外贸人报价后的逼单方法

在外贸业务中，逼单（Closing）并不是简单地 "push" 客户，而是通过理解客户的需求和痛点，提供处理方案，帮助他们做出决策。

外贸人报价后的逼单方法

错误示范

"Hello, xxx, could you tell me if you still need this product? I will cancel it if you don't need it anymore."

这种表达方式会让客户感到被威胁，容易引起反感。客户可能会想: "那你取消好了，我又不着急。"

正确逼单示范:

痛点处理法：抓住客户的痛点，了解他们的需求、顾虑，并提供处理方案，让客户感受到你的价值。

询问客户现阶段的需求:

"Hi [客户名字] ,I understand that [具体问题] is something you' re concerned about, right? We've helped other clients solve this issue, and I believe we can do the same for you. Would you like to move forward with this?"

我理解您目前担心的是 [具体问题] , 对吧？我们已经帮助其他客户处理了这个问题，相信也能帮到您。您想继续推进吗？

理解客户需求，处理痛点

抓住客户的痛点，了解他们的需求和顾虑，提供处理方案。

"Hi [客户名字] ,I understand that [具体问题] is something you're concerned about, right? We' ve helped other clients solve this issue, and I believe we can do the same for you. Would you like to move forward with this?"

"所以我理解的没错的话，您目前关心的问题是…，对吗？如果我们团队在几个月前就已经很好地处理了这个问题，您愿意继续吗？"

打消客户顾虑

通过提供具体 xi（如原材料准备、生产安排等），让客户感到安心

"Hi [客户名字] , how are you? I would like to tell you that all of your raw materials are ready. We can keep the best price for you and arrange production immediately after payment."

"嗨，您好吗？我想告诉您，所有的原材料都准备好了，您付款后我们就会立刻安排生产。"

以退为进法

通过抛出限时优惠或承诺，吸引客户下订单。

"Hi [客户名字] , our company is having an anniversary sale. By the end of this month, we are offering 15% off on all our products. Check out the latest catalog and let me know if any items interest you."

"嗨，我们公司现在有周年庆活动，截止本月底，所有产品打 85 折，请查看蕞新的目录册，如果有您感兴趣的商品请告知。"

假设成交法

对于已经铺垫完善的客户，直接给出具体选项，推动成交。

Hi [客户名字] , thanks for your kind reply. If the information in the quotation file is correct, would you rather choose T/T payment or a letter of credit?"

" 嗨，感谢您的回复。如果報價文件的信息无误，您愿意选择 T/T fu 款还是信用证付款呢"

利他话题展开

从客户的角度分析为什么现在适合下笔，强调产品的独特优势，并询问客户是否需要帮助。

If there are any concerns or issues regarding the payment process, please let us know. We are here to assist you and ensure a smooth transaction.

"如果您在付款中出现了任何疑虑或问题，请随时告知，我们会一直为您提供帮助，确保交易顺利进行。"

拉近双方距离

通过表达真诚的态度，拉近与客户的距离，即使不成交也能建立长期关系。

It doesn't matter whether you buy from me or not. I really want to share more information about the product so you can compare it with other suppliers. Your valuable suggestions will also help us improve our products. Thank you very much for your time.

“你是否从我这里买东西并不重要。我真的很想分享更多关于产品的信息，这样你可以与其他供应商进行比较。您的宝贵建议也将帮助我们改进产品。非常感谢您的时间。”