外贸销冠说：“我卖的不仅是产品，更是情绪价值！”

做外贸，不仅是在卖“产品”，更是在卖“情绪价值”，你赞同吗？让客户对你产生“回一下邮件也不亏”的感觉，才能增强客户粘性，提高成交概率。

今天分享一些在常见的外贸场景下，利用语言话术的艺术，给客户提供足够的情绪价值。

一：当客户问产品质量如何？

外贸小白：

The Quality of our product is absolutely the best in the market.

产品质量是市场上最好的。

外贸销冠：

1.The Quality of the products is what you ending up seeing with your own eyes, before we cooperate, no matter how much l praise our Quality, that's something that hasn't happened yet.

产品的质量最终还是要靠您亲眼所见。在我们合作之前，无论我们如何夸赞产品的质量，那都只是尚未证实的说辞。

2.Next you can use it to see, what you see and use in person is true.

接下来您可以用一段时间看看，您亲眼所见和亲身体验才是真的。

二：当客户说价格太贵

外贸小白：

This is last price.

我的报价已经是最低的了。

外贸销冠：

3.Could you please advise your budget？So we can see if there is any other solutions for you.

能否告知你的预算，我看看还有没有其他方案。

4.You can always find the lower price but quality is definitely different.

你永远可以找到更低的价格，但质量肯定不一样。

5.Besides price, what other reasons do you have for not moving forward with this currently?

我完全了解你的意思，但除却价格，还有其他因素影响到这个订单的进展吗?

6.Different prices represent different qualities. Expensive goods may not suit you, but cheap ones may not be good enough. What suits you best is what matters.

不同的价格代表不同的品质。贵的可能不适合你，便宜的也不一定好，适合你的才是重要的。

补充知识：

1.客户砍价你就慌？学会递进拆解法轻松应对！

2.客户说价格高要优惠，如何回复并引导成交？

三：当无法给客户再降价时

外贸小白：

I'm sorry, but the price can't be lower.

抱歉，价格不能再低了。

外贸销冠：

7.As you know the market is so competitive, we won't give you higher price. We look forward to long-term cooperation.

如您所知，现在市场竞争这么激烈，我们不会报给您高于市场价的价格，因为我们希望能够长期合作。

8.Value-for-money means considering service，details, expertise results, and after-sales support rather than simply saying “the price is low”.

物有所值，是从服务、细节、专业、结果、售后支持等方面考虑，而不是简单的说“价格低”。

9.The market is competitive, l believe no any supplier sells same Quality product the price is cheaper than others.

市场竞争这么激烈，我相信同等质量的产品没有供应商报价比我们低。

补充知识：

1.客户说价格高的时候，真的就只是为了降价吗？

2.怎么拒绝客户的降价要求？优秀外贸人这样解决！

四：当客户说再考虑一下

外贸小白：

No problem, you can take some time to consider it. I'm waiting for your message.

没问题，你可以考虑下，等您的消息。

外贸销冠：

10.I totally understand your concerns. When it comes to selecting products, it's important to be caution and deliberate as you are.

我完全能够理解您的顾虑，我认为选择产品应该和您一样谨慎。

11.That's the kind of thing I would do too. We've just helped a client with a similar need, happy to share the experience.

如果是我，我也会这么做。我们刚好服务了一个需求类似的客户，我可以分享一下经验供您参考。

补充知识：

1.外贸人与客户的沟通谈判中，如何踢好临门一脚顺利成单？

2.客户说“It’s not a good time to buy”怎么继续跟进？

五：当客户迟迟不下单

外贸小白：

Excuse me, are you still planning to purchase wigs?

打扰一下，请问您还要采购假发吗？

外贸销冠:

12.I haven't heard back from you since last follow-up. I have to assume there might be some issues on our business relationship. Please let me know if l can be of any help.

上次跟进后便没有收到你的回复，我猜想我们合作上可能出现什么问题了。请告知我这边需要做些什么。

13.Don't you want the product you asked before? Our company has a discount for new customers who place an order for the first time.

您之前询问过的产品不需要了吗? 我们公司针对初//次下订单的新客户有折//扣//优//惠。

14.Let me know if there’s anything unclear or if you'd like any adjustments. Take your time, just here whenever you need me!

如果哪里不清楚，或者需要修改的地方，尽管告诉我~您慢慢来，我一直在这儿，随时为您服务！

补充知识：

1.为什么谈的很好的客户却迟迟不下订单？

2.你缺的不是客户，而是跟进客户的能力！

六：当客户说已经有供应商了

外贸小白：

Sorry to bother you.

抱歉，打扰您了。

外贸销冠：

15.I know your current have a good supplier for xxx. We are also good in china, you can regard us as a plan-Bsuppliers, and now ... ,if you have problem with your current suppliers, you can try to consider us.

我知道您目前有一个不错的供应商。我们在中国也非常不错，您可以把我们作为备选，目前…如果您的现有供应商出现问题，您可以考虑我们。

16.Many companies now have many alternative suppliers toimprove their company's ability to resist risks.

现在很多公司都有备选供应商，来加强公司应对危机的能力。

补充知识：

1.我用4封邮件撬走了一个同行的大客户(内容解密)

2.从备胎到成交！我用三招取代同行拿下了行业内的大客户

3.已经有稳定供应商的国外客户怎么开发？

七：当老客户许久没再下单

外贸小白：

Sorry to bother you. May I ask if you have any need to purchase wigs recently?

抱歉，打扰您了。想问下你最近是否有采购假发的需求？

外贸销冠：

17.It’s been a pleasure working with you over the past year, and I hope everything is going well on your end. How’s the market recently? If there’s anything new or any challenges, I’d be happy to assist!

过去一年与您合作非常愉快，希望您那边一切顺利。最近市场情况如何？如果有任何新动态或遇到什么挑战，我很乐意帮忙！

18.Hi [Name], I know the market has been quite dynamic lately. I hope everything is going well on your end. We truly value our long-term partnership, so please don't hesitate to reach out if any new needs arise or if there's anything we can adjust to better support you. Let's keep in touch!

你好，[名字]，我知道最近市场变化很快。希望您那边一切顺利。我们非常重视我们长期的合作关系，所以如果您有任何新的需求，或者我们需要调整些什么以更好地支持您，请随时联系我们。我们保持联系！

补充知识：

1.“差异化”才能让你在竞争中赢得订单！

八：当客户下单后

外贸小白：

不及时进行服务性跟进。

外贸销冠：

19.I will focus on your order and production status, and I will let you know if there is any progress.

我会注意您的订单和生产情况，有进展我会通知您。

20.Trust is precious. You choose to trust me, and I will not disappoint you.

信任是宝贵的，你选择信赖我，我不会让你失望的。

补充知识：

1.如何成为外贸Top sales？做好这些细节很重要！

2.成为Top Sales的实战指南！当老板后，我的一些经验与分享