询盘实战：突显优势，占据主导性

询盘来源国家：迪拜 
产品行业：矿山机械 

买家询盘：Dear sir,  We would like to know the price of the Ball mill size: 1500×3000 
 
供应商回盘：Dear Sir, The price of  ball mill with size 1500*3000 is USDXXX FOB Qingdao,China. Our factory is one of the best mining equipment manufacturer in China. Welcome visist our website to know more information: （附公司英文网址） 
            
回盘备注：等几天后客户没回复，于是发第二封 Dear XXX, Nice day. I've sent you the price of the ball last letter. How do you think about it? Pls feel easy to contact with me if you have any doubt. We will provide best service for you. 很快收到客人回复 Dear Miss. Sophia, Thank you for the quotation, but i need more information about the Ball Mill. What is the shipping cost to XXX? What is the needed machinery around it to make it work? what Power it need? what is the main needed maintenance?do you send expert to instal it and train our people? how much this will cost? I am looking for service after sell. I need videos for the machine in action, and my client need to know how it works? Please advice Regards 我又回复 Dear XXX, Thank you for your warm reminding. I thought you have other information in last letter. Surely, we’ll give you more information about the ball mill and best service from beginning to end. 1) There needs one 20 feet container to transport the ball mill, which will cost you about USD XXX. It’ll take about 35 days to XXX. 2) We’ll send electric control cabinet with the ball mill, so it’ll work when you switch on the power, and without any other machinery. 3) The following is the main technical parameter of the ball mill(附产品参数表) 4) The main needed maintenance are liner plate, bearing, and lubricating system. a) The liner plate should be check every two months to prevent the plate fall off. b) Bearing lubrication can’t be interrupt, and the bearing temperature shouldn’t be higher than 60 degree. c) You should keep the lubrication between reducer, main bearing and gear is good, in order to make the machine runs well. 5) The installation and the operation of this machine is very easy, we’ll send you installation drawing, operating instruction, then you can save unnecessary money. But if you need we’ll send engineers to you, which cost is USD XXX. This money includes installation, commissioning, test running and training cost. 6) We’ve videos for the machine in action, but it’s too large. I can’t send it to you in the E-mail. Could you add my Skype or MSN? I’ll waiting for you on line. Are there any other questions? It’s my honor to solve them for you and your client. Best regards. Sincerely yours Ms Sophia 第二天早上打开邮箱即看到客人的邮件 Dear XXX, Thank you for your warm reminding. I thought you have other information in last letter. Surely, we’ll give you more information about the ball mill and best service from beginning to end. 1) There needs one 20 feet container to transport the ball mill, which will cost you about USD XXX. It’ll take about 35 days to XXX. 2) We’ll send electric control cabinet with the ball mill, so it’ll work when you switch on the power, and without any other machinery. 3) The following is the main technical parameter of the ball mill(附产品参数表) 4) The main needed maintenance are liner plate, bearing, and lubricating system. a) The liner plate should be check every two months to prevent the plate fall off. b) Bearing lubrication can’t be interrupt, and the bearing temperature shouldn’t be higher than 60 degree. c) You should keep the lubrication between reducer, main bearing and gear is good, in order to make the machine runs well. 5) The installation and the operation of this machine is very easy, we’ll send you installation drawing, operating instruction, then you can save unnecessary money. But if you need we’ll send engineers to you, which cost is USD XXX. This money includes installation, commissioning, test running and training cost. 6) We’ve videos for the machine in action, but it’s too large. I can’t send it to you in the E-mail. Could you add my Skype or MSN? I’ll waiting for you on line. Are there any other questions? It’s my honor to solve them for you and your client. Best regards. Sincerely yours Ms Sophia 客人 Dear Sophia, Thank you for the valuable information about the machine, please find a way to share some videos online or upload on Youtube, because i need to show to the client in Africa, msn or skype will not work in this matter. I also need to know how the machine work (What make the stone turn into sand, what method the machine use?) Do you have drawings for the machine?  I am trying to convince the client to choose ball mill not cone machine, but he want to understand it 100% before any decision. Sure we will bring one of your experts to instal the machine in case of buying one. Where we will instal need training and follow up. We already have 3 machines in action provide us 30% sand and 70% 10-25mm gravel. We need to turn the 70% into sand 0.4mm Feel free to advice us about the best solution, incase ball mill is not the right solution Regards  收到邮件的两天内很忙，没有及时回复邮件，第三天回复并上传附件 Dear XXX,  Excuse me for your waiting for long. But I’ll reply asap next time. 1. I’ve share the videos on www.youku.com. The site is XXXXXXX. There are balls in the ball mill, 2. As you want turn the 70% into sand 0.4mm, our engineer advance you use sand mill, also called rod mill. The rod mill is special for making artificial sand, whose structure is same as ball mill. The different is grinding media. Rod mill use rod grinding media, but ball mill use ball. The advantage of use rod mill to making sand is lower cost and lower investment. You can find introduction of sand mill (rod mill) in the attachment. 3. By the way, the price for 1500*3000 ball mill and 1500*3000 rod mill is same. Are there other questions? Sincerely yours Ms Sophia  客人说没收到附件，但已发送文件夹中有附件 Dear Sophie, Thank you very much for the valuable information, but there is no attachment, i saw the video and now we have more idea about the ball mill concept. As you said we need to follow your engineers advices before any purchase. My client in Comoros will be in Dubai with in 10 days, i will get back to you when i meet with him. Please send the attachment.  Regards  于是重新发送附件，并给客人需要的其它资料 Dear XXX, 1. Please fine more information about our product. There are introduction of cone crusher, ball mill and rod mill. The fifth attachment is drawing of 1500*3500, which is similar as 1500*3000. 2. All of our ball mill and rod mill have wet and dry grinding, we can make it according your requirement. Waiting for your early reply. Sincerely yours Ms Sophia  当天收到客人这样的回复，后来再联系客人也不回复啦 Dear Sophia. This was amazing info and drawings. The ideas was, my client didn't imagine how ball mill and rode mill works, so he insist on cone. With thus information its 100% clear. By the way, I don't have any communication with any other supplier. It only with you and definitely will buy from you as soon as we decide soon. Regards 我的回复 Dear Nasser, We'll give your high quality product, best service and reasonable price in return for your trust. Cone crusher is a kind of crusher used for secondary crushing, also. Could you tell me which  model does your client prefer to? Do you need our help to decide?   
 
专家点评： 
通篇过招过程中，可以看出您对产品和行业很熟悉，而且回复邮件条理清晰。只是，在整篇的回复中，我感觉到很少你的热情和主动性。另外，多数是客户出招你接招。在主导这场沟通的是客户，抛出问题的也是他。在商战中，谁是主导，谁才会是最大的赢家。那么，在被动的接招的时候，你们有没有想到冰山下边的部分呢？有没有分析过客户的深层次的需求是什么？从以上可以看出，终端客户不是他，那么他需要怎么样的支持来赢得他的订单呢？如果，让客户感觉到你们不仅有实力、专业性强、产品性价比高、售后服务好，而且还能为他着想，为他未雨绸缪，替他准备他想不到的方面，是不是更好些，更能增加对客户的说服力呢？ 
另外，做采购不会只是寻找一家供应商。有的话，可信可不信。有买卖行为必然有博弈，有利益追逐，有竞争。如果他没有了邮件回复，那么有没有试着通过其他方式沟通？多样的沟通，不同的效果，充分的展现自己，改善格局，拿下客户，需要用心再用心。