外贸案例分享：看销冠给客户打电话！

有的外贸小伙伴口语特别好，在给老外打电话的时候明显非常有优势。其实做销售的，每一次给客户打电话都是有一定计划的。我们在给客户打电话之前都会稍微做一下功课。

要么就是给潜在客户打电话问及项目的进展，推进订单；要么就是给老客户回访，看看是否有新的采购需求；要么就是趁促销机会给客户打电话看要不要提前安排采购....

想起之前的一个同事，她口语真的很好，而且每次跟客户打电话就感觉跟好朋友聊天一样，非常的自如。

比如在采购节的时候，她会给潜在客户打电话：

hello XXX, this is xxx from xxx, I forgot to send you the new design items yesterday. and I need to confirm some details with you about it. what's more, we are going to give you some discount in this project. because we attend the September purchasing festival in Alibaba( or our company make promotion in September).

So are you interested? great!

给老客户打电话的时候，会这样说：

Hello xxx, this is xxx. hi how are you? we had worked last month, and you asked me to make different kinds of xxx , did you remember? yeah it's me it's me. so funny at that time. Oh now we attend the September purchasing festival in alibaba.(now our company make promotion this month) and I remember your company focused on kids new style indoor park right? now we have many new theme for this part. we will give a big discount for our customers who have cooperated with us before.优惠仅限于跟我们合作过的老客户。

so would you like to have a try?

往往她这样给客户打完电话，很多客户都表示愿意把自己新一年采购的计划给她列出来。

Ok, that sounds great, thank you.

对于刚出完货一段时间，她也会电话回访老客户，听她的通话,有时候会是这样的聊天：

Hi xxx, this is xxx, how are you? long time no news, yeah, yeah, it's long time. well I know you are so busy now. so I guess your business was very good now. yeah yeah by the way. did the patch of the products you ordered with me last time sell well?/how's the business about last project? everything goes well? (问一下客户上个订单的销售情况，体现关心)please let us know if any help needed for it.

oh really? hot selling! it's popular, well, that sounds great. sounds great yeah. and please take your time to relax, don't be too tired, ok and don't be overwork, you know, a good health is the most important thing. (不但关心客户的生意，还操心客户的身心，保持健康身体才是王道)

yeah yeah yeah. like you can go travelling and go climbing or shopping with your girlfriend. Oh, really? you don't have girl friend? you are so excellent, I guess you must have a lot of suitors, really? （还给客户建议，如何放松，借机还夸一下客户，聊的特别轻松）um that sounds great ok.

对于有家庭的客户，她一般在电话接通的时候先问一下客户及家人情况，如果有孩子的，也会聊一聊孩子的情况。慢慢才转到项目上来，或者订单的事情上面。

这都是值得学习的地方，这样的通话往往能够加深与客户之间的交流。让客户感受到跟你做生意之外的关怀，是客户也是朋友。

愿你不断尝试，继往开来。如果你停止，就是谷底，如果你还在继续，就是上坡！

愿你所有的付出，都不负归期，选一种姿态让自己活得无可替代，没有所谓的运气，只有绝对的努力！

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