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外贸干货|展会问题及对策

时间:2018.08.22澳门皇冠手机免费网址:外贸常识课堂

无论从事什么行业,展会,是外贸活动必不可少的一个环节。

想起当初是外贸新手,第一次去会展的时候,客人问的问题真是“千奇百怪”,神马都有!很多时候自己只会答“YES” , “NO”, “Oh, yes no !”别的就不会说了。

在展会上,除了一些与产品相关的专业问题以外。有时候客人也会问一下比较“挑剔”一点的问题,这类问题往往不是对产品方面的,而是客户有意或者无意投出来试你的。对这些问题,一不小心答不好,客人也许就马上调头走人。由于行业的不同,每个人所遇到的问题也是各不相同的,所以这里只谈一些具有一般共同性的情况,浅谈一下自己的经验。至于细节,还得具体问题具体对待哈。不足之处,请各位大大见谅。

在回答这类常见的“胡乱拉砍”问题的时候,更多的不是靠对产品的了解,而是自己个人的应对能力,以及表达技巧,如何能答得好,在一两分钟之内吸引住客人,那么,后面的商谈就会变的更加顺利了。

这类展会问题有哪些呢?怎么应对才比较好呢?个人经验中,比较常见的有7个(当然还有其它常见的哈),以下是一些经验总结:

Your price is too high !

Dear buyer, the exiting price just for reference, may I know the quantity that you want to purchase?

More than you expect

Great! May I kindly know the specific amount in your order, please?

30thousand

Got it.Base on your order the price is negotiable. Base on your demand, We can give you a preferential price as the loyal client, and we’ll arrange the price to be $#*// FOB as the first deal.

It’s still very expensive for me.

Dear sir/madam, this price is base on the superior performance which the receiverhaving. We ensure you get what you pay.

Frankly speaking, in order to have abetter propaganda effect in this exhibition, this price is our rock buttonprice already.

Otherwise, we earn no benefit and will lose the cost unless you can increase your order.

I know your function is Okay, this is the reason why I want to choose you guy, but you know, the price should be also competitive. Can you make a little more discount for me?

Sure,sir/madam. The price should be competitive, and it had already been compare with the average lever of the international market.

Likewise, except the superiorfunction, as the first order of you, our professional R&D team will designand create a most suitable solution for your market require.

What’s more, our products arecustomized, you will find out both of our prices and configurations are to thetaste of your market.

So, you will enjoy the best productand service on the price you pay. It’s definitely worth.

Tips

一定要先知道客人的quantity, 注意转移焦点的战术,将客人的focus 转移到其它方面去说,如质量,服务,去说服客人。如果不行,可尝试建议客人降低配置以减少成本,或者换另一款产品先容给客人。如果客人还insist bargain,先留电,以后慢慢磨。

I can’t find my needed product from your roadmap.

Dear  buyer, as a show, we can not bring all the product in one time, we apologize for it first.

The exiting produce which have being shown just a part of them . Actually, we have various product and we ensure there’re some will fit you.

Likewise, we have a professional R&S team which can provide an innovative model depend on your details requirement. In addition, the research period isshort and the effect is excellent.

May I kindly know what kind of modle you expect to have?

Tips

要说到客人信服:大家一定有,而且即使没,也有强大的科研实力为你做出来!

I never heard about your company!

Really? It’s my great honor to introduce our company to you.

We #*!// Company started business in 2004. With headquarter in Zhuhai and sub-office in Hong Kong and Shenzhen.

With around 1 million produce exported every month, we gain a foremost standing to serve our loyal clients in the markets of Europe, Middle East, Latin America, North Africa and Australia.

We have various kinds of  product, normally they can be divided into 4 kinds: One, Two, Three, Four.

And also we have a professional R&S team which can provide an innovative model depend on your details requirement.

In addition, the research period is short and the effect is excellent.

After all these years of struggle and hard work, we have become one of the leading company for #*// production,manufacture and export in China.

Now, may I kindly know what kind of receiver you expect to have?

Tips

除非你在500强的大企业工作,不然,还真的有客人会问这个问题!初听起来,觉得这也太嚣张了吧?!心里一愤,一惊,或者一乱,就开始乱说一通了。更有的人,说急了就掏出名片,告诉客人:“上我司的网站查一下,你就知道哈”......,客人都在自己面前了,还不抓住机会,让客人回家去看网站。其实,先容自己的企业只要突出几个重点就可以了:如企业名,规模,市场分布,生产能力,产品类型,科研创新能力等。能在一两个点上吸引到客人就行。

Quality of B company is much better than yours

Yeah,dear buyer. Comparably.

For the quality, our quality is also good, it pass the strict ISO identification with it’s stable performance. It’s quite excellent compare with the average level in today world market.

And as you know, except the quality,the price is also very important when you compete to seize the market. For our product, the price is really competitive than other else.

In order to have a better propaganda effect and further cooperation, we’ll give you the rock button price to ensure your benefit. I am sure you will be appreciated for it.

What’s more, our professional R&D team and service team and provide the integrated service through the whole business, which can put you in the best position to size the market.

We promise, you can enjoy not only the excellent quality, but also the preferential price and integrated service in our company.

Tips

客人拿出别的企业更好质量的产品,大家并不需要一定要从质量这个点去说服客人,硬要说大家的就一定好过你说的那企业(同类产品你不可能保证你就最好,何况如果客户提及的产品本来就是公认的最好呢?),其实,只需要扬长避短,说明的们的产品质量是很好的,即使没你说的世界第一那么好,但起码是高水平,有ISO认证怎样怎样的就行,另外,要突出大家自己的优势,如:价钱,服务等,让客人信服。这样的效果会更好。

You are not professional, Where is your manager or boss?

Sorry to have kept you not understand. Maybe I didn’t express it well just now, please let me explain it to you again clearly.I do really hope to solve it for you.

No need,I don’t think you are professional enough.

Dear sir/madam, I’ve been trained with details of the product,may I know which point you are confused and I will try my best to make it clear to you in a effective way in order to save your time.

No, your title is not enough to solve my problem, ask your manager to come.

Dear sir/madam, I do hope to solve your inquire as I am a senior staff in our company.

May I kindly know your request and try to help you fit it first? If I can not work it out, I will ask my superior for help.

Tips

我相信,只要你表现出足够的真诚,热心,和渴望为客人解决问题的责任. 客户会再给你机会的,当然,如果自己真的很烂,就不要再浪费客人时间了,快叫帮手吧!

I found the same product as yours at another booth, are you copying their product?

Oh? Really? Dear sir/madam, as a STB, maybe the appearances are similar, but infact they are definitely different. And we sure our product is more better.

In our company, we has a professional R&D team which can provide you the most suitable and innovative solution with the stable performance.

Except that, we can also help to design a unique appearance for you, if you want to make a special expression to your client, it is customized. I’m sure you’ll be satisfied with it.

And in order to ensure your benefit,our quantity and price are both quite competitive.

In addition with our integrated service and short team lead time, we sure our product is more better than the one you saw just now.

Tips

这个问题可以说是客人的老招了,要怎么招就该怎么招,其实客人只是在“投石问路”的多。

You said you could finish the product in 2, why I can’t have one sample even now in 3?

Dear sir/madam, sorry to make you not convenient, we need to apologize first.

Actually, We already have the product ready for you in 2 to meet your request, but our R&D team just launch out a new arrangement in software aspect to make the system run more stably.

In order to help you upgrade to this new arrangement, we delay to deliver. Really sorry about it .

But we promise, we will deliver the product to you next week, and we sure the product will be more better than you expect before .

Hereby, we apologize again and guarantee it will not be happened again.

Tips

延期交货,其实也是会经常遇到的一个情况,大家都知道,外国的客人对时间都是很看重的,你不守时,就是没信用。搞不好,客人就会压价,要赔偿吖,什么麻烦的都来了。遇到这类情况,客人问到了,就一定要真诚道歉,说明具体原因,并且,重点是要说明,延期内是为客人做了有价值的工作的,并给出明确时间的解决方案,承诺下次不会再出现类似情况。

以上就是整理的一些普遍问题的回答,针对不同行业可能还有很多不同问题。做外贸就要不断去学习,经常从客户的角度想问题,就会帮助你在给客户解决问题时游刃有余。

   
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