干货 | 企业参加国际展会问题及对策（上）

  无论从事什么行业，国际展会，是外贸活动必不可少的一个环节。

  想起当初是外贸新手，第一次去会展的时候，客人问的问题真是“千奇百怪”，神马都有!很多时候自己只会答“YES” ， “NO”， “Oh, yes no !”别的就不会说了。

  在国际展会上，除了一些与产品相关的专业问题以外。有时候客人也会问一下比较“挑剔”一点的问题，这类问题往往不是对产品方面的，而是客户有意或者无意投出来试你的。

  对这些问题，一不小心答不好，客人也许就马上调头走人。由于行业的不同，每个人所遇到的问题也是各不相同的，所以这里只谈一些具有一般共同性的情况，浅谈一下自己的经验。

  至于细节，还得具体问题具体对待哈。不足之处，请各位大大见谅。 在回答这类常见的“胡乱拉砍”问题的时候，更多的不是靠对产品的了解，而是自己个人的应对能力，以及表达技巧，如何能答得好，在一两分钟之内吸引住客人，那么，后面的商谈就会变的更加顺利了。

  这类国际展会问题有哪些呢?怎么应对才比较好呢?个人经验中，比较常见的有7个(当然还有其它常见的哈)，以下是一些经验总结：

  1、Your price is too high !(你们的价格太高了)

  我：Dear buyer, the exiting price just for reference, may I know the quantity that you want to purchase?

  More than you expect.

  Great! May I kindly know the specific amount in your order, please?

  30thousand.

  Got it.Base on your order the price is negotiable. Base on your demand, We can give you a preferential price as the loyal client, and we’ll arrange the price to be $#*// FOB as the first deal.

  It’s still very expensive for me.

  Dear sir/madam, this price is base on the superior performance which the receiverhaving. We ensure you get what you pay.

  Frankly speaking, in order to have abetter propaganda effect in this exhibition, this price is our rock buttonprice already.

  Otherwise, we earn no benefit and will lose the cost unless you can increase your order.

  I know your function is Okay, this is the reason why I want to choose you guy, but you know, the price should be also competitive. Can you make a little more discount for me?

  Sure,sir/madam. The price should be competitive, and it had already been compare with the average lever of the international market.

  Likewise, except the superiorfunction, as the first order of you, our professional R&D team will designand create a most suitable solution for your market require.

  What’s more, our products arecustomized, you will find out both of our prices and configurations are to thetaste of your market.

  So, you will enjoy the best productand service on the price you pay. It’s definitely worth.

  Tips：

  一定要先知道客人的数量, 注意转移焦点的战术，将客人的注意力转移到其它方面去说，如质量，服务，去说服客人。

  如果不行，可尝试建议客人降低配置以减少成本，或者换另一款产品介绍给客人。如果客人还insist bargain，先留电，以后慢慢磨。

  2、I can’t find my needed product from your roadmap.(我在你的路线图上找不到我需要的产品)

  Dear buyer, as a show, we can not bring all the product in one time, we apologize for it first.

  The exiting produce which have being shown just a part of them . Actually, we have various product and we ensure there’re some will fit you.

  Likewise, we have a professional R&S team which can provide an innovative model depend on your details requirement. In addition, the research period isshort and the effect is excellent.

  May I kindly know what kind of modle you expect to have?

  Tips：

  要说到客人信服：我们一定有，而且即使没，也有强大的科研实力为你做出来!

  3、I never heard about your company!(我从来没有听说你们公司)

  Really? It’s my great honor to introduce our company to you.

  We #*!// Company started business in 2004. With headquarter in Zhuhai and sub-office in Hong Kong and Shenzhen.

  With around 1 million produce exported every month, we gain a foremost standing to serve our loyal clients in the markets of Europe, Middle East, Latin America, North Africa and Australia.

  We have various kinds of product, normally they can be divided into 4 kinds: One, Two, Three, Four.

  And also we have a professional R&S team which can provide an innovative model depend on your details requirement.

  In addition, the research period is short and the effect is excellent.

  After all these years of struggle and hard work, we have become one of the leading company for #*// production,manufacture and export in China.

  Now, may I kindly know what kind of receiver you expect to have?

  Tips：

  除非你在500强的大公司工作，不然，还真的有客人会问这个问题!初听起来，觉得这也太嚣张了吧?!心里一愤，一惊，或者一乱，就开始乱说一通了。

  更有的人，说急了就掏出名片，告诉客人：“上我司的网站查一下，你就知道哈”......，客人都在自己面前了，还不抓住机会，让客人回家去看网站。

  其实，介绍自己的公司只要突出几个重点就可以了：如公司名，规模，市场分布，生产能力，产品类型，科研创新能力等。能在一两个点上吸引到客人就行。

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