谈外贸订单必须要懂得的买家心理学

gongzhuo

跟客户交流就像谈恋爱一样，要懂得制造机会和客户谈上话，懂得让客户知道你产品的好，让客户心甘情愿买你的产品，信心满满地销售你的产品。说白了就是一个从邀约、了解到爱上的过程。但是在这个过程中，你又能不能很好地把握对方心理而更好地做出应对呢？在这里对客户心理做出些分析。
I often tell my sales team members that communicating with customers is like falling in love. You need to create the chance to talk and let them know your product’s advantages, and then you can let them buy from you and sell your products with great confidence. Frankly speaking, it is a process of invitation, understanding and falling in love.But can you grasp well each other's psychological and make a better response in this process?Here are some psychological analysis of customers.


1
从众心理 Conformable psychology
有没有发现，在你介绍产品的时候，客户也会打听你有没有给同一市场的其它牌子做的。如果你说得越多，其实对他的影响会越大。有些客户对市场需要不是很了解的，对于从众，他们会觉得是最好的选择。
Have you found that when you introduce products, customers will also inquire if you have cooperated with other brands in the same market. The more you say, the bigger the influence on him will be. Some customers know little about the market and they think conformity will be their best choice.

2
攀比心理 Comparing psychology
当客户知道了你已经合作的品牌，就能更好地知道你的产品是符合当地需求的，你的质量档次如何。如果他知道你是做给当地知名品牌甚至他的竞争对手，那么客户更容易知道自己应该买什么款式会在市场上有最好的竞争力，让自己有更好的销售业绩，所以这样成单的机会就会更大了。
When a customer knows the brands you have cooperated, he can better know if your product is in conformity with the local demand and how is the quality level. If he knows that you are doing for the local well-known brand and even his opponent, so he will be more likely to know what he should buy to be more competitive in the market and let him have a better sales performance, and this will have the greater cooperation chance.

3
对比心理 Comparative psychology
中国供应商比比皆是，如果细心去找，一种产品找到上千的供应商并不是难事。一种产品客户对比几家供应商是很普遍的事情。所以你要让客户清楚知道你的产品优势在哪里，为什么你的价格在这个范围内。如果客户有自己的质检很好地对每家供应商的样品做检测当然是好事，但不是每位客户都有质检。所以外观差不多的东西，客户需要辨别也需要你很好的引导。要知道，说服一个客户就要看你懂不懂把自己的卖点很好地展现出来了。
There are numerous Chinese suppliers and you can find thousands of suppliers doing the same products easily if you search carefully. It is common that customers will compare several suppliers for one product. So you need to let your customers know your product advantages and why your product worth it. It will be good if customers have their own QC for each sample from suppliers, but it doesn’t happen to each customer. So your guidance is a need for customers to distinguish the products with similar appearance. If you can persuade a customer to buy from you depends on whether you can show the selling points well.

4
占便宜心理  Psychological of gaining extra advantage
谈判是一种技巧，告诉客户价格也需要技巧。如果你一开始给客户的是一个底价，那么你要给你这个底价一个冠冕堂皇的理由，让客户觉得你给的真的是底价了他才会心甘情愿的买你的产品，否则，你将会在一轮又一轮砍价的谈判中纠缠。如果你在客户砍价的过程中有丝毫让步，即使你真的完全满足客户提出的价格要求，你也要告诉客户为什么可以降，甚至告诉他下降之后的价格比他的竞争对手的价格还低，客户才会心理暗喜。
Negotiation is a skill while telling the price also need skills. If you give the bottom price to the customer at the beginning, then you need to give a altisonant reason for this to allow customer feel that it is really your bottom price, then he will buy from you. Or you will be in the bargaining circle. And if you show a little concessions during the negotiation, then even you really meet the customer’s price requirement, you need to tell him why you give this discount and even tell him the price is lower than his competitors, then he will be happy.

5
优柔寡断心理 Indecisionpsychology
有那么一种客户，在展会现场看到你的产品很是喜欢，听完介绍后巴不得马上要拿到货物，所以就现场确认了订单的。当时买卖双方都很高兴地谈成了合作。可是到催客户确认PI和安排DEPOSIT的时候，就会发现客户躲你躲得老远，不希望你从电话、信息、WHATS APP任何一种方式联系上他。因为他正处于一种买还是不买的纠结当中。聪明的销售会找到足够好的理由，穷追不舍地让客户明确自己的目标。否则过了那个犹豫期，客户很有可能被其它供应商挖走了。
There is a kind of customers, who are interested in your products in the fair and are eager to take the goods after hearing your introduction, and confirm order at the scene. Both sides are happy for the cooperation. But when you push them to confirm PI and arrange deposit, you will find them hiding from you, not picking up your phone call, message, WHATS APP and any other contact methods because they are struggling for whether to buy or not. A clever sales will find a good reason to push them make their goal clear. Otherwise, when the hesitation period past, they may become other suppliers’.

时刻观察客户的心理动态，对症跟踪，才能更好地把握客户下单的最好时机。
So master customers’ psychological activities and follow up accordingly, then you can seize the best chance to cooperate.

gongzhuo

周四，早安~

天气降温，注意增加衣服~

Triste

看看................................

wallace

跟进真的很重要。。说不定哪些就成了