無論從事什么行業(yè)，國際展會，是外貿活動必不可少的一個環(huán)節(jié)。

  想起當初是外貿新手，第一次去會展的時候，客人問的問題真是“千奇百怪”，神馬都有!很多時候自己只會答“YES” ， “NO”， “Oh, yes no !”別的就不會說了。

  在國際展會上，除了一些與產品相關的專業(yè)問題以外。有時候客人也會問一下比較“挑剔”一點的問題，這類問題往往不是對產品方面的，而是客戶有意或者無意投出來試你的。

  對這些問題，一不小心答不好，客人也許就馬上調頭走人。由于行業(yè)的不同，每個人所遇到的問題也是各不相同的，所以這里只談一些具有一般共同性的情況，淺談一下自己的經驗。

  至于細節(jié)，還得具體問題具體對待哈。不足之處，請各位大大見諒。 在回答這類常見的“胡亂拉砍”問題的時候，更多的不是靠對產品的了解，而是自己個人的應對能力，以及表達技巧，如何能答得好，在一兩分鐘之內吸引住客人，那么，后面的商談就會變的更加順利了。

  這類國際展會問題有哪些呢?怎么應對才比較好呢?個人經驗中，比較常見的有7個(當然還有其它常見的哈)，以下是一些經驗總結：

  1、Your price is too high !(你們的價格太高了)

  我：Dear buyer, the exiting price just for reference, may I know the quantity that you want to purchase?

  More than you expect.

  Great! May I kindly know the specific amount in your order, please?

  30thousand.

  Got it.Base on your order the price is negotiable. Base on your demand, We can give you a preferential price as the loyal client, and we’ll arrange the price to be $#*// FOB as the first deal.

  It’s still very expensive for me.

  Dear sir/madam, this price is base on the superior performance which the receiverhaving. We ensure you get what you pay.

  Frankly speaking, in order to have abetter propaganda effect in this exhibition, this price is our rock buttonprice already.

  Otherwise, we earn no benefit and will lose the cost unless you can increase your order.

  I know your function is Okay, this is the reason why I want to choose you guy, but you know, the price should be also competitive. Can you make a little more discount for me?

  Sure,sir/madam. The price should be competitive, and it had already been compare with the average lever of the international market.

  Likewise, except the superiorfunction, as the first order of you, our professional R&D team will designand create a most suitable solution for your market require.

  What’s more, our products arecustomized, you will find out both of our prices and configurations are to thetaste of your market.

  So, you will enjoy the best productand service on the price you pay. It’s definitely worth.

  Tips：

  一定要先知道客人的數量, 注意轉移焦點的戰(zhàn)術，將客人的注意力轉移到其它方面去說，如質量，服務，去說服客人。

  如果不行，可嘗試建議客人降低配置以減少成本，或者換另一款產品介紹給客人。如果客人還insist bargain，先留電，以后慢慢磨。

  2、I can’t find my needed product from your roadmap.(我在你的路線圖上找不到我需要的產品)

  Dear buyer, as a show, we can not bring all the product in one time, we apologize for it first.

  The exiting produce which have being shown just a part of them . Actually, we have various product and we ensure there’re some will fit you.

  Likewise, we have a professional R&S team which can provide an innovative model depend on your details requirement. In addition, the research period isshort and the effect is excellent.

  May I kindly know what kind of modle you expect to have?

  Tips：

  要說到客人信服：我們一定有，而且即使沒，也有強大的科研實力為你做出來!

  3、I never heard about your company!(我從來沒有聽說你們公司)

  Really? It’s my great honor to introduce our company to you.

  We #*!// Company started business in 2004. With headquarter in Zhuhai and sub-office in Hong Kong and Shenzhen.

  With around 1 million produce exported every month, we gain a foremost standing to serve our loyal clients in the markets of Europe, Middle East, Latin America, North Africa and Australia.

  We have various kinds of product, normally they can be divided into 4 kinds: One, Two, Three, Four.

  And also we have a professional R&S team which can provide an innovative model depend on your details requirement.

  In addition, the research period is short and the effect is excellent.

  After all these years of struggle and hard work, we have become one of the leading company for #*// production,manufacture and export in China.

  Now, may I kindly know what kind of receiver you expect to have?

  Tips：

  除非你在500強的大公司工作，不然，還真的有客人會問這個問題!初聽起來，覺得這也太囂張了吧?!心里一憤，一驚，或者一亂，就開始亂說一通了。

  更有的人，說急了就掏出名片，告訴客人：“上我司的網站查一下，你就知道哈”......，客人都在自己面前了，還不抓住機會，讓客人回家去看網站。

  其實，介紹自己的公司只要突出幾個重點就可以了：如公司名，規(guī)模，市場分布，生產能力，產品類型，科研創(chuàng)新能力等。能在一兩個點上吸引到客人就行。

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