1、外贸订单转化“好”方法主 讲 人：埃 马 老 师CONTENTS0103040202/2 26 602优秀贸业务员必学三种常见海外买家吸引更多买家成交课程亮点超级重要的五步骤01W.R.A.P让业务员做的更佳W.R.A.P 教育方法1234Widen your optionsAttain distance before decidingPrepare to be wrongReality test your assumption02搞定买家的五个步骤第一步骤：预备步骤预备步骤主要是分两个部分：A:选择好时间联系客户。B:刚认识就尽量了解一些主要事情如：【是否第一次在中国采购】【是否游览我们公司

2、首页】第二步骤：探索 TAN SUO 1：主要是通过一些聪明的问题就可以知道客户的想法，如：【这款产品主要功能就是省电，请问省电对你来说很重要吗】【我们公司生产机械都进口的，请问你在乎机械是哪里的吗】等等的这种问题就可了解客户具体的想法。第三步骤：建议及选择1：别随便推荐产品，一定要推荐符合客户当地市场需求。2：别这么着急推荐这么多，先与客户谈他比较感兴趣的商品3：推荐的时候最多提供两三个选择，免得客户犹豫。第四步骤：被拒绝的准备1：客户不是拒绝你，客户是拒绝你的产品，要分清楚。2：尽量去了解客户具体拒绝的原因并提供合理的方案。3：尽量让客户起码试一下小定单或样品单，并试试五号步骤第五步骤：自

3、信表现1：无论什么情况你一定要表现自信。2：客户拒绝你的时候也要表现理解。3：尽量让客户足够放心购买样品单或小定单【双倍退款】4：客户同意与你合作的话一定要用合同【别用P.I】03常见买家种类及回复最佳方法代理商代理商01批发商批发商02零售商零售商03常见买家种类线上线下零售商他们经常来中国采购产品在他们自己网站推广话术1：款式多 We have our products development team work whom always think outside the box and develop new products.every few months we will have

4、many new desigsn,would you like to give you monthly update?话术2：发货快More than new designs are ready for quick shipping within 5 days,trust you will love all of them,would you like to have a look?we contact to tell you very nice news that we have more than.designs are ready to ship.线上线下批发商他们经常来中国采购产品然后

5、分卖给别人。大超市或商场0303品牌0202大买家0101话术1：价格优惠 we believe that we can offer you competitive advantage products to help you increase your sales in local market In the last few years many customers were very happy with our prices and quality,we are sure you will pleased with our products.话术2：质量保障及交货期 we are on

6、e of the few suppliers support refund money in case of bad quality or late delivery.代理商他们在中国帮别人采购产品然后拿提成。国外的 buying office老外在国内开的贸易公司01010202话术1：不抢走你的客户 Inorder to coopreate more safety we will sign a contract with you and make it clear that we will not contact any of your customers secertly.please