上次一个其他行业的朋友过来，她看我在跟客户聊天，一看日期是六月初联系上的。就说你这个客户也跟了挺久啊，都大半个月了。我笑着说，这算是刚刚接触上的客户，算时间比较短的了。
隔行如隔山，不知者不罪，他对我的回答表示惊讶也是正常的。于是就问一般我们这个行业，一个项目谈下来要多久？我说如果是常规产品，客户挑好型号，运气好遇到投机的客户谈几天就能成交的也有。但是对于定制型的项目，时间就很难界定了，有的一两个月，三个月都属于正常，半年一年成交的也有，有些甚至跟进两年以上的也存在。
最好的情况是能够在客户迫切想要做这个项目的时候趁热打铁，当你跟进了一两个月之后，接近项目尾声的时候，尽快引导客户做决定，不要拖太久，毕竟夜长梦多。
那些需要对比的客户，往往都会找借口跟你说：我需要考虑一下。
比如：Let's think about it. we need to discuss with my partner, please give me some time.
Please don't push me, please give us some time to think about it. we will give you reply soon, still waiting for the comments from my boss.
We still thinking about it. will give you reply next week. please give me sometime to discuss with my team.
......
类似这些说辞，有可能他们真的是需要和合作伙伴讨论，或者是等老板决定，又或者是等团队的意见。但大多数情况就是想去对比，或者是拖延时间，希望你给点优惠。
如果你什么也不做，就干等着，有部分客户就会等没了。这时需要你从客户的角度思考给他下危机，出谋划策或者让他看到尽快做决定能得到的好处来讲。
以下是一些谈判的英语，仅供参考！
We really understand that you need to take some time to think about it.that's not a small deal. as an important decition. we should give you some time. but please don't forget this is hot sale season.time is money. and xxx products are very popular during summer time. You will run ahead if you could receive the goods before July. that means you will get quick return on this investment. we sincerely hope you can consider it and confirm it at the end of this month.
我们真的理解您需要时间去考虑，毕竟这不是一单小交易，做重要决定我们的确应该给您一些时间。但是请您不要忘记这是销售旺季，时间就是金钱，而这种产品在夏季是非常流行的。如果您能在七月份收到产品，就意味着您这项投资会在这个季节迅速回本。我们真诚地希望您考虑并最好在月底前确认。
We understand that you need to think it over, as this is an important decition. However, to express our sincerity, we can offer/give you a small discount(3-5% discounts) if you can make a dicision within this week. Such an opportunity is rare, so we hope you can seriously consider it.
我们理解您需要考虑，毕竟这是一个重要的决定。不过，为了表达我们的诚意，如果您在这周内做出决定，我们可以考虑为您提供一个小幅的优惠（3-5%的折扣）。这样的机会很难得，希望您能够认真考虑。
We totally understand that you need time to think, but please remember that the market is unpredictable and good opportunities come and go quickly. Our products are currently in high demand, and if you can make a decision soon, you will not only ensure sufficient supply but also enjoy better service. we hope you won't lose/miss this golden opportunity.
我们充分理解您需要时间来思考，但请记住市场变化莫测，好的机会往往稍纵即逝。我们的产品目前正处于热销阶段，如果您能尽快做出决定，不仅能确?；踉闯渥悖鼓芟硎艿礁玫?a href="http://abcd360.com/service/marketing" target="_blank" rel="noopener">服务。希望您不要错过这个黄金时机。
更多外贸干货知识，请关注微信公众号：外贸原力
