無論從事什么行業(yè)，國際展會(huì)，是外貿(mào)活動(dòng)必不可少的一個(gè)環(huán)節(jié)。

　　想起當(dāng)初是外貿(mào)新手，第一次去會(huì)展的時(shí)候，客人問的問題真是“千奇百怪”，神馬都有!很多時(shí)候自己只會(huì)答“YES” ， “NO”， “Oh, yes no !”別的就不會(huì)說了。

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

　　對(duì)這些問題，一不小心答不好，客人也許就馬上調(diào)頭走人。由于行業(yè)的不同，每個(gè)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(jīng)驗(yàn)。

　　至于細(xì)節(jié)，還得具體問題具體對(duì)待哈。不足之處，請(qǐng)各位大大見諒。 在回答這類常見的“胡亂拉砍”問題的時(shí)候，更多的不是靠對(duì)產(chǎn)品的了解，而是自己個(gè)人的應(yīng)對(duì)能力，以及表達(dá)技巧，如何能答得好，在一兩分鐘之內(nèi)吸引住客人，那么，后面的商談就會(huì)變的更加順利了。

　　這類國際展會(huì)問題有哪些呢?怎么應(yīng)對(duì)才比較好呢?個(gè)人經(jīng)驗(yàn)中，比較常見的有7個(gè)(當(dāng)然還有其它常見的哈)，以下是一些經(jīng)驗(yàn)總結(jié)：

　　4、Quality of B company is much better than yours.(B公司的產(chǎn)品質(zhì)量比你們好很多)

　　Yeah,dear buyer. Comparably.

　　For the quality, our quality is also good, it pass the strict ISO identification with it’s stable performance. It’s quite excellent compare with the average level in today world market.

　　And as you know, except the quality,the price is also very important when you compete to seize the market. For our product, the price is really competitive than other else.

　　In order to have a better propaganda effect and further cooperation, we’ll give you the rock button price to ensure your benefit. I am sure you will be appreciated for it.

　　What’s more, our professional R&D team and service team and provide the integrated service through the whole business, which can put you in the best position to size the market.

　　We promise, you can enjoy not only the excellent quality, but also the preferential price and integrated service in our company.

　　Tips：

　　客人拿出別的公司更好質(zhì)量的產(chǎn)品，我們并不需要一定要從質(zhì)量這個(gè)點(diǎn)去說服客人，硬要說我們的就一定好過你說的那公司(同類產(chǎn)品你不可能保證你就最好，何況如果客戶提及的產(chǎn)品本來就是公認(rèn)的最好呢?)。

　　其實(shí)，只需要揚(yáng)長避短，說明的們的產(chǎn)品質(zhì)量是很好的，即使沒你說的世界第一那么好，但起碼是高水平，有ISO認(rèn)證怎樣怎樣的就行，另外，要突出我們自己的優(yōu)勢(shì)，如：價(jià)錢，服務(wù)等，讓客人信服。這樣的效果會(huì)更好。

　　5、You are not professional, Where is your manager or boss?(你不專業(yè)，你的老板或經(jīng)理在哪里)

　　Sorry to have kept you not understand. Maybe I didn’t express it well just now, please let me explain it to you again clearly.I do really hope to solve it for you.

　　No need,I don’t think you are professional enough.

　　Dear sir/madam, I’ve been trained with details of the product,may I know which point you are confused and I will try my best to make it clear to you in a effective way in order to save your time.

　　No, your title is not enough to solve my problem, ask your manager to come.

　　Dear sir/madam, I do hope to solve your inquire as I am a senior staff in our company.

　　May I kindly know your request and try to help you fit it first? If I can not work it out, I will ask my superior for help.

　　Tips：

　　我相信，只要你表現(xiàn)出足夠的真誠，熱心，和渴望為客人解決問題的責(zé)任. 客戶會(huì)再給你機(jī)會(huì)的，當(dāng)然，如果自己真的很爛，就不要再浪費(fèi)客人時(shí)間了，快叫幫手吧!

　　6、I found the same product as yours at another booth, are you copying their product?(我在另一個(gè)攤位上發(fā)現(xiàn)了和你相同的產(chǎn)品，你是在抄襲他們的產(chǎn)品嗎)

　　Oh? Really? Dear sir/madam, as a STB, maybe the appearances are similar, but infact they are definitely different. And we sure our product is more better.

　　In our company, we has a professional R&D team which can provide you the most suitable and innovative solution with the stable performance.

　　Except that, we can also help to design a unique appearance for you, if you want to make a special expression to your client, it is customized. I’m sure you’ll be satisfied with it.

　　And in order to ensure your benefit,our quantity and price are both quite competitive.

　　In addition with our integrated service and short team lead time, we sure our product is more better than the one you saw just now.

　　Tips：

　　這個(gè)問題可以說是客人的老招了，要怎么招就該怎么招，其實(shí)客人只是在“投石問路”的多。

　　7、You said you could finish the product in 2, why I can’t have one sample even now in 3?(你說你可以在2分鐘內(nèi)完成產(chǎn)品，為什么我現(xiàn)在不能在3分鐘內(nèi)拿到一個(gè)樣品?)

　　Dear sir/madam, sorry to make you not convenient, we need to apologize first.

　　Actually, We already have the product ready for you in 2 to meet your request, but our R&D team just launch out a new arrangement in software aspect to make the system run more stably.

　　In order to help you upgrade to this new arrangement, we delay to deliver. Really sorry about it .

　　But we promise, we will deliver the product to you next week, and we sure the product will be more better than you expect before .

　　Hereby, we apologize again and guarantee it will not be happened again.

　　Tips：

　　延期交貨，其實(shí)也是會(huì)經(jīng)常遇到的一個(gè)情況，我們都知道，外國的客人對(duì)時(shí)間都是很看重的，你不守時(shí)，就是沒信用。搞不好，客人就會(huì)壓價(jià)，要賠償吖，什么麻煩的都來了。

　　遇到這類情況，客人問到了，就一定要真誠道歉，說明具體原因，并且，重點(diǎn)是要說明，延期內(nèi)是為客人做了有價(jià)值的工作的，并給出明確時(shí)間的解決方案，承諾下次不會(huì)再出現(xiàn)類似情況。

　　以上就是整理的一些普遍問題的回答，針對(duì)不同行業(yè)可能還有很多不同問題。做外貿(mào)就要不斷去學(xué)習(xí)，經(jīng)常從客戶的角度想問題，就會(huì)幫助你在給客戶解決問題時(shí)游刃有余。

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