从“Maybe”到“PO issued”：无压力逼单的4个埋钩技巧

每次整理逼单相关的内容，都能看见有朋友抱怨：“没用，还是不回”

我觉得大家可以在看这些技巧的时候多结合自己的客户情况考虑，不要一股脑的全套用。任何的逼单一定是建立在你对客户有足够了解的基础上，不是 push 客户，而是给客户进行多次的价值传递。

分享 4 种好用的逼单思路：

1. 痛点处理法 2.以退为进法 3. 假设成/交法 4.利他思维展开

不反感逼单，很多外贸新手在逼单时，错误理解逼单就是"push"、催促客户，往往容易适得其反。

错误示范：Hello, xxx, could you tell me if you still need this product? l will cancel it if you don't need it anymore.

个非常主观自我的催单方法，代入一下你作为客户看见这句话是不是也会很生气:ok，那你取消好了，威胁谁呢?

正确逼单示范:

1、痛点处理法

抓住客户的痛点：客户看重什么、需要什么、现阶段的担心和顾虑有哪些？帮客户搞定他的痛点，赢得成单的机会。

▼询问客户现阶段的需求:

So if l understood correctly, xx is the issue that you are concerned with, right? Good news if our team has already solve this issue for serval months. So, would you like to move ahead?

所以我理解的没错的话，您目前关心的问题是…，对吗？如果我们团队在几个月前就已经很好地处理了这个问题，您愿意继续吗？

▼打消客户顾虑:

Hi xxx, how are you? l would like to tell you all of your raw materials have ready. We can keep the best price for you and arrange the production immediately.

嗨你好吗？我想告诉您，所有的原材料都准备好了，您付款后我们就会立刻安排生产。

2、以退为进法:

适当抛出甜头—比如一些限时的承诺吸引客户下订单:

▼限时折/扣吸引:

Hi, xxx.Our comPany is having an anniversary sale. By end of this month we are offering 15% off for all our products. Check out the latest catalog and advise if any of them are interested.

嗨，我们公司现在有周年庆活动，截止本月底，公司产品会打 85 折，请查看蕞新的目录册，如果有您感兴趣的商品请告知，

▼利用生产、发运排期催促:

Busy production is approaching. Our factory is working at a full capacity. The earlier you place the order, the sooner we can schedule.

旺季就要到了，我们的生产期已经排得很满，您越早下订单，我们才能够越快为您排单。

3、假设成交法

对于铺垫的很完善的客户，如果对方还在犹豫，可以用假设成交直接给对方选项

▼ 给出具体细节选择:

Hi, xxx. Thanks for your kind reply. lf the information in the Quotation file is correct, would you rather have a T/T payment or a letter of credit payment?

嗨，感谢您的善意回复。如果报价文件的信息无误，您愿意选择 T/T 付款还是信/用/证付款呢？

4、利他话题展开:

多从客户的角度帮他分析现在为什么更适合下订单、产品有哪些独特优势、还有哪些问题需要你帮忙处理？ 

▼问清楚客户是否需要帮助:

if there are any concerns or issues regarding the payment process, please let us know. We are here to assist you and ensure a smooth transaction.

如果您在付款中出现了任何疑虑或者问题，请随时告知，我们会一直为您提供帮助，确保交易能够顺利进行。

▼拉近双方距离:

lt doesn't matter whether you buy it or not from me.l really want to talk with you about more information about the product, so that you can compare it with other suppliers. Your valuable suggestions will also be helpful to our product improvement. Thank you very much for your time.

您在我这里买不买都没关系。我想和您多谈谈产品的情况，这样您可以和其他供应商比较，您的宝贵意见也会给我们改进产品提供帮助。