做外贸这行，跟客户谈判时，话术可是个关键
新人刚开始的时候，背点话术肯定没错，能帮你快速上手，跟客户沟通起来也能更顺畅。
但别忘了，背话术只是第一步，更重要的是理解这些话术的背后逻辑，知道在什么情况下该怎么说
老手们虽然经验丰富，但话术这东西也得常更新、常调整。毕竟市场在变，客户也在变，一成不变的话术可应付不来。
把话术变成自己的东西，才能在谈判中如鱼得水，轻松应对各种情况
1.外贸客户讨价还价时怎么应对?
理解客户的关切:
I understand your concern about the price. Let's discuss it further.(我理解您对价格的担忧。让我们进一步讨论一下。)
解释产品价值:
Our product offers excellent quality and after-sales service, which justifies the price.
(我们的产品提供卓越的品质和售后服务，这足以证明其价格合理)
提供替代方案:
“While we can't offer a direct discount, we could consider a bulk purchase discount or longerpayment terms."
(虽然我们不能直接提供折扣，但我们可以考虑批量购买折扣或更长的付款期限。)
强调独特性:
'Our product stands out from the competition, The price reflects its unique features andbenefits.
(我们的产品在竞争中脱颖而出。其价格反映了其独特的功能和优势。)
寻求折中方案:
Perhaps we can find a middle ground that satisfies both our needs?(也许我们可以找到一个折中的方案，满足双方的需求?)
邀请进一步讨论:
'Let's talk more about what you're looking for, and see if there's a way we can meet yourexpectations.
(让我们进一步讨论您的需求，看看是否有办法满足您的期望。)
重申公司政策:
'l appreciate your negotiation, but our pricing is fixed based on our costs and marketpositioning.
(我感谢您的议价，但我们的定价是基于成本和市场定位来确定的。)
提供支持和服务:
With our product, you'll get not just a great price but also excellent customer
2.报价后客户一直不下单怎么办?
询问进展与疑虑：
Hello, l noticed you haven't placed an order yet. Could you share any concerns orquestions about our quote?
(您好，我注意到您还没有下单。您能分享一下对我们报价的疑虑或问题吗?)
提供额外信息或支持：
I'd be happy to provide additional information, samples, or even a demonstration if itwould help you make a decision.
(如果这能帮助您做出决定，我很乐意提供额外信息、样品或甚至演示。)
提醒客户商机：
With our current demand, stocks may run out soon. Placing an order now could secureyour supply.
(根据我们目前的需求，库存可能会很快耗尽。现在下单可以确保您的供应。)
提供激励措施：
For a limited time, we're offering a discount for early orders. lt's a great opportunity tosave!
(在有限的时间内，我们为早期订单提供折扣。这是一个节省的好机会!)
邀请进一步沟通：
Would you be open to a phone call or video meeting to discuss your concerns in detail?(您愿意通过电话或视频会议进一步详细讨论您的疑虑吗?)
保持积极态度：
I appreciate your time and consideration. Please take your time, and we're here to assistwhenever you're ready.
(感谢您的时间和考虑。请慢慢来，我们随时准备在您准备好后提供帮助。)
最后确认与跟进：
Could you please confirm if there's anything else preventing you from placing an order?We'll do our best to address it.
(是否还有其他因素阻止您下单呢?我们会尽力解决。)
3.客户下单后，加强双方的关系。
确认订单并表达感谢
Thank you for placing your order with us. We have confirmed the details and willproceed with the fulfillment.
(感谢您向我们下单。我们已经确认了订单详情，并将开始处理。)
提供订单详情
Here is a summary of your order: [产品名称],[数量],「总金额].Please let us know ifthere are any changes.
(这是您的订单摘要:[产品名称]，[数量]，[总金额]。如果有任何变动，请通知我们。)
告知发货计划
We estimate that your order will be shipped within 「发货时间]. You will receive atracking number once it's dispatched.
(我们预计您的订单将在[发货时间]内发货。发货后，您将收到一个追踪号码。)
提供售后服务信息
Ifyou have any questions or concerns about your order, our customer serviceteam is always available to assist you.
(如果您对订单有任何疑问或担忧，我们的客户服务团队随时为您提供帮助。)
邀请客户反馈
We value your feedback, Please let us know how we can improve our service orproducts for you.
(我们重视您的反馈。请告诉我们如何为您改进服务或产品。)
期待未来合作
We look forward to a long and successful partnership with you. Thank you againfor your trust and support.
(我们期待与您建立长期而成功的合作关系。再次感谢您的信任和支持。)
