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文章对比客户拜访中老客户与新客户的两套面谈话术。老客户话术以关系维护为主线，覆盖问候致谢、业绩售后回顾、投诉分析、合作深化与收尾。新客户话术侧重开发，包含自我介绍、未下单原因沟通、对接决策人与工厂产品介绍。

一：老客户面谈话术

卖家拜访老客户时，话术以维护关系、深化合作为主线，通常按以下顺序推进。

1. 问候致谢。Hey, Mike. It's great to see you again. Thank you very much for your longstanding support. We're thrilled to have such a positive business relationship with you. 嗨，迈克。很高兴再次见到你。非常感谢你长久以来的支持。我们非常高兴与你建立如此积极的业务关系。

2. 回顾业绩与售后。Here is the sales report for our business from 2015 to 2019. The quantity has remained at 2 million for five years. 这是我们从2015年到2019年的业务销售报告。销售数量在过去五年里一直保持在200万。

3. 分析投诉记录。This is a complaint form. There have been five claims reported from 2015 to 2019. 这是一份投诉表格。从2015年到2019年有五起投诉记录。

4. 探讨合作深化。We are here to discuss with you how to improve our business. 我们本次来是想讨论如何提升我们的业务。

5. 友好收尾。Thank you for taking the time to discuss our deepening cooperation. I look forward to our future collaboration. Wishing you all the best. 感谢你抽出时间讨论我们深度合作的事情。我期待着我们未来的合作。祝你一切顺利。

二：新客户面谈话术

卖家顺路拜访新客户时，话术以建立认知、推动订单为主线，需了解以下要点。

1. 问候与自我介绍。I'm Mia, the sales manager at Golden Auto Parts. It's nice to meet you here. 我是米亚，谷德汽车配件部门的销售经理。很高兴在这里见到你。

2. 沟通未下单原因。It's been a while since we first discussed our product, but we haven't received any orders from you yet. We would appreciate it if you could let us know the reasons for this. 自我们第一次谈论我们的产品已经有一段时间了，但是我们还没有收到你的订单。如果你能告诉我们原因，我们将不胜感激。

3. 对接决策人。It took us a long time to come here to discuss our business. We hope to meet with your manager. Could you please help us by asking your manager to come and talk with us? 我们花了很长时间来到这里讨论我们的业务。我们希望能见到你们的经理。你能帮我们请你们的经理过来和我们谈谈吗？

4. 介绍工厂与产品。当面介绍自家工厂实力与产品价值，可配合 PPT 与样品进行展示，让新客户直观了解供货能力。