高情商谈单话术让外贸客户心甘情愿下订单！

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一个高情商的外贸业务员往往能给客户留下好的印象。在和外贸客户沟通的过程中，同样的意思从不同业务员嘴里说出来，效果完全不同！这就导致了很多业务员在价格、品质、都有优势的情况下，还被对手抢去订单。因为沟通方面出了问题，如果客户更加看重服务，那么你高情商的对话就成了拿下订单的关键！
所以平时多看看能成交客户的业务员是怎么沟通客户的，在自己的谈单里有意识地模仿，逐渐形成一套自己的谈判技巧，这样才能在外贸领域有所成就。

How to communicate with customers

1、客户:价格贵了，有降价吗?

外贸小白: This is last price.我的报价已经是蕞低的了。

外贸高手:

①I can understand that you will feel the price is a bit high

before you know our product.

我能够理解，您会觉得我们的报价比之前要贵一些了。

②As you know the market is so competitive, we won't give you higher price. We look forward to long- term cooperation.

如您所知，现在市场竞争这么激烈，我们不会报给您高于市场价的价格,因为我们希望能够长期合作。

③The market is competitive, | believe no any supplier sells same quality product the price

is cheaper than others.

市场竞争这么激烈，我相信同等质量的产品没有供应商报价比我们低。

④Compare with same Quality of product, our price is cheapest.

我们的产品在同样品质的产品里是最实惠的。

2、客户:我们已经有供应商了

外贸小白: Sorry to bother you.抱歉， 打扰您了。

外贸高手:

①| know your current have a good supplier for xxx.

我知道您目前有一个不错的供应商。

②We are also good in china, you can regard us as a plan-B suppliers, and now .... ，if you have problem with your current suppliers, you can try to consider us.

我们在中国也非常不错，您可以把我们作为备选，目前... 如果您的现有供应商出现问题，您可以考虑我们。

③Many comPanies now have many alternative suppliers to improve their coMpany's ability to resist risks.

现在很多公司都有备选供应商，来加强公司应对危机的能力。

④Now with economic globalization, a multi-channel supply chain can make your comPany more competitive in the Indonesian market for xXX products.

经济全球化的今天，一个多渠道的供应链可以使贵公司的产品在xxx更有竞争力。

3、客户说再考虑一下

外贸小白: Ok, take your time. 没问题， 您自便。

外贸高手:

①I totally understand your concerns. When it comes to selecting products, it's important to be caution and deliberate as you are.

我完全能够理解您的顾虑，我认为选择产品应该和您一样谨慎。

②However, I believe that you are interested in this products, otherwise it won't be taking time to consider it.

但我觉得您对产品是很感兴趣的，不然您也不会花时间考虑它。

③So may | ask which specific products you are concerned about?所以我能否 了解您比较关心哪种产品吗?

④I've been in this industry in nearly 6 years now, and I belive can offer you more professional advice, provide assistance and help you solve any problems. What do you think?

我已经在这个行业6年了，相信能给您更多的专业建议，为您提供支持，帮您处理问题。您觉得如何?

4、客户问产品质量如何?

外贸小白: The Quality of our product is absolutely the best in the market.

产品质量 是市场上最好的。

外贸高手:

①The Quality of the products is what you ending up seeing with your own eyes, before we cooperate, no matter how much praise our Quality, that's something that hasn't happened yet.

产品质量是您蕞终亲眼所见的，在我们合作之前，不管我怎么吹捧质量，这都是没有发生的事情。

②Next you can use it to see, what you see and use in person is true.

接下来您可以用一段时间看看，您亲眼所见和亲身体验才是真的。

5、客户说报价太贵了

外贸小白: Sorry, but our prices are really not expensive, you get what you pay for. As you know, good things naturally aren't cheap.

抱歉， 我们的抱歉并不贵，一分价钱一分货， 好东西通常都是不便宜的。

外贸高手:

①It's true that our prices are not as you expect it, but many customers choose us even when they are aware of the higher prices.

我们的定价确实比您的预期稍微高了一些，但很多客户即使知道我们的

价格更高，也还是选择了我们。

②lt's not because they are stupid, on the contrary, it's because they have already made a choice between low price and Quality.

并不是因为他们傻， 而是因为他们在低价格和质 量之间做出了选择。

③Perhaps we can discuss how we might adjust the scope or terms to better align with your financial expectations?

或许我们可以讨论下如何调整范围或者条款，以便更好符合您的预算?

④Our customers find that the overall Quality and lower total cost of ownershlp offer greater value in the long run. I'd be glad to discuss how our product / service can result in savings for you over time.

我们的客户发现，从长远来看，整体质量以及较低的总拥有成本提供的价值更高，我很乐意讨论我们的产品和服务怎样可以帮您节省时间。

好用的外贸找客户工具：uultt.cn/604E12

更多外贸资讯请关注公众号Erica外贸分享

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