很多外贸銷冠我确实不得不服,他们能把话说进客户心坎里,让客户觉得舒服,出单自然就变得容易。
一定要站在客户的立场思考问题,让他们觉得自己是有利可图的。
给大家一些沟通的小tips:
-
1⃣️先尝试去打破僵局
📣示例:
✅Well you know what[name], usually when I hear someone say that they'll get back to me, I never hear from them again.你知道吗,通常我听到有人说他们之后再来找/我,我就再也没有收到过他们的消息。
-
2️⃣坚持深挖客户痛点:
客户一直不下/单,说明他一定有顾虑没有完全得到处理。想成单就必须先找到问题所在。可以直接提供选项供客户选择:
📣示例:
✅Exactly what's going on? Is it the terms? The price? The money? What part of the deal is it you don't like? You can tell me.具体而言是因为什么?是条款?价格?还是价格?哪一步让你不满意?你可以告诉我。
-
3️⃣给客户提供价值:
找到客户顾虑点后,针对客户痛点提出相应的方案,展示服务态度和合作诚意。
📣示例:
✅Let's do this- go ahead and put this solution to work for you now and if you change your mind later you will still get the benefit that you've acknowledged you need.让我们开始吧,让我的方案为您所用,如果您之后改变主意,您同样可以享受到您所需要的好处
✅If you are interested in our solution, I suggest that you make the decision today because then we can offer you 5% discount. 如果您对我们的方案感兴趣,我建议您今天就下/单,因为我们可以给您5%的折扣。