摘要：从事外贸行业多年，相信不少老板都遇到过这样的困扰：外贸业务员离职后，带走了客户信息，想办法来撬走客户。遇到直接点的客户，人家告诉你，你厂的一位前员工给我报了更好的价格这种时候，你进退两难，降？亦或是不降？降价，降不到客户的心里去;不降，又怕把客户拱手让人。。。
从事外贸行业多年，
相信不少老板都遇到过这样的困扰：
外贸业务员离职后，
带走了客户信息，想办法来撬走客户。
遇到直接点的客户，人家告诉你，
你厂的一位前员工给我报了更好的价格
这种时候，你进退两难，
降？亦或是不降？
降价，降不到客户的心里去;
不降，又怕把客户拱手让人。。。
今天给大家分享一个真实案例
来自大麦哥的【外贸邦】VIP社群粉丝投稿
一起看看我们小麦哥是如何去解题的
外贸邦“成交战神”--小麦哥解题思路
Q/A
客人要下单，突然跟我们砍价10个点，说公司前员工要给他免费的样品并且保证质量一样的
解题思路：
首先什么都先不答应客户，先向客户征求，看一下前员工与客户的聊天记录看是否属实
Q/A
确认了是前员工，买家给我看了聊天记录
继续解题：
还好只是答应了样品费，那就告诉客户可以，跟客户哭哭穷，价格按这个话术回复客户：
Dear Xxx,
Thank you very much for your kind reply.
Please do trust we won't have so big profits to offer you 10% discount, as business partner we should try to help each other to grow together with reasonable profits, now we have only around 5-8% profits based on the quotation I sent to you, we are really not allowed to offer you more discount, or you can tell me how much % discount I could offer to you from this 5-8% profits?
Now the competition in China is getting more and more difficult, if you could support me in this order then we will feedback you more in the future when you probably need from us.
About the sample, as we confirmed that our ex-colleague really promised that we would offer you the free samples, sure we would keep our promise to do it after we confirm the order, thank you very much.
Looking forward to your kind reply.
Best Regards,
Yours Xxx
Q/A
客人继续拿离职的这个业务来跟我们砍价，
我们是答应给客人降价吗？
如果不是员工在离职前在我们公司答应给客户的条件，我们就不要轻易答应客户，我们应该按照以下思路告诉客户：
Dear Xxx,
Thank you very much for your kind reply.
Sure I can totally understand your concerns, anyway as a professional and responsible supplier with xxx years, I have to and should give you some advice:
1、他现在是个SOHO，一个人办公，你敢把钱打给一个人的公司？
1. Now our ex-colleague is only a single person with SOHO business, are you sure you dare to pay to a company with only one person? (Or even worse he/she doesn't have a company but borrow the company from others first in order to catch your order). 2、他一个人吃饱便宜不饿的，也jue对不会有质量上的保证
2. One SOHO business is with main purpose at this stage to survive but not to assure the quality and service for customers, no one would knows what he would do in order to keep surviving.
3、他就算能找到新的供应商，你就敢把订单下给他？
3. Sure he/she would find the new supplier for you, but he/she couldn't have any base structure (ability) to assure all the services like product details confirmation, correct quotation, right shipping, stable lead time, secure payment methods/terms.
4、万一出了问题他能不能保障你的售后
4. What's worse is that he/she doesn't have the after-sales service in case any quality accidents happens, he could leave very smartly and leave you alone in the wind.
5、一个人从一家公司离职后再撬他原来公司的客户，首先这个人从道德上来讲都应该是不值得信任的
从所有这方面来考虑，我觉得你还是应该跟我们合作，低价总是有低价的原因，我相信我们的价格在市场上还是非常有竞争力的
5. One person left his company and he didn't try to lead the business by his own effort but to dig the customers from his ex-company, I think this person couldn't pass the morality standard to be trusted.
So according to all the points I listed above, I stongly advise you could still keep ordering from us, all the normal prices are decided by market, I really hope you can share your best understanding it it, at least we didn't have any big quality disaster during our xxx years' cooperation, sometimes Stability is the greatest wealth, lower prices are always with reasons.
Thanks again for your support in the past xxx years, looking forward to your kind reply.
Best Regards,
Yours Xxx
如何避免业务员离职后带走客户
统一管理员工账号
所有的业务员入职的时候统一配备工作手机，微信号，Whatsapp账号等所有社媒账号，全部都是以公司号码去注册。业务员离职了以后，di一时间修改所有账号密码。
管理层共同维护大客户--防止脱钩
所有的重点大客户，一定要公司管理层和公司的团队、相关的部门一起去维护客户的客情，比如说语音电话，视频，或者说客户拜访等。同时结合你的整个团队，技术部门，包括我们的这个品质部门综合的去维护客户，让客户感受到他是受到公司的重视的，而且站在他背后的不仅是单独一个业务员，而是整个团队，那么在接下来业务员员带走客户的难度就会增大。
做好离职交接与客户通知
业务员刚刚离职的时候，di一时间快速的去跟客户去进行电话语音的沟通，那么同时如果有必要的时候，在业务员交接的过程当中，就一起就去约客户进行视频电话沟通，对接人跟业务员同时去跟客户做好交接，做好离职的通知工作。
来源：大麦哥讲外贸