澳大利亚X公司是我合作了3年的老客户。定单量虽然不算大，倒也很稳定，平均每3个月下一个20尺柜的wasabi peas。去年，在全球经济不景气的情况下，X公司依然向我司采购了4个柜的wasabi peas。记得该客户去年的最后一单是在10月份下的。然而，直到今年5月初，足有7个月的时间，一直未下单，可把我给急坏了。期间，我也一直和该客户保持着联系。该客户总是以AUD兑USD不景气、我司的价格太高等理由迟迟不下单。这样，一直到了今年5月12日，刚好是汶川特大地震一周年，我向往常一样在MSN上和该客户打招呼，询问最近澳洲的市场情况：

我：      How is the market going for wasabi peas in Australia?

客户：  Ricky, in fact, we are buying wasabi peas from another supplier in China at price USD 2.50/Kg. Our sales now is boosting up. Your price now is too high for us to manage as the market competition is too fierce here. We would like to buy from you if your price is competitive enough.

我：      Really? But as we told you before, USD 2.65/Kg is the lowest price we can offer. I wonder if the peas you are buying from another Chinese supplier are Marrowfat peas from Canada?

客户：  Yes. We don’t buy Chinese small peas.

我：      Do you know Marrowfat peas have different grades? Ours are grade 1.The size is above 8.5mm. As you can see from the wasabi peas you imported from us last year, they are indeed very large in size. The peas are crispy. Frankly, we are offering at USD 2.70/Kg to other customers in Australia. So, we are giving you the lowest price.

客户：  Which companies you are also selling to in Australia?

我：      Sorry. It is confidential. We can’t tell you. But I can tell you they buy from us and then re pack into retail bags. They sell to ALDI Store. You may check from the local ALDI Store if you like.

客户：  OK.

我：      Now the raw marrowfat peas is very difficult to purchase. So, I believe the price will rise again. You can not judge the products only by the price but also by the quality and service. Today, we are proud to be the largest supplier of wasabi peas to United States and Australia. We ship at least 10 containers of wasabi peas per week to our customers in these two countries.

客户：  What is the lead time if we take a 20ft container from you?

我：      Within 20 working days upon receipt of your 30% deposit.

客户：  All right. We would like to take a 20ft container.

………………

天呢，太爽了。真没想到能这么快就说服客户。现在，客户的30%定金已经到帐。定单的前期准备工作已经

成，很快就会生产。仅用6句话，我轻松地从竞争对手那里夺回了客户！