外贸人注意！当国外买家提出这些问题时，怎么样回答才可订单连续？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">知己知彼，百战不殆，做外贸<span style="color: black;">也</span>是如此。</span></strong><span style="color: black;">当国外买家提出<span style="color: black;">有些</span>问题时，<span style="color: black;">首要</span><span style="color: black;">咱们</span>是<span style="color: black;">必定</span>要<span style="color: black;">即时</span><span style="color: black;">有效</span>地回答，但<span style="color: black;">不可</span>只回答他提的某个问题。要<span style="color: black;">晓得</span>，他提出问题<span style="color: black;">必定</span>是有<span style="color: black;">需要</span>的，或许是想<span style="color: black;">晓得</span>其他信息，这个时候<span style="color: black;">倘若</span><span style="color: black;">咱们</span>能够清晰地判断<span style="color: black;">她们</span>心里是怎么想的，真正地“对症下药”，就能够</span><strong style="color: blue;"><span style="color: black;">更好地<span style="color: black;">研发</span>、跟进、<span style="color: black;">守护</span>客户。</span></strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/98503e8a772c4065bea983f94a5558c4~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724963907&x-signature=IwFgDwpmVvjBLWsigunZtRFdnKI%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">一块</span>来<span style="color: black;">瞧瞧</span>，</span><strong style="color: blue;"><span style="color: black;">当国外买家提出下面这些问题时，<span style="color: black;">怎样</span>回答<span style="color: black;">才可</span>订单<span style="color: black;">持续</span>？</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">1、</span>关于<span style="color: black;">制品</span></span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">01</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“<span style="color: black;">能够</span>介绍<span style="color: black;">更加多</span>关于<span style="color: black;">制品</span>的吗？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当收到客户的邮件让介绍<span style="color: black;">制品</span>时，<span style="color: black;">咱们</span>要准备好<span style="color: black;">制品</span>报价单，方便客户进行<span style="color: black;">选取</span>查看，用云盘发送更为方便。这个时候，<span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">亦</span>正好问客户他<span style="color: black;">爱好</span>哪一个。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：You can please check the product list with the details, and let me know which one you prefer?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">02</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“<span style="color: black;">能够</span>发送<span style="color: black;">制品</span>的实拍图吗?”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">外贸的伙伴要存<span style="color: black;">有些</span>实拍图和视频，方便随时用到。客户<span style="color: black;">第1</span>次购买，想看实拍图和视频效果，验证<span style="color: black;">是不是</span>正确购买。这个时候<span style="color: black;">咱们</span><span style="color: black;">能够</span>问一下客户需要多少。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：Yes，of course，you please check the pictures and videos，just let me know how many you need ?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">03</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“这个<span style="color: black;">制品</span>用于什么场景的？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户问<span style="color: black;">制品</span>的应用场所有两个<span style="color: black;">原由</span>：一个想确认自己购买的东西<span style="color: black;">是不是</span>买错，二来是想更进一步<span style="color: black;">认识</span><span style="color: black;">制品</span>定位。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">那样</span><span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">这般</span>回答：It can work as…，and how many you need to take as sample？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">04</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“方便发下你们的<span style="color: black;">制品</span>手册吗？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户这么问，可能<span style="color: black;">无</span><span style="color: black;">知道</span>的采购<span style="color: black;">需要</span>，这个时候<span style="color: black;">能够</span>给客户做<span style="color: black;">举荐</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">咱们</span><span style="color: black;">能够</span><span style="color: black;">这般</span>说：hello，friend，this is our catalog，and the model FM300 is the most hot sell，do you need to take some sample?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">2、</span>关于价格</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有时候客户明明有了<span style="color: black;">制品</span>价格了，<span style="color: black;">然则</span>还是来问，<span style="color: black;">此时</span><span style="color: black;">咱们</span>就<span style="color: black;">想要</span>想，难道客户是没看到？<span style="color: black;">并不</span>是<span style="color: black;">这般</span>，客户是想<span style="color: black;">晓得</span>其他信息<span style="color: black;">或</span>想要优惠，才会再来问价格。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/6250a31d504c472ea7238e44758f16e8~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724963907&x-signature=qtv7Q38aeCN0iRYVclw3pXP7usE%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">01</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“你们这个<span style="color: black;">制品</span>的价格是多少？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这类客户属于价格<span style="color: black;">敏锐</span>型客户，此时<span style="color: black;">咱们</span>需要快速判断客户对价格的容忍程度。上来就问价格可能是要比价，还有可能<span style="color: black;">便是</span><span style="color: black;">无</span>太多预算。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能够</span>这么回答：<span style="color: black;">倘若</span>量少的话是15美金，但<span style="color: black;">倘若</span>量大，价格<span style="color: black;">按照</span><span style="color: black;">需要</span><span style="color: black;">能够</span>商议，请问你需要多少呢?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：As for few quantity the price is $15. if more the pice can be piscussed according to your requirements.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">02</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“你给出的最好价格是多少？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当客户问你最好的价格时，<span style="color: black;">便是</span>要讲价。<span style="color: black;">咱们</span>需要<span style="color: black;">经过</span>对客户的<span style="color: black;">需要</span>进一步确认和判断之后，强调<span style="color: black;">制品</span>价格和定价<span style="color: black;">恰当</span>性。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能够</span>这么回答：<span style="color: black;">咱们</span>的价格是<span style="color: black;">按照</span>数量和定制<span style="color: black;">需要</span>细节确定。请方便<span style="color: black;">通知</span>需要多少和<span style="color: black;">是不是</span>需要定制?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：The price can be diffeent according to yor quantity and fequirements details, so how many you need ? And do you need pny oem ?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">03</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“我会经常跟你买，<span style="color: black;">能够</span>便宜点吗？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户以<span style="color: black;">长时间</span>合<span style="color: black;">做为</span>诱饵<span style="color: black;">期盼</span><span style="color: black;">咱们</span>价格优惠时，<span style="color: black;">咱们</span><span style="color: black;">能够</span>避重就轻，抛出<span style="color: black;">长时间</span>合作的<span style="color: black;">优良</span><span style="color: black;">便是</span><span style="color: black;">咱们</span>后期的价格扶持以及其他的<span style="color: black;">关联</span>服务，让客户<span style="color: black;">安心</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能够</span>这么回：很开心<span style="color: black;">咱们</span>能<span style="color: black;">长时间</span>合作，针<span style="color: black;">针对</span><span style="color: black;">长时间</span>合作的客户，<span style="color: black;">咱们</span>在达到1000台以后的客户的价格将会<span style="color: black;">调节</span>到14美金。这次你需要多少呢？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">We can build long term cooperaticn with you and the price can be $14 if your order in total reach to 1000 pes. how many you will take this time ?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">3、</span>关于运费</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户让<span style="color: black;">咱们</span>查运费，该怎么回？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">01</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“我要采购10台，运费是多少呢？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">无</span>一个客户愿意支付过高的运费，但国际运费<span style="color: black;">通常</span>都很贵。但至于到底贵不贵，<span style="color: black;">无</span>比较就<span style="color: black;">无</span>概念，<span style="color: black;">因此</span>多给几个参考，避免客户重复沟通。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">举个例子：10台这款<span style="color: black;">制品</span>，走UPS是100美金，时效6-7天；走DHL是150美金，时效4-6天；走Fedex是130美金，时效5-7天。综合来看，我<span style="color: black;">意见</span>走UPS，时效还行、价格便宜，你觉得呢?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：The shipping cost information as below :</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">UPS—$100、need 6-7 days;</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">DHL—$150 、need 4-6days ；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Fedex—$130、 need 5-7 days；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">In general I suggest go with UPS which is cost effective. how do you think ?</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/303eeb0fdb4f4151820e4becfe4b264f~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724963907&x-signature=4XNI084LgvDVcoGhrlGbfBV8kNc%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">02</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“我在广州有货代，发过去要多少钱？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当客户在广州有货代就<span style="color: black;">寓意</span>着运费很便宜。需要<span style="color: black;">重视</span>的是，<span style="color: black;">制品</span>需要贴什么唛头，<span style="color: black;">以避免</span>客户的货代找不到对应的货物，<span style="color: black;">引起</span>丢件。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能够</span>这么说：发到广州是3美金，请<span style="color: black;">供给</span>一下你广州货代的<span style="color: black;">位置</span>，并<span style="color: black;">通知</span><span style="color: black;">是不是</span>在包装上需要贴上什么唛头?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：The shipping can be $3 to GZ from our fatory, you plz share with me your agnet addess, and what is the mark I need to mention on the box ?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;"><span style="color: black;">4、</span>关于样品</span></span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户问关于免费样品，<span style="color: black;">咱们</span>该怎么说？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">01</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">“我需要免费的样品，<span style="color: black;">能够</span><span style="color: black;">供给</span>吗？”</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">针对这种<span style="color: black;">状况</span>，<span style="color: black;">咱们</span><span style="color: black;">知道</span><span style="color: black;">暗示</span><span style="color: black;">是不是</span>免费样品，有时候<span style="color: black;">咱们</span>货值比较便宜的<span style="color: black;">制品</span><span style="color: black;">亦</span>可<span style="color: black;">以避免</span>费样品，让客户承担运费的方式<span style="color: black;">得到</span>成交机会。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">能够</span>这么说：针对样品<span style="color: black;">咱们</span>都不是免费的，<span style="color: black;">然则</span><span style="color: black;">能够</span>在你下次下单的时候给予样品的订单金额退还，你需要多少个样品呢?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">示例：We need to charge for the sample order but will return the amount to you after you make the bluk prder next time, so how many sample do you heed to take ?</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">仅有</span>真正<span style="color: black;">认识</span>客户<span style="color: black;">需要</span>是什么，<span style="color: black;">才可</span>有的放矢、订单<span style="color: black;">持续</span>！你GET了吗？</span></p>
期待你更多的精彩评论，一起交流学习。 我赞同你的看法，你的智慧让人佩服，谢谢分享。
页:
[1]