一些外贸高手的成单技巧

外贸销冠的成交法则：

1. 意向客户的背景调查

做好客户背调，在业务谈判中有着很重要的作用，调查做的好，分析够全面，你的谈判将会事半功倍。

通过google、Facebook、ins领英等渠道了解客户主要销售产品，公司规模和主要销售渠道，以及客户的客户。

2. 抓准客户的需求很重要：

作为一名销售，我们需要知道客户真正的需求是什么，有的是为了价格，有的是为了品质，有的是为了服务，通过以上信息我们来判断是否满足他的下单需求。

3.保持客户的粘性：

保持客户的粘性是非常重要的，因为一个忠诚的客户不仅会长期购买你的产品或服务，还会为你的企业口碑做出贡献并带来新的业务机会。

4.专业的谈判话术：

针对每一个沟通后的意向客户，在和客户互动和介绍自己产品和公司优势时，不要客户问一句我们答一句，要主动输出内容给客户，对应客户的需求引导客户去下单。

这边举几个例子：

（1）引起对方的兴趣

Our products have unique characteristics and advantages that can meet the needs of your market

I noticed that your company is very active in a certain field, and I believe we can establish a mutually beneficial cooperative relationship

（2）强调产品/服务的价值

Our products are industry-leading in terms of quality and performance, providing you with an excellent experience

We can provide competitive prices and flexible delivery methods, allowing you to achieve better profits and convenience

（3）提出方案或建议

We can provide customized solutions to meet your specific needs

We suggest conducting a trial order for a small batch of orders to verify product quality and the feasibility of cooperation

 （4）回应异议或疑虑

I understand your potential concerns about our product, and I can provide more test reports and customer cases to dispel your concerns

We are willing to provide more flexible after-sales service and longer warranty period to ensure that you are satisfied with our cooperation

（5）追求共赢和长期合作

We hope to establish a long-term and stable cooperative relationship and grow together

We are willing to share market intelligence and business resources with you to ensure a win-win cooperation

（6）终结谈判并达成共识

With our cooperation, I believe your business will be greatly improved. I look forward to working together

Our team is ready to start working together, let's work together to achieve common success

记住，在外贸谈判中，除了话术技巧，还要注重倾听对方的需求和意见，保持灵活性和诚信，以建立起互信和合作基础。