外贸沟通中当客户给你摸棱两可的回复

外贸业务中，我们会遇到形形色色的人。项目跟到一定的程度，突然没有了新的进展。这个时候大家就会疑惑，总是想尽一切办法试着推进项目。邮件，社媒，或者电话等。有些客户性格直接的，他们可能会跟你说出原因，因为价格，或者是下单给别的工厂了。

但有些客户他会考虑到你的感受，不愿意打击你，他们可能会用以下的话来回复你：I will get back to you/I need to think about it/Need to wait until next week(month).

这些表达看似还有希望，他们以为这样可以让你若即若离，又不至于直接搓破坏了彼此的感情，都说生意不成情谊在嘛！

昨天一个客户就是这样的情况，我问他项目进展，他回复我说现在还在开斋节期间，过后会安排。

其实如果你已经给别人下单了，或者此时你更倾向于另外一家的供应商，我宁愿你直接告诉我，而不是这种摸棱两可的回复。

所以遇到这种情况，我们一定要本着小时候十万个为什么的精神，用“打破沙锅问到底”的毅力，搞清楚客户此时不下单的顾虑，就算最后结果不是你想要的，也要整明白，不要糊里糊涂地得过且过。

下面我以A表示客户，B表示业务员的，来模拟彼此的对话，大家可以试着把其中的一些你认为可行的话术摘录下来，多次模仿，运用到日常跟客户的沟通中。

B：Hi xxx, nice day to you, what about the project that we discussed last week?

A: Dear xxx, great, I will get back to you next week?

B: whenever I tell someone I need to think about it, I usually mean one of three things:

I am not going to be a deal for whatever reason and I just want to get them off the phone.

我没有任何理由要成交这个订单，我现在就只是想让他挂掉电话

I kind of like the idea but I am going to have to find the money or talk to my partner, or something else is holding me back.

我喜欢这种产品/我喜欢这个项目设计，但是我还需要去筹资金或者是跟我的合伙人商量一下，又或者是其他的事情在拖我的后腿。

I really like the idea and I just have to move something around about I say yes.

我喜欢这个东西，但是我做决定之前还是需要考察更多的内容

B: Be honest with me; which one of those things is it for you right now?

请您老实回复我，哪一个才是你现在真实的想法？

B： Hi my friend, is there any updates for the project you said need to run in Agust?

A: Hi xxx, need to wait until next week. thanks.

B: What I am hearing from you is essentially a no-and that's alright. As a sales rep, I hear that all the time and it doesn't bother me. It just means I haven't yet explained the value prososition right. Tell me, what would it take to convince you that this would be a good idea to move forward with-and please be honest with me.

您这样回复，让我感觉基本就是拒绝，但这没有关系，作为一个销售代表，我经常听到这样的回复，它不会对我造成困扰。这只能说明我还没有完全解释到这个价值，我需要如何做才能让你信服这是一个好的项目，请实话告诉我！

B：Hi xxx, how are you today?how's everything going for the project we talked last Friday?

A: Hi xxx, now I am in Holiday. let me get back to you after one month.

B: Let's face it-you have already been thinking about this for a long time. You know you have to make a change or nothing else will change with your operating system, your results, etc. Thinking about it more won't fix things for you only making a decision will. You like this , you have already told me it would work for you. So let's do this- go ahead and put me /this solution to work for you now and if you change your mind later you will still get the benefit that you've acknowledged you need. Here's what we need to do to get you started.....

让我们直接摊开来说吧，对这个项目您已经思考了很长时间了。你必须做出改变，否则无法改变你的运行系统和其他结果。想得越多对你做决定并不是一件好事，你也喜欢这个产品，而且你告诉我这个对你这种情况也有用。现在就确定下来，这样就可以为你所用，如果你后期再改变，我们也可以为你提供相应的解决方案。

B：Hi, how are you? any news about the project we talked last week?

A: I will get back to you soon.

B: well, you know that what xxx, usually when someone says that they will get back to me. I never hear from them again. I mean, you are just trying to be polite. You don't want to reject me. isn't this the case here? Exactly what's going on? Is it the terms? The price? The money? What part of the deal is it you don't like? You can tell me. Assuming we are not gonna do business, let's lay everything on the table. Tell me, what don't you like about the deal?

你知道吗？其实每当有人跟我说我稍后会反馈给您的时候，我基本上再也不曾收到来自他们的消息。我的意思是你这个时候可能想着尽量礼貌地拒绝我，这是不是你的想法？实际上，这个项目到底是怎样了？交易条款的问题？价格问题？还是你资金的问题？ 还是这个项目有哪一块我们做得不够，你不喜欢的？你可以直接告诉我，就算我们不做这个生意，让我们把所有的都摊到面上说，请告诉我，这个项目你不喜欢哪一块？

Well you know what xxx, usually when I hear someone say that they will get back to me. I never hear from them again. Let's bottom line this. What would it take for you and I to do business today?

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