很多外貿業務錯誤地把談判當做了純粹的服務，把銷售當做了純粹的話術，把客戶完全地供為上帝,猶如忠誠的信徒。
Many salesmen mistakenly regard business negotiation as pure service.
They believe that selling is all about talking techniques.
They fully respect and believe their customers，acting like loyal prayers watching up to the Lord.
上帝不會對你撒謊，但是你的客戶會；
The lord will not lie to you, but your customers will.
比如客戶說你的競爭對手報價低至多少多少，其實完全可能是胡說八道；
For example, your customers may be lying when they tell you that the price from your competitors are as low as ***usd/pcs.
判斷是真是假，完全看你自己對於這個產品、這個行業的瞭解程度；
That all depends on your knowledge of the product and the industry to judge whether the customer is telling the truth or not.
他們似乎相信，只要按照客戶的問題，如實逐條的回答，就能夠得到訂單。
They seem to believe that all the orders can be confirmed as long as they answer every question from the customers honestly.
然而，事實是，生意不是日常生活，客戶也不是真正的朋友;
However, the fact is, the business is no like daily life, and the customers are not your real friends.
商場如戰場, 客戶只關注自己的利益；
Business is a war without bullets and the customers care about their own benefits only.
你可以說“我有很多老客戶，現在都是很好的朋友”。
As you can say that " I have many old customers. They've been my best friends now."
但是我告訴你，很多公司因為老客戶遭受重大損失。
But I'd like to tell you that many companies get great loss from business with old customers.
新客戶坑你，可能蒙受損失，老客戶坑你，可能破產。
You may bear a loss from new customers. But, you may go bankrupt because of old customers.
談判前要擺正態度，正視自己和客戶，你們是生意夥伴，而不是奴隸與主人。
Face up to the fact before starting any negotiations that you and your customers are business partners, not the slave with masters.
當客戶說的不對或者對所需購買的產品描述不清時，請根據自己的產品或行業經驗，勇敢提出自己的看法或疑問。
Please propose your ideas or questions bravely based on your experience regarding products or industry when the customers provide you with wrong or unclear requirements over items they're sourcing.
有些人認為這樣做是極為不尊重客戶的，我認為這是非常錯誤的觀點。
Someone may think that it is very impolite to do so, which actually I think is a totally wrong idea.
其實你不提出意見，以後貨物出問題，才是真的不尊重。
It is real disrespect if the goods are finished with problems just because of your ignorance over the problems existing in this business .
這同樣是真正考驗你專業水準的時候。
It is also the right time to test your professionality.
有的人說，客戶買三米的，但是常規的是1.5米和2米，能不能用膠水粘一起？
Someone says that the customer wants this item by 3m, which is normally by 1.5m and 2m.
Can I connect them with glue?
請直接去問問你的客戶。
Please ask your customers directly.
有人說，客戶要求CE認證，沒有怎麼辦？不能接這個單子麼？沒有行不行？
Someone says that the customer requires this item to be certified by CE, can I get this order if we don't have this certification?
請直接去問問你的客戶。
Please ask your customers directly.
有人說，客戶要求L/C 60days, 不然不下訂單，我能不能要求他先付30定金生產，尾款即期信用證？
Someone says that the customer requires the payment by L/C 60 days, or they won't give any orders.
Can I ask him to take the payment terms as 30% Down Payment for mass production, balance against L/C at sight?
請直接去問問你的客戶。
Please ask your customers directly.
有人說，客戶說市場不好做，價格要下調3%，否則不再下單。我該怎麼辦？
Someone says that the customer wants a 3% discount, or they're not gonna give any more orders.
What should I do?
請直接去問Mike （哈哈，意外吧 ）。
Please ask Mike directly. （Surprise?!）
當老客戶這麼說的時候，不要立刻答應，即使你們能夠縮減利潤，達到客戶的要求。
When your customer says that to you, do not agree with it at once even if you can meet the customer's request by narrowing your own profit.
儘量找到理由，壓至1%。比如說，我們利潤有限，但是考慮長期合作，我們願意讓出1%，但是希望你能夠提高訂貨量，以便我們可以和原料供應商談判，以更好的價格拿到材料。
Find yourself some excuses, and make it 1%, instead of 3%.
For Instance:
Thx to your excellent negotiation skills, we are left with very limited profit in this business.
But we'd like to contribute to our long-term cooperation and make it by 1%.
01、But it will be of great help if you can increase the order quantity to....pcs so we can negotiate with our raw material suppliers and get material at a better price to decrease our cost, too?
02、But it will be of great help if you can increase the order quantity to....pcs so I have sth to talk with and persuade our boss?
03、But it will be of great help if you can increase the percent of down payment to 50%, so as to ease our financial pressure in busy season?
談判中，永遠想著你能夠得到什麼，而不是一味地讓步；
Always think about what you can get in return, instead of making concessions time and time again.
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