ins买粉 外贸业务员与外商交流时的注意事项

kapoklog Logistics：外贸业务员与外商交流时的注意事项

销售人员在和客户的沟通过程中，不仅要使用文明的语言、保持谦和的态度以外，且在沟通和谈话的方式方法上，还需要注意一些细节性问题。盛顺物流根据多年客户经验反馈总结了一下，外贸业务员在和客户谈话时，应该禁忌以下其中说话方式：

(一)不要一言不发，外贸业务员在与客户交谈时一样不发，会使交谈变相地冷场，导致不良的后果。在客户侃侃而谈的过程中，自己始终保持沉默，会被视为对客户所谈的话不感兴趣。本来双方洽谈甚欢，一方突然打住，会被理解成对对方抗议，或对话题感到厌倦。所以，一旦碰上无意之中所出现的交谈暂停，销售人员一定要想办法尽快地引出新话题，或转移旧话题，以激发客户的谈话情绪。

（1） Don't say nothing. Foreign trade salesmen don't say anything when talking to customers, which will make the conversation cold in disguise and lead to adverse consequences. In the process of customers talking, if they keep silent, they will be regarded as not interested in what customers say. Originally, the two sides had a good discussion. If one party suddenly stops, it will be understood as protesting against the other party or getting tired of the topic. Therefore, once there is an unintentional pause in the conversation, the salesperson must find a way to lead to new topics or change old topics as soon as possible, so as to stimulate the customer's conversation mood.

(二)不要打断客户讲话。很多业务员会在客户讲话的过程中，自己突然插上一句，打断客户的话。销售人员在一般情况下，都不应该打断客户讲话，从中插上一嘴，这样会喧宾夺主、不尊重客户。如果确实想对客户所说的话表达自己的不同见解，也需要静待客户把话讲完。如果打算对客户所说的话加以补充，应先征得客户的同意，先说明“请允许我补充一点”，然后再“插”进来。不过“插嘴”时间不宜过长、次数不宜过多，免得打断客户的思路。有急事打断客户的谈话时，要先讲一句“对不起”。

(三)说话要文明，说话不文明，满口都是“脏、乱、差”的语言，给人的印象想当然不会好到那里去，这是作为一个有素质的销售人员是要禁忌的。

(四)不要油腔滑调。谈吐幽默是一种高尚的教养。在适当的情境中，使用幽默的语言讲话，可以使人们摆脱拘束不安的感觉，变得轻松而愉快。此外，它兼具使人获得审美快感、批评和讽刺等多重作用。然而幽默也需要区分场合与对象，需要顾及自己的身份。要是到处都“幽他一默”，就有可能“沦落”为油腔滑调，从而招致客户的反感。

少说些废话，不要耍穷嘴。所谓穷嘴，就是爱多说些废话，爱开玩笑。喜欢耍穷嘴的人，总是拿顾客来调侃，取笑，挖苦一通。并非无话可说，话头一起絮絮叨叨；耍穷嘴的人，既看不起，又讨厌。

(六)不争辩，不“争嘴”。所谓的“争嘴”，就是喜欢跟别人争辩，喜欢强词夺理。他们自以为“真理永远在自己手中”，自己永远正确。爱“争嘴”的销售人员，“没理争三分，得理不让人”，这种人不受客户的欢迎。

(七)不要打破砂锅问到底。每个客户都有自己的隐私，当客户有意回避不谈时，作为销售人员不该再“打破沙锅问到底”，每个人都有自己的短处，都不乐意将之展示于人，所以不应该在交谈时“哪壶不开提哪壶”。俗话说：“良言一句三冬暖，恶语伤人六月寒。”其口似刀的人，处处树敌，时时开战，触犯了生意人“和气生财”之大忌，终将会因自己的缺点酿成不良的后果。

（7） Don't break the casserole and ask to the end. Every customer has his own privacy. When the customer deliberately avoids talking, as a salesperson, he should not "break the casserole and ask to the end". Everyone has his own shortcomings and is not willing to show them to others. Therefore, he should not "mention which pot does not open" during the conversation. As the saying goes: "a good word is warm in winter, and a bad word hurts people in June." People with a mouth like a knife make enemies everywhere and go to war from time to time, which violates the great taboo of businessmen of "harmony makes money", and will eventually lead to adverse consequences due to their own shortcomings.

2018.6.22