与老外客户沟通的十大技巧

　　We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 50,000,000,000,000/units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line. just let me know how I can create value.
　　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 Europe? 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 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。
　　9.跟客户介绍的时候，不要总是说, Our quality is very good. 展位上面大家时间都不多。不要说一些客人没有办法衡量的话，怎么样才叫好呢？大公司的买家基本上都是至少大学学历，很多都受过专门的采购培训，他们内部有一套定量的评估体系的。所以，最好是用你本行业的定量术语来表达，假如本行业没有定量术语，就直接说，We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. 这个XXXX公司最好是客户应该知道的，和客户差不多同类档次的，或者高一点点，不要高太多的。否则要误解的。
　　10.其实，大公司的买手最关心的不是price, quality, 而是: reliability. 差不多的商品，买手从不同的供应商购买，价格有点小差距，国外的公司是可以接受的。但是，买手找的供应商出问题的话，那问题就大了，欧洲还好一点，美国可以马上就走人。所以，我们假如能站在客户的角度考虑问题，要让买手觉得你在所有的供应商里面，你是最reliable的，包括质量，价格，长期供货能力等等。
　　总之，你是在和客户沟通，而不是被审问。一定要interactive。