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相信每位做外贸的朋友一定有过以下经历:
为了说服国外客户下订单,你投资了大量的时间、精力甚至金钱,打了无数个电话,发了上百封邮件,国外客户就是不为所动,每次都以“I want to think it over(我还要再考虑考虑)”来回答你。对于外贸人来说,这种情况可谓是司空见惯,那么大家遇到这种情况,通常是怎样回应客户的呢?
经常看到的做法是,有的业务员可能会顺应客户的要求说道:“好的,那这边我就先不打扰您了,您后续有任何问题或者需要都可以随时联系我。”有的业务员可能会坚持与客户找时间再谈,甚至约好了下次商谈的时间和地点。
其实这样做,除了让客户更加犹豫,举棋不定,导致与客户沟通不畅。要让客户消除“我还要考虑一下”的顾虑,我们必须要明白客户顾虑的点在哪里,以下的 8 个建议划重点!
![6bf3c761fc0354af5658949ebebf69e4.png](https://i-blog.csdnimg.cn/blog_migrate/1d5bf12b6e8b5df166ec99b11c1a3d3e.png)
"That's totally understandable. Most of our customers need time to think it through before they place orders."“我完全理解您的想法。事实上,我们的大多数客户在购买之前,都需要时间去考虑。”
"But I need to know that what are your major concerns? The cost? Product performance? Or you want to learn more about our company?"“同时我想请问下,您主要是担心产品的成本、效果,还是您对我们公司还不太了解?”
![292184178216fe8f4f22504c2db5c11d.png](https://i-blog.csdnimg.cn/blog_migrate/9932c0814e0afc6792d80e05bebced68.png)
"Most of the time I when hear, 'Let me think about it,' what people really mean is No thanks."“在大多数情况下,当我听到客户说‘让我考虑一下’的时候,这意味着他们已经不需要我们的服务了。”
"Can you tell me the situation facing your company?"“您可以告诉我您的情况吗?”
![86f0e7dab5203ef96f49745ebb7d21ea.png](https://i-blog.csdnimg.cn/blog_migrate/3dc71754c18a09dfa0049ddfe11752e8.jpeg)
"I understand. May I ask what specifically you are concerning about? Is there anything I can help?"“我明白了。我可以问一下,您具体是在考虑什么呢?我怎样才能帮到您?”
![8aee4ce93186f235d0f222eab4fe82aa.png](https://i-blog.csdnimg.cn/blog_migrate/aa5b330320d147fd14d35e3cf0816d07.png)
"Makes sense. Tell me, if I didn’t hear back from you by [date], what should I do?"“您说的很有道理。这样吧,如果我在[日期]之前还没收到您的回复,我应该怎么做?”
![e9bc8750d36e3f432ce318b47ca7e1a3.png](https://i-blog.csdnimg.cn/blog_migrate/e58647e8bfaab3322ec53b3996a7f1d2.png)
"In my opinion, that’s not a wise decision. Do you mind if I share a few thoughts of mine?"“其实在我看来,客户先生/小姐您做了一个错误的决定,我可以向您说说我的看法吗?”
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"You are right. If I were you, I also need sometime to consider about it."“您说的非常有道理。如果我是您,我也需要花时间来考虑一下。”
"So shall I call you later or you would like to make the decision right now?"“接下来,我是需要继续跟进您的情况,还是您现在就可以做决定了呢?”
![23c3cfda456ac096e98fb88fff508e85.png](https://i-blog.csdnimg.cn/blog_migrate/be2713341bfaf6c12b0e9728230a9bef.png)
"I understand. You will make the final decision together with your team. Is there anyone I should speak with before we close the deal? Or is there any additional information I can offer to help you make the final decision?"“我理解您的情况。毕竟是否购买,是由您们团队一起决定的。那么除了您之外,我还需要与您们团队中的哪位商谈?”
"Is there any information you need me to provide, I can arm you with in these conversations?"“或者有您需要我提供哪些相关信息,方便您和您的团队进行沟通?”
![cdc893c77d101bf35eb110249e7a3598.png](https://i-blog.csdnimg.cn/blog_migrate/860cd3c657d5b178b9ef7459e0a58e39.jpeg)
"Great. I'll follow up with you on Monday.How does that sound?"“好的。那我下周一再联系您,您看如何?”
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