同样是做外贸，为什么有人越做越轻松，有人却一直原地踏步？
自己真正走上管理岗才发现，业务员和业务员之间的差距，远比肉眼看到的大得多。
有的业务员，连基础流程、产品知识、报价逻辑都没理清，每天忙忙碌碌却不出结果；而有的业务员，从询盘回复、商务谈判、精准报价到客户跟进，全程滴水不漏，步步踩在关键点上。
同样是做外贸，为什么有人越做越轻松、客户源源不断，有人却一直原地踏步？这篇就带你看看，那些真正厉害的外贸业务员，到底是怎么工作的。
一、当客户问价格是多少?
询盘杀手:
“$50/pc”
普通业务员:
$50/pc. Would you please confrm how would you like to ship the goods so that i can Quote you the shipping cost ?
50美元/件。请确认您希望以何种方式运送货物，以便我向您报价运费。
✨ 高阶业务员:
$50/pc, There are 2 options for the shipping cost.
Option 1: Ship by Air DDP, the shipping cost is $697 door to door delivery including tax, around 12-15 days. So the total cost including shipping by Air DDP is : $xx+$697=$xxx
Option 2: Ship by sea DDP, the shipping cost is $158, door to door delivery including tax, around 35-45days. So the total cost including shipping by Sea DDP is: $xx+$158=$xxx
It would take around 12-15 days to finish the production after we confirm the order.
We can accept the payment through Alibaba Trade Assurance (2% extra Ali cost),TT(2% extra for each payment)
As long as you can confirm the order, then I will draft a PI with order details for your reference.
单价为 50 美元 / 件，运费提供两种方案供您选择：
● 方案 1：空运 DDP（含税送货上门）运费：697 美元，时效约 12–15 天总费用 = 产品费用 + 697 美元
● 方案 2：海运 DDP（含税送货上门）运费：158 美元，时效约 35–45 天总费用 = 产品费用 + 158 美元
订单确认后，生产周期约为 12–15 天。
付款方式我们支持：
- 阿里巴巴贸易保障（另加 2% 手续费）
- TT 电汇（另加 2% 手续费）
您确认订单后，我会立刻为您制作形式发票 PI，标注详细订单信息供您核对。
二、当客户主动中断沟通怎么办?
询盘杀手:
客户不回我，我也不回他。
普通业务员:
1.Waiting for your goods good news.
2.If you still have any questions pleasure feel free to contact me.
1.等待你的货物好消息。2.如果你还有任何问题，请随时与我联系。
✨ 高阶业务员:
Dear xxx,Thank you very much for you kind reply.Sure i can totally understand,as your professional and responsible sales. I have to sit now . It is a very important time for both of us.If you still have some other difficulties or concerns before ordering, please share them with me so that I can offer you the help with my professional knowledge and experience. I do believe I should have something that you probably need from.Sure, we are open to any suggestion which would help us to move the order forward.Looking forward to your kind reply.Best RegardsYour meggie
三、客户报价后不回复怎么办?
普通业务员:
两个极端: 要不就是置之不理、要不就是狂轰滥炸。
✨ 高阶业务员:
1. 一般来说，2-3天没有动静可以先询问是否有收到报价，可能报价没有顺利送达邮箱，或者客户可能无意错过email了。
Hi Namel.Do you venture to ask, send your quotation received ? Does our product meet your needs? Is there any place to be modified ? We accept your private customization and can also send samples free of charge. Please contact me anytime!
2. 如果是有已读回执，但是还是未回复。可以先常规跟进，发下提醒或者再次友好跟进下，跟进尽量简单扼要。
Hi Namel,The quality and price of our products are the highest in the industry. If your quantity demand is large enough, we will submit a more favorable price. Welcome to email at any time
3. 二次跟进可以安排在3-5天后。如果客户还是无回应，可以试试从社媒互动开始。并且有新品，活动，节日，发给他信息/节日祝福，在他面前刷存在感，直到他对你慢慢加深印象。有时候当他的供应链出现问题，你的机会就来了。
怎么和客户谈判双方都满意?
✨ 高阶业务员:
1. 让客户感觉被特别对待。
客户砍价，很多时候真不是差那点钱，就是想要占到便宜的感觉。谈判能不能成，核心就在这：既要让客户得到成就感，又要让他觉得被特殊对待、被重视，而不是你随便就松口。
“You have received the best discount so far, please keep it a secret for us, otherwise we will be in trouble. (您收到了迄今为止最好的折扣，请帮我们保密，否则我们就有麻烦了。)
2. 态度让大步，利益让小步。
其实很多客户要的，从来不是你一味降价，而是被重视、被尊重的态度。所以外贸谈判里，一定要学会：态度上极度配合、诚恳、好说话，但价格上守住底线、讲明难处。让客户觉得你人靠谱、愿意配合，只是成本摆在那里，确实没办法再让步。
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“We treasure you much as a very valuable customer, and we surely will make our best efforts to keep you always satisfied. Regarding the price, I will apply from our General Manager and give you the best special price. “
“我们非常珍惜您这个非常有价值的客户，我们一定会尽最大努力让您始终满意。关于价格，我会向我们的总经理申请，给你最优惠的价格。”
“Our GM knows you are a very important customer, and agrees to give you 5% special discount. You know you are the only one receive this special discount. ”
“我们的总经理知道您是非常重要的客户，同意给您5%的特别折扣。您知道您是唯一享受此特别折扣的人。”
“I sincerely hope that we will have a very successful co-operation soon. Please be sure 5% is really our best price. You know, recently the cost in China has grown up much, like XXX material has gone up 30%, labor cost increase 30% every year, plus the exchange rate. Though cost went up much, we have kept our price stable for our customers for years. It is very likely that we will have to adjust our price early next year. ”
我真心期待我们能尽快达成一次顺利愉快的合作。也请您理解，5% 已经是我们目前能给到的最大让步了。
您也知道，近期国内各项成本都在大幅上涨：像 XXX 原材料涨幅已达 30%，人工成本每年也在以近 30% 的速度上升，再加上汇率波动的影响。即便成本压力巨大，我们这几年还是一直尽力为老客户维持价格稳定。但到明年年初，我们大概率将不得不全面调整价格。
希望您能理解我们的难处，一起促成这次合作。
