外贸展会探寻客户需求解除客户抗拒-问句集锦.docVIP

探寻客户需求 与 解除客户抗拒 问句集锦 May I ask you a question? 展会上探寻客户需求金句 探寻需求 探寻客户背景问题 Which country do you come from? How long have you been in furniture industry? 除了通过名片，也可通过询问May I ask how many people are you coming together? What are you in charge of? 同行人数较多时，询问客户主要负责哪些方面，从而判断出决策人是谁 What’s the range of your products? What’s the percentage of leather sofa (or fabric sofa)? What’s the positioning of your products, economic, medium or high-end? What’s your sales network? How do you distribute your products?/ Are you a retailer or wholesaler? Are you looking for some specific products from this exhibition? What kind of products are you looking for this time? 探寻客户规模、业务模式 Are you retailer or distributor (wholesaler)? 若是Retailer，可再次询问： How many stores do you have? / Where’s the store? / What’s the average size? (可推算客户规模和实力) How many leather (fabric) sofas do you display in your store? (可推算客户皮沙发or布沙发的出样率) What’s the range of your products? What’s the percentage of leather sofa (or fabric sofa)? What’s your sales volume per month? How many containers are you buying per month? 若是Distributor，可询问： How many dealers do you have? / Which furniture show do you participate? What type of furniture are you selling, contemporary or traditional? May I ask how many containers are you buying per month? What’s the sales turnover for leather sofa per year? 有关竞争对手的信息 -So, you buy from China? (若回答是yes) -May I ask who your suppliers are? 若未听说过，可委婉地问Where do they locate? -若客户提到了一些与当前采购遇到的一些问题，可问 Are you saying there is some unsatisfactory / troubles about your cooperation? -What’s the problem /trouble about the quality/leather/delivery/seating? （从多方面深入发掘客户的不满意） 探寻客户销售旺季 Could you tell me when your promotion/peak season is? What do you usually do prepare for the season/promotion? 激发和确认客户需求 案例： Are you looking for new models? （If yes.） Which one do you prefer, leather or fabric? If the customer chooses leather, As you can see, our Leather Collection is ……（边介绍边展示沙发的卖点） May I know which one do you