跨境卖家要分清潜在买家礼貌性的回答和真实的购买信号,与模棱两可的表达方式不同。下面的两个问题和陈述通常来自非常感兴趣或准备采取行动的买家。
1、提出与价格相关的问题
与价格或折扣有关的问题有两种:
1)如果这些问题出现在销售对话之初,潜在买家可能会过分关注成本而不是价值;
2)如果潜在买家有机会认识到产品的价值,询问价格表明他们会购买。
例如:
Do you offer financing?
What’s the best price you can give me?
Are there any discounts available?
Is this a quarterly or monthly contract?
2、表达占有性
当潜在买家似乎已经拥有了产品时,这是一个很好的迹象。通常,这意味着在心理上承诺购买。
例如:
This will fit in well with our current system.
Andrea would probably be the point person for this process.
I think we’d send four employees to start.
I’d like Jonathan to handle the training sessions.
The app will come in handy when any of us are on the road.