真正厉害的外贸人，大单都是聊出来的
2026-01-29
销售经验
29
做外贸想要爆单就要学会说话，我总结了五个点，看看你是这么跟客户沟通的吗？
当面对客户问不太确定或者不太了解的问题时，可以用反问的方式，把问题抛回去，这样也能获取更多你想要的客户信息，也让交流保持在你的引导之下。这一来样，你就可以占据主导地位，让沟通过程按照你设定的逻辑节奏进行。
客户：i’d like to know the prices of your products.
Can you tell me more details about the products you need?
will you please tell us the quantity you require so as to facilitate the offer?
直线思维，就是不要客户问你什么你就答什么，外贸谈判中最怕的就是被客户牵着鼻子走，所以要摒弃一问一答的直线思维，学会掌握谈判节奏和方向。
No problem, what should l do if I haven’t received your reply (date)？
–没问题，如果我(日期)还没收到你的回复，我应该怎么做？
Ok, how about I contact you again next week?
业务员有时候只顾着自己输出，没有照顾到客户是否接收，客户只会无动于衷，因为缺乏有效的互动和兴趣点。所以沟通时巧妙的用逆向引导，借叛逆心理特点，以激发兴趣、赢得尊重，并掌控谈话节奏。
（×）业务员：The quality of this product has been highly praised, and it is also one of the best-selling products in the European market, and its material is environmentally friendly.
自顾自的一直在介绍产品，换位思考，是你听着你舒服吗?
Many old customers have bought back thisproduct. Would you consider placing a trial order?
How am l doing so far?Am l meeting your needs?
学会给客户选择题，才能更好掌握主动权，让客户顺着你的思路，给出你想要的答案。不要直接就给客户做决定，只会让客户更反感?
（×）业务员：Are you free on Saturday? Let’s set up a meeting.
我是客户有空也说没空，周末陪你加班不说，还得配合你吗？
（√）业务员：ls our next meeting scheduled for next Monday or
l wonder if 3:00 or 5:00 would be convenient for you next Wednesday afternoon?
当与客户沟通没有思路，或谈判陷入僵局时，可以制造一些小的插曲来缓解尴尬打破一下节奏。
Excuse me, I have to go to the bathroom.
Excuse me, I have to take this first.
Before you make up your mind,why don’t we just run through the details one more time, so you know whatit is that you are saying no to?
–在你做决定之前，为什么我们不把细节再过一遍，这样你就知道你在拒绝什么了?
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