展览会实用口语
展览会实用口语-专题培训
Made by Jayz
看客人胸牌后直呼其名。比如：HI，JOHN.然后介绍自己，My name is Jayz or I am Jayz都可以。Nice to meet you.
手上拿着公司的目录资料或者小礼品，It`s our new catalogue(free gifts) for you.
在客人翻阅你的目录的资料的同时，注意观察他是哪个国家的，趁机寻找话题。OH, you are from unite state, I like it very much, also I have a lot of clients over there. I hope you can be the next one。 比如你跟美国哪个公司合作的话，你可以问问你的客户知不知道那个公司，这有2个好处。如果客户知道他会告诉你，那个公司做得不错，那你也有面子，而且你间接的了解了你的客户。如果客户说没听过，那可能名气不大，就马上转话题。
接下来可以发问，比如 Which item you are interested in? Let me show you our new items.
What the price for XXX model? What`s your MOQ?你的产品单价和起订量多少。回答可以Price on moq is FOB or EXW XXX USD.
What`s the material of product made from?用什么材料做的。What`s the warranty? 质量保证时间有多久? What`s the logo position for this model? 印刷位置在哪?What`s the function of the unit? 产品功能有哪些？这个只要说一些SPEC就可以了。
在客人问完你的一些问题以后，要和客人进行一些互动，比如说 How do you think about my price?你觉得我的价格怎么样？从而探探客人对你的感觉怎么样或者他专不专业。如果他说 Your price is not bad.那说明你的价钱还是有一些竞争力的。你可以继续发问Have you ever purchase those items before?你之前有没有采购过那些产品。如果他说Yeah, we have some models on our website or catalogue, also we bought from others factories.那么你有机会了，这个信号说明了他是一个潜在的买家。接下来你可以继续发问，Will you consider to fill in our company in your supplier list?或者Will you consider to increase a new supplier in this year, I want to know whether my price is in competitive. If not, let me know just, I will discuss with my boss to get some space because we really don`t want to lose a good customer. 剩下的牛逼随便吹了啊比如说 My boss always got very good concept to work with oversea customers. We are not focus on shortly profits only, we prefer to build up new relationship and business in competitive price. We can even provide our bottom price. 来吸引客户。还可以说说各自公司的历史，有什么特色，因为如果老外对你感兴趣了的话，那后面的话题可以扯得比较远。非常顺利的扯一些客户的信息，比如 Do you any buying office in China mainland or HK? Do you have any buying agencies in China mainland or HK? 如果客人说有的话，那么恭喜你客户具有一定实力。如果客户说没有的话？你接着可以问，比如说 So did you contr
ol the mass production quality, do you have inspector here? 有的客人会说 We use the third party inspection company,或者 we never did inspection before shipment.这个有助于你去记录客户的质量啊各方面的等级。也可以判断客户的实力。顺便可以问问客户的BUSINESS TYPE。Pls help me to fill in your business type (参照设计的FAIR RECORD) 如果对方是IMPORTER或者DISTRIBUTORS，你又可以继续发问。What`s your main supplier`s type? Manufactory, trading company or buying/inspection agency? 这里面又分3种情况。1.Manufactory客户和工厂合作,如果你是工厂的话可以说，It`s great! We are original manufactory, we can have chance to work together. 如果是你是贸易公司的话你可以这么说，I know after 2008 economy storm a lot of clients start to cooperate with manufactory in order to reduce their original cost. Actually factory can provide low price and competitive price. But stand on the position of the trading company, trading company provide better service, payment terms and quality control. We always carry full responsibility for our clients. It did not mean our price is not in competitive, we always offer more valued couple solutions. So those valued increased service can not be instead of by simple factory price advantage So, I hope can consider more on that.如果是你AGENCY那不扯了，你和客户的关系最铁。PAYMENT TERMS,LOW COMMISSION都是你的优势。2.trading company客户和贸易公司合作.如是你是工厂的话你可以这么说。I know a lot of big customers like to cooperate with trading company as they can provide a few better services. Customers always choose to cooperate with them because the guys in trading company got very good communication with customer. They really understand what customer really wanted. But now the status has already changed, factory people also has got their excellence concept, factory began to focus on providing service, to offer more add valued services, also the sales in factory become more and more professional. The most important advantage for us is we can provide the competitive price, our price can beat all the trading company in same product series. So why don`t you give us to support a lot? 如果你是贸易公司，正好对口。你可以这么说。I really appreciate for your greatest support, we are always being your best partner behind you.3如果是代理的话还是一样解释，不多做评论。
如果客人对的报的价钱并不感兴趣的话比如 Your price is not in competitive.或者Your price is so high.这个时候需要如何回答。比如Oh, sorry my dear friend. The price only our middle price for fair. I prefer to match the price again with your details request, can you give me your all details request. Then I will talk to my boss and figure out the new good price later.或者你可以这么说 My dear friend, you can`t only judge my price from basic quote. I believe yo
u can got lower price from other companies, but I need to explain something. Our company focus more on better material, quality control, warranty. We can`t do lowest price and use worst material because we always related with our clients. We can`t broken our brand also my customer`s brand. Anyway there is always a lot of standard on the market, if my customer still insist on the lowest price, we also can provide that standard, and will inform to our customer for all of that. I think you are a good buyer, so I just offer a middle price and I think your quality standard also not low.恭维一下客户，同时也是提醒客户你不是烂客户只注重价格。从总体的谈话过程中牢牢的把握好节奏，引导客户发问是尤其的关键，当客户态度好转以后，开始问一些常规的问题来了解客户的背景资料。7、客户有权利问你很多问题，其实你也是有权利问客户的：下列问题你可是试着问问看，对你了解客户好处多多：
How can you evaluate your suppliers? 很多客户不愿意直接回答你，因为确实太难了，你可以补充一句, just generally speaking, not the detailed principles.
What's your purchasing plan for next season?
假如是零售商：How many stores does your company have?
假如是中间商：Do you distribute your goods only in your domestic market? Or in the whole world? Which country is your biggest market? (不能直接问谁是你最大的客户，这样太敏感了。）8、在展览会最后一两天的时候，你可以问： What do you think how about the trade show? Did you find everything which you need exactly? 你问这种问题很容易可以从客户那里得到你们整个行业的情况，客户的观点对你是很有价值的。同时，你也间接的问客户了客户还有什么东西没有找到，说不定你可以帮上客户的忙，假如你刚好也有这种产品的话，客户也会把定单下到你这 里。