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描述：Mike外贸说 图片：产品价格妥了，运费却成了问题 Shipping Cost Against Orders Confirmation.jpg  转载须Mike授权并注明来源：公众号-Mike外贸说 谈判，经久不衰的话题。
The Business Negotiation has always been a hot topic.
谈判过程中，我们会遇到各种各样的问题。
We'll meet many kinds of problems during the period of negotiation.
而谈判的重点，就是解决问题，达成共识，并开始合作。
And the key points of negotiation are to solve problems, to reach an agreement, and to start cooperation.
有些问题我们无法解决。 Some of the problems cannot be solved.
比如客户强烈要求某一证shu，而老板不愿意支付昂贵的证shu费用。
For example, your boss doesn't wanna pay for the high expense of the certification your client requires strongly.
比如，你们无法提供客户要求的特殊包装。
For example, your company cannot provide the clients with the special packaging they want
比如，你们无法接受客户要求的付款方式，比如DP, 比如100%信用证90天。
For example, your company cannot accpet the payment terms the client requires, such as DP, 100% L/C 90 days
比如，客户最终目标价太低，比成本还低，那就果断放弃好了。
For example, the final target price from your client is even lower than your production cost, better leave it.
比如，客户要求免费样品,免费邮寄，而这个产品又价值不菲，老板不同意。
For example, your client requires free samples and free shipping. But it is not approved by your boss due to the high value of this product.
。。。
有些问题我们可以解决。 Some of the problems can be solved.
比如客户要求一定折扣，而比例合理。
For example, your client requires a very reasonable discount.
比如，客户要求产前验厂。
For example, your client requires a visit to your factory before mass production.
比如，客户希望降低订金比例，减小自己的风险。
For example, your client requires to decrease the amount of the down payment to lower their business risk.
比如，客户要求用自己的指定货代。
For example, your client requires to use their own shipping agent.
比如，客户要求提供营业执照副本。
For example, your client requires a copy of your business licence.
比如，客户要求产品图片和生产视频。
For example, your client requires product pics and production videos.
。。。 本部分内容设定了隐藏,需要回复后才能看到
有些时候，当我们面对各种问题时，只与你的思维能力有关。
Sometimes, it is only about your ideation when we're faced with various problems.
并不是问题不能解决，而是你想不到解决办法。
It is not that the problem cannot be solved, but that you just cannot come up with the ideas of the solutions.
最近，Mike Q群里有个小伙伴问了这样一个问题。 A member of my Q Group asked a question as below:
客户说运费太贵了，不能接受，我该怎么办My client doesn't accept the high shipping cost, what should I do?
描述：Mike外贸说 图片：Mike外贸说 1.png
描述：Mike外贸说 图片：Mike外贸说 2.png
给出解决办法后，这位朋友开始纠结英文表达，所以Mike帮她写了如下邮件：
She began to worry about the english expression after I gave her solution. So I wrote down the e-mail as below:
本部分内容设定了隐藏,需要回复后才能看到
为什么这么写？ Why did I write like this?
01 把客户拉倒同一阵线，告诉他这是事实，我们都无法改变。
Keep your cient on the same line with you and tell him nothing we can do to change the fact.
本部分内容设定了隐藏,需要回复后才能看到
04 暗示潜在利益
Give him a hint about the potential benefits. 很快，我收到了这位朋友的反馈，他的客户同意了她的观点，开始讨论增加订货量的事情。
Soon after that, I received the feedback from this member that her client has agreed with her ideas and begin to talk about increasing the order quantity.
描述：Mike外贸说 图片：Mike外贸说 3.png 
Meanwhile, I saw some view from other members. They think it is actually the matter of poor english.
描述：Mike外贸说 图片：Mike外贸说 5.png 
In fact, besides English, the more important factor is the ability of thinking. Just like what I always say, I wanna bring you guys the pattern of thinking, instead of the pattern of behavior.
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沙发#
发布于：2017-12-13 13:30
帖内置顶 – cn1512962717 – 2018-01-05 14:45
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地板#
发布于：2017-12-13 13:30
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地下室#
发布于：2017-12-13 13:30
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下水道#
发布于：2017-12-13 13:34
我要代表圈妹奖励你么么哒一个！
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地下城市#
发布于：2017-12-13 15:22
谢谢分享
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地核#
发布于：2017-12-13 15:28
谢谢你的分享
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地心#
发布于：2017-12-13 15:40
嘿嘿黑
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9重天#
发布于：2017-12-13 15:41
66666666666
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10楼#
发布于：2017-12-13 15:45
很好的内容，感谢
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13楼#
发布于：2017-12-13 15:53
我要代表圈妹奖励你么么哒一个！
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15楼#
发布于：2017-12-13 15:59
很多客户确实死在运费上啊，学习学习
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16楼#
发布于：2017-12-13 16:01
学习了~
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17楼#
发布于：2017-12-13 16:02
学到一招，谢谢。
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18楼#
发布于：2017-12-13 16:09
很棒的内容，有料
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19楼#
发布于：2017-12-13 16:12
感谢分享
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