get your support?

　Welcome your visit to our Berlin Show. And wish you a very happy summer vocation.

　Awaiting your comments,

　Best regards,

　Water

　Notes

　1. 文中，運用了比較的方法。拿其他客戶的做法和該客戶的做法相比較。著重突出對客戶的優(yōu)惠和特別支持。同樣，對比的方法也可以用在價格和數(shù)量等方面的談判上。

　2. 即時溝通工具MSN可以快速傳遞某些產(chǎn)品信息和價格信息等。如果用于價格談判，不是非常有效，但可以結(jié)合著使用。在談話過程中，遇到棘手的問題不能得罪客人，可以適時地結(jié)束談話，說明將馬上處理并以郵件回復。有時候有些東西不能急著回復，因為這些問題都是很敏感，很難纏，很不好解決的問題。給自己一點時間考慮，但不能拖延要對客戶有交代，讓客戶知道你會怎樣做。這樣更容易解決問題。

　3. Orders always don’t come easy. 訂單都是來之不易的。需要從細節(jié)方面去溝通，彼此尋找合適的平衡點去合作。

　4. 邀請客戶參加展銷會，這也是增加客戶信心和進一步溝通的最好方式。