跨境卖家在面对买家的询问信息的时候，要学会辨别出那些有真正购买意向的买家，那怎么样的买家才是有购买意向的呢？
1、提到交货日期
一旦买家进入决策阶段，确定他们感兴趣的具体解决方案，他们就会开始考虑物流问题。他们什么时候能收到或安装产品，以及如何到达他们的手中？那些不感兴趣或不坚定的潜在买家往往不注意细节。
比如有下面这些表达的卖家：
How long would implementation take after we sign?
Would it be possible to get[the product]by January?
What are your delivery options?
For a company of our size,how soon do you think we could get up and running?
2、开始表达期望
为了鼓励潜在买家采取行动，销售代表或销售人员应该描述更美好的未来。如果潜在买家开始积极讨论这幅画，卖家就会知道它已经深深扎根于人们的心中。
比如：
This tool would help us do X faster.
It would be great to have this for[project].
I could definitely see this coming in handy when I want to do Y.
Our team would love having this for[XXX task].
3、讨论风险
有时潜在买家倾向于购买，但他们希望首先消除疑虑。在这种情况下，他们会问一两个问题来帮助更舒适地购买。
比如：
If I decide I don’t like the product,what happens?
Do you have a satisfaction-guaranteed policy?
What’s your customer support like?
How long does your warranty last?
