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.

(本文内容根据网络资料整理,出于传递更多信息之目的,不代表连连国际赞同其观点和立场)