f9yx0du 发表于 2024-8-24 04:47:38

速来认领！外贸业务员最怕客户问的5个问题


    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">知乎上有一个高赞问题：做外贸业务员是一种什么样的工作体验？</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">英语溜，常出国，物流货代都拿手，想想就觉得<span style="color: black;">尤其</span>酸爽！</p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/b7bd3980f0d1440dafeb9e48d770dc36~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=Ce%2FaLXDizw7iu6RRVzhBCthpaWw%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;">区别</span>行业的人<span style="color: black;">针对</span>外贸业务有着<span style="color: black;">区别</span>的感知体验，但无论是哪种感受，<span style="color: black;">针对</span>一个外贸员<span style="color: black;">来讲</span>，<strong style="color: blue;">成单都是<span style="color: black;">独一</span><span style="color: black;">目的</span>。而成单则是<span style="color: black;">创立</span>在<span style="color: black;">认识</span>、信任、<span style="color: black;">处理</span>客户问题的<span style="color: black;">基本</span>之上，不知<span style="color: black;">怎样</span>回答客户的问题、<span style="color: black;">乃至</span><span style="color: black;">忽略</span>客户问题<span style="color: black;">背面</span>的<span style="color: black;">需要</span>，则是跑单的致命错误。</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Q1</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“这是xxx的报价，这是你们的，怎么你们的<span style="color: black;">那样</span>高？再给<span style="color: black;">有些</span>折扣吧？<span style="color: black;">最少</span>得让出20%，给不到这个价，你就<span style="color: black;">不必</span>再来联系我了。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">面对客户的<span style="color: black;">持续</span>压价、<span style="color: black;">乃至</span>恶意比价，你该<span style="color: black;">怎样</span>化解？</strong></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/576cf13f8bca4626bd296a5143254623~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=wUFKpUTB1yt8SixX7sh3pUblJDo%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;">NO：</strong>“不不不，我给你的报价<span style="color: black;">已然</span>是最低了，<span style="color: black;">她们</span>的价格低<span style="color: black;">重点</span>是<span style="color: black;">由于</span><span style="color: black;">她们</span>质量差。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">YES：</strong>“Sir，<span style="color: black;">首要</span>，很<span style="color: black;">显著</span><span style="color: black;">咱们</span>的报价不是市面上最低的，但<span style="color: black;">咱们</span>的价格不仅<span style="color: black;">包含</span>了质量上乘的<span style="color: black;">制品</span>，还有额外的售后服务以及<span style="color: black;">长时间</span>的质量监控<span style="color: black;">方法</span>。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">您<span style="color: black;">选取</span>最低报价，其实会带来<span style="color: black;">非常多</span>不可控的<span style="color: black;">危害</span><span style="color: black;">原因</span></strong>。<span style="color: black;">因此</span><span style="color: black;">意见</span>您能仔细权衡，<span style="color: black;">选取</span><span style="color: black;">制品</span>质量好、后续服务有良好<span style="color: black;">保证</span>的中间报价<span style="color: black;">方法</span>。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Q2</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“小李，听说你们跟我的同行合作了？你们是多少钱卖给我的竞争对手的？”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">面对客户想<span style="color: black;">晓得</span>你们给竞争对手的报价，你该怎么回答？</strong></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/1ef88420ba5a4ef796eadc7d0a604fa8~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=OlEPiE5pDNKh24CdiS5guvIYZa8%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;">NO：</strong>▶“我忘记了，是我同事负责的。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">▶“<span style="color: black;">这般</span>吧，<span style="color: black;">她们</span>的价格是xx，我给你打这个折扣，<span style="color: black;">保准</span>比他的低。“</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">YES：</strong>“xxx的确是<span style="color: black;">咱们</span>在服务的客户，但<span style="color: black;">咱们</span>的价格信息属于严格的<span style="color: black;">商场</span>机密，<span style="color: black;">咱们</span><span style="color: black;">不可</span><span style="color: black;">泄密</span>任何客户的信息，当然<span style="color: black;">亦</span><span style="color: black;">包含</span>您的。</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;">思虑</span>到我们是首次合作，您的业务订单量很大并且付款方式更<span style="color: black;">方便</span>，我<span style="color: black;">能够</span>向<span style="color: black;">机构</span>申请更<span style="color: black;">拥有</span>竞争力的报价，<span style="color: black;">保证</span>您以可能的最低成本拿到这批货。</strong>”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Q3</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“<span style="color: black;">咱们</span>采购你们的原材料，若出了问题，你们会帮我<span style="color: black;">处理</span>吗？”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">面对客户对质量的异议，你该<span style="color: black;">怎样</span>应对？</strong></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/b9dbcddde3644b2dbe986cee0e483213~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=IQHpXMHBgc2KXlXBqGLZsu56h%2FA%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;">NO：</strong>“不会的，<span style="color: black;">咱们</span>的质量很好，<span style="color: black;">倘若</span>出了问题<span style="color: black;">咱们</span><span style="color: black;">能够</span>给您更换，你只需要把货物退回中国。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">YES：</strong>“<span style="color: black;">咱们</span><span style="color: black;">机构</span>成立8年<span style="color: black;">败兴</span>，从未<span style="color: black;">显现</span>您刚才所说的质量问题。<span style="color: black;">同期</span>，<span style="color: black;">咱们</span>跟当地几十家企业有<span style="color: black;">关联</span>合作。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">问题<span style="color: black;">倘若</span>由我方失误<span style="color: black;">导致</span>，只需要把质量检验报告发给<span style="color: black;">咱们</span>，<span style="color: black;">咱们</span><span style="color: black;">机构</span>就<span style="color: black;">能够</span>远程为您分析<span style="color: black;">原由</span>，并且<span style="color: black;">能够</span>避免以后<span style="color: black;">显现</span>同类的质量问题。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Q4</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“<span style="color: black;">咱们</span>的现金流很紧张，你<span style="color: black;">能够</span>给我120天的放账吗？”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">面对客户<span style="color: black;">需求</span>放账，<span style="color: black;">不可</span>做或不愿做，你怎么钩住客户？</strong></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p6-sign.toutiaoimg.com/pgc-image/a73d6a5c015f4353aa1d5d02260702f8~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=tVBwUbR0JR34yxjBhhwMWyCxb1Y%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;">NO：</strong>“<span style="color: black;">咱们</span><span style="color: black;">不可</span>做先发货后付款，<span style="color: black;">欠好</span>意思这个<span style="color: black;">咱们</span>不太接受。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">YES：</strong>“<span style="color: black;">咱们</span>的确<span style="color: black;">能够</span>接受远期付账120天的这种付款方式，但仅仅是针对<span style="color: black;">咱们</span>忠实老客户。</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">按<span style="color: black;">机构</span>规定，<span style="color: black;">咱们</span>不会给任何一家新<span style="color: black;">机构</span>做放账，但<span style="color: black;">能够</span>先采用120天信用证代替120天付款，在<span style="color: black;">咱们</span>达成合作、<span style="color: black;">创立</span>信任之后，就<span style="color: black;">能够</span>采用远期付账的形式，当然<span style="color: black;">亦</span>是基于中信保的确认。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">Q5</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">“Peter，I need to think it over（我还要再<span style="color: black;">思虑</span><span style="color: black;">思虑</span>）”</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;">针对</span>客户回复再<span style="color: black;">思虑</span><span style="color: black;">思虑</span>的时候，你该<span style="color: black;">怎样</span>破解？</strong></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/50d7c83c3ffd48b0a9a7532f49690659~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=vGhXx8gAM8azIKlvPtod4TZuYSA%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;">NO</strong>：“好的，那这边我就先不打扰您了，您后续有任何问题<span style="color: black;">或</span>需要<span style="color: black;">能够</span>随时联系我。”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">YES</strong>：“<strong style="color: blue;">我完全理解您的想法以及顾虑。</strong>之前对您进行了企业资质、<span style="color: black;">制品</span>质量、维保服务等各方面的介绍，想<span style="color: black;">认识</span>一下<strong style="color: blue;">您<span style="color: black;">此刻</span>的<span style="color: black;">详细</span>顾虑是什么？<span style="color: black;">制品</span>的成本？效果？还是想对<span style="color: black;">咱们</span><span style="color: black;">机构</span>有进一步的<span style="color: black;">认识</span>呢？</strong>”</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">☑以上问题场景部分来自外贸业务员<span style="color: black;">实质</span>问题，<span style="color: black;">按照</span>所处行业性质差异，可自主采纳或引申哦~</p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">相比于常规做内贸<span style="color: black;">营销</span>的业务员<span style="color: black;">来讲</span>，外贸业务员面对的客户环境其实更为<span style="color: black;">繁杂</span>。<span style="color: black;">做为</span><strong style="color: blue;">Top sales</strong>是要具备<span style="color: black;">能够</span>基于专业的知识、夯实的业务能力、过硬的<span style="color: black;">制品</span>服务，<strong style="color: blue;"><span style="color: black;">经过</span><span style="color: black;">tel</span>、文字等沟通方式远程获取客户信任的能力。</strong></p>
    <div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/pgc-image/050afbfa5600464f905482b6e0ccf1e2~noop.image?_iz=58558&amp;from=article.pc_detail&amp;lk3s=953192f4&amp;x-expires=1724963950&amp;x-signature=kp6LvlTnYsIFXzyPDKX1JiK5Q14%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;">世界上<span style="color: black;">无</span>两个客户的问题<span style="color: black;">需要</span>是完全一致的</strong>，<span style="color: black;">然则</span><span style="color: black;">经过</span>跟客户一轮又一轮的沟<span style="color: black;">经过</span>程，你会<span style="color: black;">逐步</span>找到客户的痛点在哪里，<strong style="color: blue;"><span style="color: black;">按照</span>客户痛点来<span style="color: black;">处理</span>客户的问题，<span style="color: black;">逐步</span><span style="color: black;">得到</span>客户的信任。</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">毕竟外贸人在职场中“开单”才是<span style="color: black;">独一</span>的“终极”<span style="color: black;">目的</span>，一切不以开单为前提的沟通都是“耍流氓”。</strong></p>
    <p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">原作者：询盘云</p>




m5k1umn 发表于 2024-10-25 21:49:45

seo常来的论坛，希望我的网站快点收录。

7wu1wm0 发表于 2024-11-13 14:17:04

软文发布论坛开幕式圆满成功。 http://www.fok120.com
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