一、陪同客户看产品的正确姿势
当客户走进展位，
或者直接奔向某款展品时，
你要主动陪着过去，开始产品介绍。
产品介绍英文话术：
This product has been exported to many countries for more than XXX years. From our exhibiting samples you can see that we are specialized in manufacturing and exporting this line product. And our products have a very good reputation among our importers.
我们这个产品已经XXX多年一直出口到很多国家，从展出的样品你可以看到我们是专业生产出口这类产品的，我们在我们进口商中有非常好的口碑。
再加一句信心的表达：
I think it will also find a good market in your place.
我认为它会在你们的市场上畅销。
二、引导客户坐下，开始深入沟通
当客户看完展品后，
邀请他坐下，递上饮料，
这是展示专业度的好机会。
邀请话术：
英语 | 中文 |
Would you like a glass of water? | 来一杯水如何？ |
Can I get you a cup of tea? | 来一杯茶如何？ |
How about some coffee? | 来一杯咖啡？ |
客户可能的回应：
A cup of water would be great. Thanks.
谢谢，一杯水吧。
三、谈质量——用专业打动客户、建立信任
客户坐下来后，
你可以开始主动谈质量，
这是建立信任的关键环节。
质量介绍英文话术：
The quality of ours is as good as that of many other suppliers here in Canton Fair, while our prices are not as high as theirs. By the way, which items are you interested in?
我们的产品质量与其他参加广交会的供应商一样的好，而我们的价格却不象他们的那样高。你对哪个产品感兴趣？
强调质量优势：
英语 | 中文 |
Our product quality is our best selling point. | 我们产品的质量就是我们最好的卖点。 |
Our product is the best seller. | 我们的产品就是最好的推销员。 |
详细质量保证话术：
We have a very strict quality controlling system which promises that goods we produced are always of the best quality. And you can see. It is not only good in material, fashionable in design, but also super in workmanship.
我们有非常严格的质量控制体系，以确保我们的产品生产始终是最好的质量。你可以看到，不仅材料好，款式新，而且工艺高超。
四、报价格——掌握主动权
当客户询问价格时，
不要急着报底价。
先了解客户的数量需求。
客户询价英文话术：
英语 | 中文 |
Will you please let us have an idea of your price? | 你能给我们报你的价格吗？ |
How about the price? | 价格是多少？ |
How much is this? | 这个多少钱？ |
What about the price? | 这个价格是多少？ |
专业报价话术：
To a certain extent, our price depends on how large your order is. But in general, our prices are given on a FOB basis.
在某种程度上，我们的价格得看你们的定单有多大。但是通常我们的报价都是FOB价。
递上价格表时：
This is the pricelist, but it serves as a guideline only. Is there anything you are particularly interested in and we can discuss the price further.
这是价格表，但只供参考。如果有你特别感兴趣的商品，我们可以仔细谈论价格。
五、问数量——为降价留空间
⚠️ 这是关键！
降价之前，必须先问数量。
问数量英文话术：
英语 | 中文 |
What's your quantity in mind? | 你要多少货呢？ |
Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer? | 谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？ |
How many do you want? | 你们要多少数量？ |
How many do you intend to order? | 你打算订多少？ |
客户可能的回应：
英语 | 中文 |
The size of our order depends greatly on the prices. | 我们的订货数量很大程度取决于你的价格。 |
If you reduce your price by 5%, we are going to order XXXX sets. | 如果你能降价5%，我们将订XXX套。 |
This is a trial order; please send us XXX sets only. | 这是一个试订单，请只给我发XXX套。 |
六、MOQ（最低订货量）怎么处理？
当客户问最低订货量时：
英语 | 中文 |
What's your minimum order quantity? | 你们最低订单量是多少？ |
What's the MOQ of your goods? | 你们产品一个订单的最低订货量是多少？ |
你的回答：
Our minimum order quantity for each item is not less than XXX pcs.
我们每款产品的最低订货量不少于XXX件。
如果客户不接受MOQ：
We can't accept your MOQ.
我们不能接受你们最低订货量。
你可以建议：
What about placing a trial order to start?
何不先从试订货开始？
【实战话术卡片】
产品介绍+报价完整话术：
【开场】Welcome to our booth. Let me show you our hot sale items.【产品介绍】This product has been exported to many countries for over 10 years.We are specialized in manufacturing and exporting this product.Our products have a very good reputation.【邀请坐下】Would you like a cup of tea?【谈质量】Our product quality is our best selling point. We have a very strictquality controlling system.【询价】How about having a look at our price list first?【问数量】To give you the best price, could you tell me your estimated quantity?
【结尾想说】
真诚沟通、专业表达，
你认真的样子，客户都看得见?
你遇到过最难搞的客户是什么样的？
他是问了价格没下单，还是直接砍价太狠？
往期回顾：
• 系列二完整内容请查看合集「译韵干货篇」
如果觉得有用，请转发给你需要的朋友吧!
