展会上面对客户“挑剔”的问题，你要这样应对！

在展会现场，有时候买家会问到一些比较“挑剔”的问题，一不小心答不好，客人也许就马上调头走人。有一些业务员参展经验不够丰富，只会答"Yes"，"No"，这往往会成为流失客户的重要原因。来看下针对这类问题我们可以如何巧妙地回应呢？

应对方法：

我也听说现在美国市场不太好。但是想必您也从其他供应商那里得知了，原材料最近上涨很多，我们产能下降很多。希望你能了解到我们处境同样不容易，所以希望你能接受我们这个价格。

I also heard about the bad situation in American market. However, you must have got information from other suppliers that the price for raw materials has increased a lot recently. At present, a great decrease in our productivity. I hope that you can understand that our situation is not easy, so I hope you can accept our price.

应对方法：
我们也有一些更便宜的同款的产品，但是质量肯定比我推荐给你的要差很多，请考虑一下，我们可以给您提供不同质量等级的产品，但是价格低的产品损耗更大，风险也很大。

We also have some cheaper products of the same type, but the quality is not good at all, compared to the ones I recommended you, so please have second thoughts on it. Of course, we can provide you with products with different qualities, but it is sure that the cheaper ones will be more easy to wear and tear and more importantly have more risks.

关于质量，我们的质量也很好，它通过严格的 ISO 鉴定与其稳定的性能。 与当今世界市场的平均水平相比，这是非常优秀的。正如您所知，除了质量之外，当您竞争抢占市场时，价格也非常重要。对于我们的产品，价格确实比其他产品更具竞争力。更重要的是，我们专业的研发团队和服务团队为整个业务提供综合服务。

For the quality, our quality is also good, it pass the strict ISO identification with it’s stable performance. It’s quite excellent compare with the average level in today world market.And as you know, except the quality, the price is also very important when you compete to seize the market. For our product, the price is really competitive then another else. What’s more, our professional R&D team and service team provide the integrated service through the whole business.

要站在客户的角度考虑问题，要让买家觉得你在所有的供应商里面，你是最 reliable 的，包括质量、价格、长期供货能力等等。

我们是全球市场前三大自有品牌供应商之一。此外，您知道，知识和技术有时比机器和设备更重要。 幸运的是，我们与 XXXX 公司的长期合作积累了足够的生产和管理知识。 我相信我们可以帮助您降低国际采购成本，提高您的利润。

We are one of the top 3 private label suppliers in the global market. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, and increase your profit.

英语口语只是一项工具，运用得当就能在与外商的交流过程中发挥出巨大的作用。外贸业务员需要锻炼的是灵活运用这些工具的能力，即良好的沟通能力。

采购商看重的另一点是外贸业务员对公司、产品、市场的熟悉程度。如果一个业务员对公司的产品线一无所知或一知半解，采购商问到任何专业的问题都要去询问相关技术人员，那么显然这个业务员会失去采购商对他的信心。业务员在与采购商沟通前，最好搜集一些对方公司以及该国市场的概况，针对具体情况来推荐符合采购商需求的产品。专业的产品知识会大大提升双方达成合作的可能性。