? 一、先选人（不是所有客户都适合做代理）
A类优先（强烈锁定）
有本地客户资源（sign company / distributor） 常做项目或有稳定采购 有仓储/团队/安装能力 愿意测试、反馈积极
现场/展后判断话术：EN：Do you mainly do projects, or also supply other clients locally?
? 既做项目又供货 = 代理潜力高
? 二、切入方式（不要直接“你做不做代理？”）
? 用“已有模式”引导
EN：In some areas, we work with one local partnerwho handles distribution and support.
EN：It helps them grow faster and stand out locally.
? 让客户自己代入角色
? 三、把“买货”升级为“赚钱模型”
? 讲清三件事：利润 / 供给 / 位置
EN（利润）：Our partners usually work with factory pricingand resell with around a 20% margin.
EN（供给）：We ensure stable supply and consistent quality.
EN（位置）：We prefer one strong partner per area.
? 关键词：margin / stable / one partner
? 四、用“测试单”作为代理起点（最关键）
? 不直接谈大代理，先落地
EN：For now, we can treat your first orderas a starting point to test both product and cooperation.
EN：If everything goes well, we can build something more stable.
? 小单 = 低风险进入代理路径
? 五、绑定条件（你要有“控制力”）
? 轻度但清晰（避免乱价/串货）
EN：If we move forward,we’ll align on pricing and market positioningto avoid internal competition.
? 不用“contract”，先用“align”
? 六、海外仓 + 支持（放大吸引力）
EN：We’re also planning a US warehouseto support faster delivery locally.
EN：You could be part of that setup.
? 让他感觉：参与建设，而不是被供货
? 七、代理确认话术（让他说“Yes”）
? 关键闭环问题
EN：Do you see potentialto distribute this in your local market?
? 或更直接?EN：Would you be open to building this together in your area?
? 八、展后推进节奏（14天内定方向）
Day 1–3（重连）Nice meeting + 发送资料
Day 3–7（测试）推进样品/小单
Day 7–10（讨论模式）Introduce partner model + margin
Day 10–14（定框架）区域 + 价格 + 下一个订单
? 九、完整对话（你可以直接用）
? 客户：We buy locally, price is similar.
?? 你：That makes sense — pricing can be close locally.
?（转思路）Instead of just buying,I was thinking we could work in a different way.
?（引代理）In some areas, we work with one local partnerwho handles distribution.
?（讲利润）They usually work with factory pricingand resell with around a 20% margin.
?（落地当前单）For now, we can treat this orderas a starting point to test both product and cooperation.
?（给未来）We’re also planning a US warehousefor faster delivery.
?（锁）Do you see potentialto build this in your area?
? 十、你真正要建立的结构
你（工厂） ↓核心代理（区域） ↓本地客户（10–50个） ↓持续复购（稳定出货）
? 十一、关键原则（一定记住）
不打价格战 → 打结构（利润+位置） 不求一单 → 求长期渠道 不急代理 → 小单→复购→再代理 始终推进“下一步”
