身邊很多人是不是這樣，經(jīng)常聽到公司領(lǐng)導(dǎo)夸，銷冠厲害，但又不知道銷冠到底厲害在哪里。

銷冠之所以能夠不斷談下客戶、出大單，拉開他們和普通業(yè)務(wù)員的原因，其實(shí)是一個(gè)個(gè)可能很小的細(xì)節(jié)。

舉個(gè)例子，就拿我們和國(guó)外客戶的溝通來說，銷冠的思路和我們真的不一樣！趕緊學(xué)起來！

一、客戶說價(jià)格太貴了

1. Whether the product is expensive or not, is not the most important thing.The most important thing is whether it is suits you or not.

價(jià)格怎么樣不是最重要的，最重要的是它是否適合你。

2.Specifically, you should concern your needs and consume rationally, which is best way to go!

具體來說，你應(yīng)該考慮你的需求，理性消費(fèi)，才是最好的辦法。

3.Trust me, l will do everything l can to help you save money. But first and foremost, l must ensure quality.

相信我，我會(huì)盡我所能幫你省錢。但是首先，我必須確保質(zhì)量。

二、客戶說讓我再考慮下

1. l totally understand your concerns. when it comes to selecting products, it's important to be caution and deliberate as you are.

我完全理解您的顧慮，我認(rèn)為在選擇產(chǎn)品時(shí)，應(yīng)該和您一樣謹(jǐn)慎。

2.However, I believe that you are intarested in this products,otherwise it won't be taking time to consider it.

然而，我覺得你對(duì)這個(gè)產(chǎn)品是很感興趣的，否則您不會(huì)花時(shí)間考慮它。

3.So may l ask which specific products you are concerned about?

所以我可以請(qǐng)問一下，您對(duì)產(chǎn)品的哪些具體方面還有所顧慮嗎?

三、你們的產(chǎn)品質(zhì)量怎么樣

1.The Quality of the products is what you ending up seeing with your own eyes.

產(chǎn)品的質(zhì)量是你最終親眼所見。

2.Before we cooperate, no matter how much l praise our quality,that's something that hasn't happened yet.

在我們合作之前，無論我多么贊揚(yáng)我們的質(zhì)量，這都是尚未發(fā)生的事情。

理解客戶的擔(dān)心

1. l appreciate you telling me this, so l can pass the message on...

謝謝您告訴我這個(gè),這樣我就可以把這個(gè)信息傳遞下去.....

2. l know that you feel [INSERT EXPRESSED EMOTION] right now...

我知道您現(xiàn)在感覺（插入表達(dá)的情緒）...

3. I fully understand your concerns, so let's take a look at how to handle this issue...

我非常理解您的擔(dān)憂，所以讓我們看看如何處理這個(gè)問題......

四、緩和客戶的焦慮

1.This process tends to take X minutes, so is there another time that you'd like me to call you back?

這個(gè)過程一般需要X分鐘,所以您想讓我再給您回個(gè)電話嗎?

2.I'll run through this as Quickly as l can for you, [INSERTNAME]

我會(huì)盡快幫您完成的,[姓名]

3. What I'm doing right now is...

我現(xiàn)在正在做的是......

五、應(yīng)對(duì)客戶的猶豫不決

1. Are you happy with what you have heard so far?

到目前為止,您對(duì)所聽到的感到滿意嗎?

2.Let me see if l can offer you a free trial period, if that sounds good to you?

讓我看看我能不能給你一個(gè)采用期，如果你覺得好的話？