在外貿(mào)工作中，初入職場(chǎng)的業(yè)務(wù)員往往會(huì)面對(duì)這樣的困境：明明聯(lián)系了那么多家企業(yè)、做了那么多銷售工作，在展會(huì)上與客戶交談也很順利，但為什么實(shí)際收獲的訂單量卻非常少呢？
導(dǎo)致這樣的情況的原因一方面是業(yè)務(wù)員的經(jīng)驗(yàn)不足或公司產(chǎn)品與客戶不對(duì)口，另一方面，很可能是在與客戶的溝通中出了問(wèn)題。要想獲得客戶的青睞，提高訂單成功率，少不了良好有效的溝通。在這里我們就需要用到一些談判上的技巧。
業(yè)務(wù)員要有銷售者的心態(tài)，對(duì)于交談過(guò)的客戶應(yīng)及時(shí)做好記錄并追蹤，讓對(duì)方感到你對(duì)這筆訂單的重視。但同時(shí)，詢問(wèn)客戶不要過(guò)于頻繁以致讓對(duì)方厭煩。我們可以這樣提問(wèn)和回復(fù)：
Are you interested in our products, sir? We'll send you our latest catalogue for your better understanding of our new products.
Do you have any requirements for our products? We will try our best to meet your requirements.
We attach great importance to economic and trade cooperation with you.
We attach great importance to this order and hope to keep in touch with you.
Thank you for your attention and we hope to cooperate with you.
其次，公司應(yīng)制定合理的產(chǎn)品或服務(wù)價(jià)格，對(duì)于有長(zhǎng)期合作意向的客戶也可以適當(dāng)放寬價(jià)格區(qū)間，不要做“一錘子買賣”。與此同時(shí)，產(chǎn)品的質(zhì)量才是最終保障。當(dāng)一筆訂單成交后，業(yè)務(wù)員應(yīng)通過(guò)電話或郵件及時(shí)確認(rèn)，讓客戶放心。我們可以說(shuō)一些如下的套話：
How do you think about the price we offer? Please let us know what kind of our product you are looking for, we would help you with best price!
Whatever you have had good or bad experiences with our products and services, we all attach great importance to this transaction.
If you are willing to cooperate with us for a long time, we can reduce the price a little.
Thank you for your transaction with us. We look forward to continuing our cooperation in the future.
最后，對(duì)于已經(jīng)交易完成的訂單，我們應(yīng)做好售后服務(wù)工作，處理好可能存在的客戶投訴和糾紛，這樣才能樹立良好的公司形象，吸引更多的客戶訂單。在對(duì)客戶的回訪時(shí)我們不妨這樣說(shuō)：
Do you have any suggestion or requirement to our products and services? Please describe in detail.
We will listen attentively to your comments and suggestions.
If you have any complaints, please let us know. And we will constantly improve the quality of our products and services.
不斷精進(jìn)業(yè)務(wù)是一家公司成功的關(guān)鍵。如果您能做到以上幾點(diǎn)，相信訂單成功率會(huì)大大增加。
