外貿(mào)業(yè)務(wù)中，我們會(huì)遇到形形色色的人。項(xiàng)目跟到一定的程度，突然沒有了新的進(jìn)展。這個(gè)時(shí)候大家就會(huì)疑惑，總是想盡一切辦法試著推進(jìn)項(xiàng)目。郵件，社媒，或者電話等。有些客戶性格直接的，他們可能會(huì)跟你說出原因，因?yàn)閮r(jià)格，或者是下單給別的工廠了。

但有些客戶他會(huì)考慮到你的感受，不愿意打擊你，他們可能會(huì)用以下的話來回復(fù)你：I will get back to you/I need to think about it/Need to wait until next week(month).

這些表達(dá)看似還有希望，他們以為這樣可以讓你若即若離，又不至于直接搓破壞了彼此的感情，都說生意不成情誼在嘛！

昨天一個(gè)客戶就是這樣的情況，我問他項(xiàng)目進(jìn)展，他回復(fù)我說現(xiàn)在還在開齋節(jié)期間，過后會(huì)安排。

其實(shí)如果你已經(jīng)給別人下單了，或者此時(shí)你更傾向于另外一家的供應(yīng)商，我寧愿你直接告訴我，而不是這種摸棱兩可的回復(fù)。

所以遇到這種情況，我們一定要本著小時(shí)候十萬個(gè)為什么的精神，用“打破沙鍋問到底”的毅力，搞清楚客戶此時(shí)不下單的顧慮，就算最后結(jié)果不是你想要的，也要整明白，不要糊里糊涂地得過且過。

下面我以A表示客戶，B表示業(yè)務(wù)員的，來模擬彼此的對(duì)話，大家可以試著把其中的一些你認(rèn)為可行的話術(shù)摘錄下來，多次模仿，運(yùn)用到日常跟客戶的溝通中。

B：Hi xxx, nice day to you, what about the project that we discussed last week?

A: Dear xxx, great, I will get back to you next week?

B: whenever I tell someone I need to think about it, I usually mean one of three things:

I am not going to be a deal for whatever reason and I just want to get them off the phone.

我沒有任何理由要成交這個(gè)訂單，我現(xiàn)在就只是想讓他掛掉電話

I kind of like the idea but I am going to have to find the money or talk to my partner, or something else is holding me back.

我喜歡這種產(chǎn)品/我喜歡這個(gè)項(xiàng)目設(shè)計(jì)，但是我還需要去籌資金或者是跟我的合伙人商量一下，又或者是其他的事情在拖我的后腿。

I really like the idea and I just have to move something around about I say yes.

我喜歡這個(gè)東西，但是我做決定之前還是需要考察更多的內(nèi)容

B: Be honest with me; which one of those things is it for you right now?

請(qǐng)您老實(shí)回復(fù)我，哪一個(gè)才是你現(xiàn)在真實(shí)的想法？

B： Hi my friend, is there any updates for the project you said need to run in Agust?

A: Hi xxx, need to wait until next week. thanks.

B: What I am hearing from you is essentially a no-and that's alright. As a sales rep, I hear that all the time and it doesn't bother me. It just means I haven't yet explained the value prososition right. Tell me, what would it take to convince you that this would be a good idea to move forward with-and please be honest with me.

您這樣回復(fù)，讓我感覺基本就是拒絕，但這沒有關(guān)系，作為一個(gè)銷售代表，我經(jīng)常聽到這樣的回復(fù)，它不會(huì)對(duì)我造成困擾。這只能說明我還沒有完全解釋到這個(gè)價(jià)值，我需要如何做才能讓你信服這是一個(gè)好的項(xiàng)目，請(qǐng)實(shí)話告訴我！

B：Hi xxx, how are you today?how's everything going for the project we talked last Friday?

A: Hi xxx, now I am in Holiday. let me get back to you after one month.

B: Let's face it-you have already been thinking about this for a long time. You know you have to make a change or nothing else will change with your operating system, your results, etc. Thinking about it more won't fix things for you only making a decision will. You like this , you have already told me it would work for you. So let's do this- go ahead and put me /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. Here's what we need to do to get you started.....

讓我們直接攤開來說吧，對(duì)這個(gè)項(xiàng)目您已經(jīng)思考了很長(zhǎng)時(shí)間了。你必須做出改變，否則無法改變你的運(yùn)行系統(tǒng)和其他結(jié)果。想得越多對(duì)你做決定并不是一件好事，你也喜歡這個(gè)產(chǎn)品，而且你告訴我這個(gè)對(duì)你這種情況也有用?，F(xiàn)在就確定下來，這樣就可以為你所用，如果你后期再改變，我們也可以為你提供相應(yīng)的解決方案。

B：Hi, how are you? any news about the project we talked last week?

A: I will get back to you soon.

B: well, you know that what xxx, usually when someone says that they will get back to me. I never hear from them again. I mean, you are just trying to be polite. You don't want to reject me. isn't this the case here? 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. Assuming we are not gonna do business, let's lay everything on the table. Tell me, what don't you like about the deal?

你知道嗎？其實(shí)每當(dāng)有人跟我說我稍后會(huì)反饋給您的時(shí)候，我基本上再也不曾收到來自他們的消息。我的意思是你這個(gè)時(shí)候可能想著盡量禮貌地拒絕我，這是不是你的想法？實(shí)際上，這個(gè)項(xiàng)目到底是怎樣了？交易條款的問題？?jī)r(jià)格問題？還是你資金的問題？ 還是這個(gè)項(xiàng)目有哪一塊我們做得不夠，你不喜歡的？你可以直接告訴我，就算我們不做這個(gè)生意，讓我們把所有的都攤到面上說，請(qǐng)告訴我，這個(gè)項(xiàng)目你不喜歡哪一塊？

Well you know what xxx, usually when I hear someone say that they will get back to me. I never hear from them again. Let's bottom line this. What would it take for you and I to do business today?

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