回复客户的进阶技巧

询盘杀手:“$50/pc”

普通业务员:$50/pc. Would you please confrm how would you like to ship the goods so that i can Quote you the shipping cost ?50美元/件。请确认您希望以何种方式运送货物，以便我向您报价运费。

高阶业务员:$50/pc, There are 2 options for the shipping cost.Option 1: Ship by Air DDP, the shipping cost is $697 door to door delivery including tax, around 12-15 days. So the total cost including shipping by Air DDP is : $xx+$697=$xxxOption 2: Ship by sea DDP, the shipping cost is $158, door to door delivery including tax, around 35-45days. So the total cost including shipping by Sea DDP is: $xx+$158=$xxxIt would take around 12-15 days to finish the production after we confirm the order.We can accept the payment through Alibaba Trade Assurance (2% extra Ali cost),TT(2% extra for each payment)As long as you can confirm the order, then I will draft a PI with order details for your reference.50美元/件，运费有 2 种选择。方案1: 空运DDP，运费为697 美元，含税送货，大约需要12-15 天，因此包括空运DDP的总费用为: xx美元+697美元=xxx 美元。方案2: 海运DDP，运费为158美元，含税送货，大约需要35-45 天。因此，包括海运DDP在内的总费用为:$xx+$158=$xxx在我们确认订单后，大约需要12-15天完成生产。我们可以接受通过阿里贸易保障(这部分费用另加2%)、TT(每次付款另加2%) 付款。只要您能确认订单，我就会起草一份PI，并附上订单详情供您参考。

二、当客户主动中断沟通怎么办?

询盘杀手:客户不回我，我也不回他。

普通业务员:1.Waiting for your goods good news.2.If you still have any questions pleasure feel free to contact me.1.等待你的货物好消息。2.如果你还有任何问题，请随时与我联系。

高阶业务员:Dear xxx,Thank you very much for you kind reply.Sure i can totally understand,as your professional and responsible sales. I have to sit now . It is a very important time for both of us.If you still have some other difficulties or concerns before ordering, please share them with me so that I can offer you the help with my professional knowledge and experience. I do believe I should have something that you probably need from.Sure, we are open to any suggestion which would help us to move the order forward. Looking forward to your kind reply. Best Regards Your meggie非常感谢您的回复。我当然完全理解您的专业和负责任，这是一个对我们双方来说都是非常重要的时刻。如果您在订购前还有其他困难或顾虑，请告诉我，以便我以专业知识和经验为您提供帮助。我可以用我的专业知识和经验为您提供帮助。我相信，我应该有您需要的东西。

三、客户报价后不回复怎么办?

普通业务员:两个极端: 要不就是置之不理、要不就是狂轰滥炸。

高阶业务员:1. 一般来说，2-3天没有动静可以先询问是否有收到报价，可能报价没有顺利送达邮/箱，或者客户可能无意错过email了。Hi Namel.Do you venture to ask, send your quotation received ? Does our product meet your needs? Is there any place to be modified ? We accept your private customization and can also send samples free of charge. Please contact me anytime!2. 如果是有已读回执，但是还是未回复。可以先常规跟进，发下提醒或者再次友好跟进下，跟进尽量简单扼要。Hi Namel,The quality and price of our products are the highest in the industry. If your quantity demand is large enough, we will submit a more favorable price. Welcome to email at any time3. 二次跟进可以安排在3-5天后。如果客户还是无回应，可以试试从社媒互动开始。并且有新品，活动，节日，发给他信息/节日祝福，在他面前刷存在感，直到他对你慢慢加深印象。有时候当他的供应链出现问题，你的机会就来了。

四、怎么和客户谈判双方都满意?

高阶业务员:1. 让客户感觉被特别对待。客户砍价，很多只是想要那种占便宜的感觉。谈判能成的关键是: 要满足客户的这种成就感的需求，乐意让客户觉得被特殊对待了。"I have applied a most special discount for you. "(我给你申请了最优惠的折扣)"You have received the best discount so far, please keep it a secret for us, otherwise we will be in trouble.(您收到了迄今为止最好的折扣，请帮我们保密，否则我们就有麻烦了。)2. 态度让大步，利益让小步。很大一部分客户需要的是态度，而不是价格让步。所以，要在态度上让客户感觉到你配合，诚恳，但考虑到成本确实有困难。