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外贸电话开发客户技巧之天龙八音:锤

抓住时机,一锤定音,用简洁的话把客户推向敲定确认订单的临门一脚。
在产品,技术参数,采购数量,对客户的保障承诺都沟通的差不多的时候,客户快做决定时,往往不想说太多话。
这个时候临门一脚就很关键,稍微推动一下客户,让客户明确他可以获得的利益,事情就会顺利发展。
我们用这些话引导
“And what this means to you is XXX”
或者“And the benefit to you is XXX”
或者 “What you’ll get out of this is XXX”
紧紧围绕四个要点来谈
1. 省时,我们的交货期快.
2. 省钱,我们的价格合适在客户的预期以内.
3. 可增值,客户在他们当地销售将获利丰厚.
4. 压力小,我们提供灵活的付款方式.
还可以用下面的提问来探一下客户的信心
“How do you feel about that?”
“When can you use this to your advantage?”
如果客户的回应类似下面的话,就有戏了。
“That sounds good.”
“I like the ideas that you’re sharing.”
“Maybe we need a change.”
“This is the best solution I’ve seen so far.”
“Great!”
“That’s terriic news!”
“We’ll ship this aternoon.”
“Thank you so much!”
“I know management will be pleased.”
“Wonderful!
我们就可以和客户提确定下单的事情。
我们就用以下语言引导客户确定。
“It sounds like we have the solution for you. Are you ready to place the order?”
“Based on what you’ve told me, we have a great match. Can we get started on the agreement?”
“Sounds like you are ready to go. When do you want to take delivery?”
也可以说
“I like what you’re telling me. What do you need from me to get going on the implementation?”
“That’s great we’ll be working together. Let’s plan on our next steps of XXX”
“It sounds like you are ready to move forward. When would you like us to ship the order?”
“You said others are involved in the decision. What’s the best way to get them all on the phone together for a conference call?”
You seem to be leaning toward using our services. When do you want to get started?