上接： 展会后14天曲折跟进，终成4万5千美金大单！YC （上） 

展会后14天曲折跟进，终成4万5千美金大单！YC （中）文/庄宇 转载请注明出处

 第七天，我终于在MSN上找到了Fouad。当我询问对方考虑得如何时，他的回答着实让我捏了一把冷汗。对方的原话是：“Ricky. Do you know why I didn’t give you reply in the past three days? I found another supplier in China who can offer lower price. They get ways to declare only ’Peanut Kernels’ on the documents.”。为了争取定单，我不假思索道：“OK. Thank you for your information. But, as mentioned before, we can not do like that. It is too risky. Once discovered by the custom, we will be punished. Please understand us. We guess your another supplier is from Shangdong, right? Shangdong is the orginal place of peanuts. We also buy raw peanuts from Shangdong. They have advantage on price. They are able to put ‘Peanut Kernels’ on the shipping documents. We hope you do good business with them. But, if you have any difficulties when doing business with them, we will be pleased to help you.”。我可以肯定他也在和山东的供应商沟通。过了10多分钟， 他才发话：“Yes, from Shangdong. They told me, may be they can put only ’ Peanut Kernels’ . I have to consider carefully before putting order to someone.”。通过Fouad不太肯定的话语，我看到了光明：“You see, they can’t guarantee anything. Please image what the result will be if they fail to do like that. Both you and them may suffer a heavy loss. Also, we don’t think you have got sample of Coated Peanuts from them. But, you have already see and taste our samples from our booth. You can check the quality by yourself. You get what you pay for.”。“All right, please give me some time. You will get the final answer very soon.”

接下来的三他天，我又没见Fouad上线，于是给对方留了言。后来得知他感冒了。

第十一天，对方主动找到了我：“Hi, Ricky. I am sorry but I caught a cold.”。出于关心对方，我赶紧询问对方有没有去看医生，现在有没有好些。对方给我发了一个笑脸：“I am OK now. Thank you, Ricky. I have a good news for you. After consideration, we decide to take the container from you. But, could you please quote me your BEST CIF Beirut price. We would like to ship the goods via MSC”。看来，对方还是想得到更好的价格。于是，我把这一情况向老板作了汇报。老板让我在原来CFR价格的基础上再让0.01美金。从我司货运经理那得到海运价后，我给对方报了新价格，这次我报的价格小数点后带了三位数（原来是二位数）。这样可以让对方感觉到我们差不多已经给出了最好价格，并有很强的成就感。对方即使心里接受了这个价格，还是要我们再核算。这次，我没有再让价：“This is our best price. Right now, it is the harvest time for new crop peanuts. The price is rising day by day. The farmers are holding their stocks to expect a higher price. We just got information from our supplier today, the price of raw peanuts is 400RMB higher than yesterday. It is estimated that the price will still go up in the next 14 days.”

“Can’t you give me any lower price?” “No. I can’t. If you don’t believe, I will send a contract we have just signed with another Lebanese customer for the same item”。为了让对方死心，我把前不久和一黎巴嫩老客户刚签的合同，遮掉公司名和联系方式后扫描发给了Fouad。对方看了，将信将疑，很想知道我们的这个黎巴嫩客户名字：“What is the name of the Lebanese associate? Can you tell us?” “I am sorry but it is confidential. Our company doesn’t allow us to do like that. As you see, we are offering better price to you. This is also our deadline price. Otheriwise, you may find other suppliers in Shangdong. May be they can fufill your requirement.”。 

（中篇完，未完待续，敬请关注）