當(dāng)你用非母語跟國外客戶在銷售上的溝通時，特別是在開發(fā)客戶的時候，你都使用什么短語或表述？

下面的這14個神奇短語/表述來自一個擁有十年銷售經(jīng)驗的美國專業(yè)人士，這些詞匯會讓你在開發(fā)潛在客戶時變得事半功倍。因為從你嘴里說出來的每一個字或從你郵件中輸入的每一個單詞，其實都是一個讓別人覺得特別的機(jī)會，如果順利的話，你將主導(dǎo)談話。

另外，這14個Power Phrases可以在很多場景下應(yīng)用（如下），你可以根據(jù)自己的情況進(jìn)行修改和調(diào)整就可以了

外貿(mào)開發(fā)信

cold call

客戶會議

處理異議

認(rèn)識新朋友或潛在客戶

01
14個讓你在開發(fā)潛在客戶時變得事半功倍的神奇短語/表述

I’m not sure if this is for you but..

瞬間建立好奇心，或至少會引來對方的詢問。例子：

I’m not sure if this is for you but we help companies make more sales.

Open Minded

人們都相信自己是一個心胸開闊的人，同時人們往往對自己有更高的評價，而open minded是排在比較靠前的優(yōu)質(zhì)品格之一。例子：

Would you be open minded about giving this a chance?

How open-minded are you about increasing your sales numbers?

How would you feel?

大多數(shù)時候人們都是根據(jù)情感或邏輯來做決定的。人們根據(jù)自己的感覺，要么避免損失，要么努力爭取收益。例子：

How would you feel if you were in complete control of your sales systems?

How would you feel if you were highly successful in selling your services?

Just imagine

研究表明在一個人做決定之前，至少要思考2次。而且我們總是習(xí)慣想象自己在做出決定后的樣子或場景。請記住：人們是用情感來購買，但用邏輯來證明（We buy using emotions but justify it with logic）。例子：

Just imagine you on a holiday but your business is getting high quality leads based on organic ranking

Just imagine, you had a strong pipeline and had complete control of your sales numbers.

I’m guessing you haven’t got around to ..

通過提出消極的場景，來讓人們回到積極的場景。例子：

I m guessing you haven’t got around to looking at those documents.

I’m guessing you haven’t got around to making a decision yet?

What questions do you have for me?

這句話取代了無聊的 any questions，鼓勵對方進(jìn)行提問。讓潛在客戶有一種感覺，即：他們才是購買過程的真正掌控者。

先說：As I see it you have three options… 再說：what is going to be easier for you?

你要做的是關(guān)注他們的購買過程，而不是你的銷售過程。研究證明，這句話把重點其實是放在決策上的，另外，當(dāng)一個人有選擇的時候，總是感覺很放松和舒服。

再有就是，”three”是個神奇的數(shù)字，很讓人容易聽到和記住。例子：

As I see it, you have 3 options to choose from, our auditing, consulting, and coaching services. What is going to be easier for you?

先說：There are 2 types of people in this world… 再說：I bet you are a bit like me…

這是一句非常有分量的話，可以用來促進(jìn)決策過程。當(dāng)選擇是兩個極端的時候，決策就會變得更容易。

當(dāng)你說完之后就開始沉默不語，讓對方說話。你其實是用了一種非爭議性的方式幫助客戶看清一些東西。例子：

There are two types of people in this world, one who resist change and the second who would learn something new and want to see results. And I bet you are a bit like me.

If… Then…

作為客戶，他們想要的只是一個保證，保證他們所做的事情是正確的。而這句話正是為了這個目的。例子：

If you sign up now then I promise you will be happy to have taken a bold decision.

先說：The good news is… 再說：what most people…

在決策的時候，潛在客戶需要知道他們不是一個人在做這件事，還有其他人也在做。

銷售過程其實是一個心理游戲，你應(yīng)該讓他們在做決定的時候感覺不是被催促的，你一定要不急不躁。例子：

The good news is that you are not alone. What most people do is start with a small sales auditing project and then move up to consulting.

Most people in your circumstances would grab this opportunity. The good news is there is no risk.

What happens next is …

與其問對方想要什么，不如引導(dǎo)他們進(jìn)入接下來應(yīng)該發(fā)生的事情，流暢地引導(dǎo)到你想要的結(jié)果。例子：

What happens next is that we will email you a standard NDA and an agreement copy. Please go over and send it back.

Just out of curiosity… 加上 what makes you say that…

提出問題意味著控制場面。所以當(dāng)出現(xiàn)分歧或反對意見的時候，你可以用問題來回敬它?？蛻糸_發(fā)也是一種控制，你永遠(yuǎn)不要放手。

一個成功的談判者，就是一個可以提出好問題的人。引發(fā)問題，并以問題回報，挑戰(zhàn)他們的現(xiàn)狀。例子：

Just out of curiosity, what is it in specific that you need to make up your mind? What makes you say that we are expensive?

Just out of curiosity how much time is needed to arrive at a decision?

If I can… then will you…?

當(dāng)客戶告訴你他們不能做出決定的原因時（也許是價格或者風(fēng)險太大），這句話帶來了一個解決方案，并表明你愿意與他們合作。例子：

If I can reduce the price will you sign the order today?

If I can start small, will you be able to convince your partner, right now?

Could you do me a small favor?

當(dāng)有人感謝你的服務(wù)或你的時間，這就是一個機(jī)會來臨的信號，因為這是你的“推薦時間 Referral Time”，你可以說：

Could you do me a small favor?—?would you know the guys who run a similar app development in your building?

Could you do me a small favor?—?would you help me meet Mr. X tomorrow at the seminar?

然后你就沉默，讓他們說話?；蛟S對客戶來說那個幫忙是很容易的，但對于來說就是非常重要和有價值的了。

02
客戶開發(fā)需要大量實踐

希望你能把上面這些短語跟你的朋友、同事、客戶進(jìn)行練習(xí)，并把它帶入你的表達(dá)習(xí)慣中，Magic words在大多數(shù)時候?qū)Υ蠖鄶?shù)人都有效。

不要小看這些日積月累的小改變，這將在在以后的日子里收獲很大的效果，另外，紅板磚還有很多類似這篇文章的高質(zhì)量內(nèi)容，如果對外貿(mào)英語或Buniess English感興趣，可以去閱讀這些文章：https://hongbanzhuan.com/tag/english-for-foreign-trade/

原文鏈接: https://hongbanzhuan.com/15-magical-phrases/?轉(zhuǎn)載請務(wù)必加上這個鏈接！