"杀客"是房地产销售中的术语，用于描述对于那些已经表现出购买意向却犹豫不决、不肯下单的客户的逼迫。在外贸业务洽谈中，很多人都会遇到这种情况：与某客户谈判数月，来回邮件几十上百封，甚至已经寄出样品，但客户仍然表现得毫不着急，不愿下单。对于这类犹豫不决的客户，我们不知道如何引导他们尽快下单。在这里，我将分享一些我经常使用的逼单技巧。

在使用逼单技巧之前，首先必须清楚当前业务洽谈中是否存在障碍，并确保与客户就报价、技术参数、交期等各方面的硬性条款达成一致。可以列出双方沟通要点的清单，检查客户关心的各个问题是否已经得到妥善解决。如果在商务条款沟通中仍存在疑义，那么不建议使用逼单技巧。只有在这些商务条款得到清晰明确的达成一致之后，如果客户仍然毫无动静，就可以考虑使用以下逼单技巧。

"价格有效期将至，产品将会涨价"

"价格有效期将至，产品将会涨价"是最有杀伤力的逼单手段之一。人们总是害怕错过涨价的机会，因此他们会尽可能早地采购以避免未来的成本增加。这在房地产和其他商品市场中都是普遍现象。举个例子，当硅片价格达到历史高峰时，许多国内光伏企业拥有长达十年的大量采购订单，而海外客户为了锁定价格，愿意一次性支付数百万至数千万美元的长期订金。但必须注意，价格上涨必须有合理的原因，例如原材料价格上涨、加工成本上涨或汇率升值等正当理由。不要编造理由来愚弄客户，否则会产生反效果。同时，如果客户同时和多家供应商洽谈，这种技巧也要慎用，可能会导致客户转向其他供应商采购。

例：

Dear [Client],

I hope this email finds you well. I wanted to touch base with you regarding the product you expressed interest in purchasing from us. As you may be aware, the price of this product is subject to change due to the increasing costs of raw materials and manufacturing.

I wanted to inform you that the current price we are offering is only valid for a limited time. If you delay your purchase, there is a possibility that the price may increase, which could result in higher costs for you. We want to ensure that you are able to take advantage of the current pricing before it expires.

I understand that making a purchase decision can take time, but I want to encourage you to act quickly in order to secure this product at the current price. Our inventory is limited, and we have received a lot of interest from other customers who are also interested in purchasing this product.

If you have any questions or concerns, please do not hesitate to reach out to me. I am happy to answer any questions you may have and help you through the purchasing process. Thank you for considering our product, and we look forward to the opportunity to work with you.

Best regards,

[Your Name]

"产能有限，及时下单可以保证交货期"

"产能有限，及时下单可以保证交货期"。这个技巧适用于节假日前和年底，在这个时候，我们可以提醒所有准备下单的客户尽快确定订单，否则他们可能无法按时收到货物。例如，如果客户希望在圣诞节前收到货物，通常需要在10月份就开始确认订单。此外，我们还可以根据国外客户的休假时间倒推，帮助客户及时下单，避免交货期延误。在特殊时期，如公司突然接到一个大订单或紧急订单，会影响其他客户的交货期，我们可以使用此技巧来鼓励有意向的客户尽早下单，避免延误。

例：

Dear [Client],

I hope this email finds you well. As the holiday season approaches, I wanted to remind you that our production capacity is limited and that timely ordering is crucial to ensure on-time delivery.

If you are looking to receive your order before the holidays, we recommend that you place your order as soon as possible. In fact, if you are looking to receive your order by Christmas, we suggest placing your order no later than October to ensure that it is delivered on time. Additionally, to avoid any delays due to national holidays or business closures, we can work with you to plan your order accordingly.

We understand that the ordering process can take time, but we want to encourage you to act quickly to secure your order and avoid any potential delays. Our production schedule is filling up quickly, and we want to ensure that your order is given the priority it deserves.

If you have any questions or concerns about the ordering process, please do not hesitate to reach out to us. We are happy to assist you in any way we can to ensure that your order is placed and delivered on time.

Thank you for considering our products, and we look forward to the opportunity to work with you.

Best regards,

[Your Name]

"相同产品有其他客户正在谈独家代理"

"相同产品有其他客户正在谈独家代理，一旦谈成，我们无法供应给您"。这个技巧的目的是给客户一种紧迫感，如果不抓紧时间下单，可能以后就无法供应给他这个产品，或者需要从独家代理手中购买。同时，这个技巧也可以用来测试客户是否真的有购买意向。

例：

Dear [Client],

I hope this email finds you well. I wanted to reach out to you regarding a product that you have expressed interest in. We currently have a limited supply of this product, and we wanted to inform you that there are other clients currently in negotiations for an exclusive distribution agreement.

If this agreement is reached, we will no longer be able to supply this product to you. We want to ensure that you have the opportunity to secure this product before it is no longer available. At this time, we encourage you to act quickly to secure your order.

We understand that making a purchase decision can take time, but we want to emphasize the urgency of this situation. If you delay your order, there is a possibility that you may miss out on the opportunity to purchase this product altogether.

If you have any questions or concerns about the ordering process, please do not hesitate to reach out to us. We are happy to assist you in any way we can to ensure that you secure your order before it is too late.

Thank you for considering our products, and we look forward to the opportunity to work with you.

Best regards,

[Your Name]

"倒推客户完成收货交付的时间，给出下单时间"

"倒推客户完成收货交付的时间，给出下单时间"。跨国采购是一个漫长的过程，海运时间通常需要2-3周，加上出口和进口清关，交货后还需要考虑安装和调试时间。对于需要安装和调试的设备，我们可以制定一个时间表，告诉客户在未来使用设备的时间点，必须在何时下单。通过时间上的安排，可以给客户带来紧迫感，促使他们及时下单。

Dear [Client],

I hope this email finds you well. As we move forward with your order, we wanted to give you an update on the expected delivery and installation timeline. We have carefully reviewed the logistics of the order, and we have determined that in order for you to receive the equipment in time for your scheduled installation and commissioning date, we recommend placing your order no later than [date].

As you may be aware, there are several steps involved in the process of shipping and installing your equipment. International shipping typically takes 2-3 weeks, and we also need to factor in the time it takes for customs clearance. Once the equipment arrives, it will need to be installed and commissioned, which can take additional time.

We understand that timing is critical for your project, and we want to ensure that your equipment is delivered and installed in a timely manner. By placing your order by [date], we can ensure that your equipment is delivered and installed according to your project timeline.

If you have any questions or concerns about the ordering process or the timeline, please do not hesitate to reach out to us. We are happy to assist you in any way we can to ensure that your project is a success.

Thank you for considering our products, and we look forward to the opportunity to work with you.

Best regards,

[Your Name]

总之，在外贸谈判中使用逼单技巧可以收到一定效果，但是需要谨慎使用。更重要的是要了解客户的需求和限制，并与客户保持沟通和协商，以达成双赢的结果。此外，也需注意到一些客户方面的不可控因素，如市场反馈、汇率、采购计算与预算等，这些因素会影响客户的采购决策。因此，在使用逼单技巧时，需要谨慎考虑这些因素，以达到最佳效果。

感谢您阅读本文，希望本文能对您在外贸谈判中的业务发展有所帮助。