外贸钢格栅板交货时间如何同客户交涉！
发布时间：2014-09-10 23:36:48 更新时间: 2022年2月9日点击：149
关于交货时间的谈判，为了拿到订单，新手销售往往觉得客户提出了一个交货时间就满足他。但实际上，这个时间对于客户并不一定很重要。但一旦同意了客户，就会让自己很被动。工厂的生产环节众多，不会事事都按预想的那么顺利，而且往往牵一发而动全身。一旦完不成，不好的客户会索赔损失，甚至取消订单，情况好点的，客户不提索赔，但也是很不开心。
关于，排水沟格栅板交货时间的谈判：
1. 慎于承诺，言出必行。如果客户要求30天，你答应客户了，比较终你35天交货，客户会很不开心。但是如果你当初就跟客户解释说原料问题等，可能会影响交货时间，你答应40天交货。那么35天交了，客户会很开心。了解客户是否真的需要在30天内交货。很多时候，客户是根据销售给的交货时间来做自己的采购计划。如果销售给的时间比较短，客户会在比较后一刻才下单付款，可以减少客户自己的资金占用，但对于供应商来讲确实一个沉重的负担，为了赶货，从原料采购到各道工序弦崩得很紧。成本会大幅度增加，而且也很容易出问题。
2. 保持弹性。一般而言，客户不是真的要货特别急。也不排除有时候客户确实赶货很急，比如参加展览会。这时，业务员的话要有一定的弹性。“When can you deliver?” , 你可以反问：“ When do you need the goods?” 问客户什么时候要，为什么？这样你就更加了解客户那边的情况了。比如了解到客户是急着要参加一个展会，但工厂做大货又做不出。这时，你可以提议一个折中的方案，就是先帮客户把参展的展品赶出来，先发。后面的按正常时间交货。
还有的钢格栅板厂业务员拿订单的时候需要讨好客户，交货时间是一个方面。我个人建议，要考虑到后面可能出现的各种情况，不要轻易为了拿到订单而给后面的合作带来后遗症，毕竟客户你不是只跟他做一笔生意的。如果一定要讨好，可以了解清楚客户的需求后，给予一个含糊的措辞“We will make our best to catch the time, anyway, I need to check with our production manager. I would very much appreciate your kind understanding.” 态度良好，但没有实质的承诺。
3. 预料困难，留有足够的机动时间。比如工厂报30天时间，给客户就报40天。留有一定的余地，防止出现意外。
4. 实话实说，耐心解释。有的密型钢格栅板客户确实时间要得很急，这时候业务员同工厂磋商，看是否可以加班来赶。如果确实不行，要实话跟客户说。即便单子不接，也不能答应了客户，比较终交不了货，造成双方损失。做了一个单，不一定能赚到钱，但可能就丢了一个客户。孰轻孰重，需要清楚。在这种时候，你能够跟客户耐心解释一下原因，并实话实说，会赢得客户更多的尊重。有的客户觉得你很坦诚，反而可以考虑调整他自己的计划来配合你的时间。真的因为时间满足不了客户，把单子下给别人，你也不可惜，本来就不是你能接的单。但至少客户觉得你人不错，比较诚实，下次仍然会考虑你。
5. 长远考虑，如果客户需要时间短，但重复订货频率快，可以考虑安全库存。就是让客户先定一个货柜安全库存放在你的工厂里，在工厂不忙的时候生产出来，当客户下单的时候，这部分货物就已经可以发货了。当然前提是客户的重复下单。
6. 如果交货时间晚了，在第一时间通知客户。这个时候，双方可以采取的补救行动都要多，越早越主动。比较忌讳开始的时候，不闻不问，到了交货的时候，发现货物交不出去。或者都到了应该交货的时候，你发个邮件过去问客户说你这个规格有什么要求，客户肯定很恼火。
“When can you deliver this order ? ”
“Normally it takes 60 days for us to prepare the material and produce an order. If you do not need the goods in urgent, please allow us sufficient time, as rush the orders may influence the quality.”
“Can you make it 30 days?”
“May I know why you need the order so urgently? And do you always need the order in 30 days, or only for this order? “
（1）“We need them to catch a fair after on April 5, for future order, it is OK for 60 days.”
“To be sincere, considering the material supply, and our factory’s production schedule, it is not very possible to complete before XXX. How about you pick out the samples you want to display at the fair, and then we give priority to produce them first & ship you, thus you will be able to catch the fair?”
（2）“We have many stores, and 30 days is our requirement for the delivery from our vendors.”
“Thanks for your explanation; I fully understand your delivery requirement. To be sincere, it sounds a big challenge for us. It takes 10 days for us to purchase the material, and our production schedule is full now. I have talked with our production manager, even we give you priority, we are not able to meet your deadline. For this order, we will make our best to complete it in 40 days.
For future orders, how do you think of “safety stock”? We have worked very well with our other customers with this program to expedite the delivery. They set an order for one months’ stock, and we produce them out & stock in our factory, so when they need the items in urgent, we can deliver the safety stocks first. And when the safety stocks are used, we will arrange production quickly to refill it. ”
就交货时间可能会延迟，通知客户
Dear Tom，
Hope everything is fine for you there.
Regarding your order XXXX, our production manager just called me, they are working hard on it. Yet the material turns out to be not that perfect. We have already failed two lots of material.
After careful evaluation, we decide to re-order the material for order XXX to make sure the quality for you. This might influence the final completion date. We have already arranged another shift to catch up the time. The new completion date is around Jan. 5th. I sincerely
apologize for the inconvenience brought to you.
Best regards,
