什么叫请款（请款方式是什么）

利他就是: “给"为先，因为客户头上写着“要”！

销售案例： 我想在没有提单的情况下催客户付尾款，并且催一下客户的返单，如何沟通？

催尾款 + 催单

以下思路和回复仅供参考：

记住跟进客户的核心思路就是：用帮助客户的“利他思维“去跟进订单。

（中道思维：事物的两面性，也就是说正向思维+逆向思维要同时去思考。）

“利他思维“：解构一下就是：“趋利” 和 “避害”

为什么“利用思维”是跟进客户的核心思路?

底层逻辑解构：因为人性的本质就是趋利避害的！~

1、一封邮件不要表达太多的意思。这封邮件通过船期安排间接式催款。

2、并且问一下客户的其他订单是否有所安排。 In this special time of pandemic period and near to the end of the year.

If possible, may I know if you have a time frame for your next order or consecutive orders? ….. 先问出客户的情况， 再根据实际情况催单。（其他参考一下群文件：催单邮件）

告知客户船公司大致Closing date, ETD和ETA，并请款, 参考一下以下邮件：

Hello, Dear XXX,

Wish you had wonderful new year holidays~

Hope you are doing well! ; ) Considering we are in a busy season and the estimated coming shipment will be:

Closing Date: ETD: XXXXXXXXXXX

1. We will arrange loading container by around Jan XX. and ETA will be XX. If we miss this shipment, you may receive the goods with XX days delay.

2. In order to help you catch the earliest shipment in this busy season. 趋利：用客户的利益作铺垫 (In order to make no mistake and no missing in booking vessel, we usually confirm the booking 2 weeks in advance. You may know that sometimes we may have a chance to miss the vessel for unexpected reasons in this special season and pandemic period. 避害1：客户可能的损失) Our forwarder advised that we can catch this shipment, so we need to book the vessel if you can pay the balance in these days. (客户需要验货的情况下： There are always no problems in our inspections always, so if it really has a no pass in case, we can also choose to cancel the booking, that is not a problem.)

Please find the attached PI, could you arrange the balance of USDXXX and send back with the payment receipt at your earliest convenience? So we still have a chance to catch the earlier vessel? I am kind of worried about the loss of delay that may cause for you. 避害2：客户可能的损失，当然说的具体损失多少更好。

Take care in this special pandemic period and all the blessings to you and yours!

Looking forward to your earlier reply and confirmation at your convenience~

Best regards,

Yours sincerely,

XXX

总结：

1、什么是中道？中道思维：就是正反，进退，阴阳两个维度同时考虑哦！~

2、趋利避害引申成更详细具体的事情，可以凸显作为一个专业销售的专业性和周全性、也就是在凸显可靠性。

3、做销售80%都是在建立和凸显我们的人设，人设就是帮助客户趋利避害，排忧解难的专业可靠的顾问，朋友、家人。让客户真切地感受到我们的利他，攻心为上，步步为营！你就永远是客户的第一优先选择哦。