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作为一名外贸人员,我们常常会过于关注产品本身的特点和优势,却忽略了客户在整个销售过程中所需要的情绪价值。事实上,要想成功地将产品销售出去,不仅需要让客户感受到"产品价值",更需要在销售过程中给予客户情绪上的满足。本文分享了几种实用的沟通话术,帮助外贸人员更好地满足客户的情绪需求,提高成交率。
外贸人们,你们是不是在跟客户沟通的过程中,全程围绕着产品,恨不得跟客户说自己的产品质量多好、拿到的证书多权威、有多少稳定客户...
但是,客户要的可能不只是这些。想要顺利把产品销售出去,不仅要让客户感受到"产品价值",更要让客户从销售过程中得到情绪价值。而多数时候,我们都把重点放在了介绍产品多么好用,而忽略了给予客户情绪价值。
今天分享几个能够给到客户情绪价值的一些实用话术,大家可以根据不同的场景进行使用。
1. I know exactly what you mean. 我完全明白你的意思
2. That's the kind of thing I would do too. 如果是我我也会这么做。
3. I'm like that as well. 我也喜欢这样。
4. I'm totally agree with you. 我完全同意你。
5. I can't agree with you more. 我太同意你了。
1. I appreciate you telling me this situation, so I can pass the information on... 非常感谢你告诉我这个情况,这样我就可以把这些信息传递给...
2. I know your concern, however,... 我知道你的顾虑,但是...
3. I understand your concern, so let's discuss how we resolve the issue. 我非常理解你的顾虑,所以我们来讨论一下如何解决这件事情。
4. I know that you felt [表达情绪的单词...]我知道您现在感觉...（焦虑、生气、疑惑、奇怪等客户可能出现的情绪）
1. This call might take X minutes and we will discuss about ... 这通电话大概需要X分钟,我们将围绕着...进行讨论。
2. Is there anything that you'd like me to explain?您是否还需要我对一些事情进行解释？
3. What we have gone through today is ... 我们今天要讨论的议题是...
1. You've done great research and what I'd add to that is... 您做了很棒的背景调查,我想补充的是...
2. As you most likely know.. 您大概已经知道...
1. This process tends to take X minutes, so is there another time that you'd like me to call you back? 这个过程大概需要X分钟,您需要我在另外一个时间再给您回个电话吗?
2. I'll run through this as quick as I can for you. 我会尽我所能,快速帮您完成。
1. Are you happy with what you have heard so far?到目前为止,您对所有听到的信息都还满意吗?
2. Let me see if I can offer you a free trial period, if that sounds good to you? 如果您听着还比较满意的话,我去看看是否能给您申请一个试用期?
1. I am sorry, I didn't understand the meaning of ... Could you please explain it? 实在不好意思,我没有理解XXX的意思,可以麻烦您再解释一下吗?
2. Sorry, I want to check your points again. Do you mean...? 不好意思,我想再确认一下您的观点,您的意思是...吗?
因篇幅有限,我们整理了更多关于如何看透客户心理的详细攻略在《外贸高手成交宝典——看透客户心理》中。留言即可领取。
