一封询盘，多个问题，你会回答多少？

duduup

很多时候，当你与一个新客户第一次合作的时候，他们会通过询问你一些有关产品的问题，来测试你是否是一个合格的供应商，通过你的答案来判断你是否具有相关国际贸易的知识。
Question: Can you tell me how many different types of plastic your company manufactures
如果你对答案并不确定，你可以这么回答：
We have many different types of plastic and many manufacturing processes, the exact technical details I will need to check for you. Give me some time and I will check with my colleagues and get back to you.
当你不知道某些问题的答案的时候，你可以回复客户你需要一些时间来寻找问题的答案。而错误的回答方式是：
I am not sure of how many different types of plastic we manufacture, but I know that we make many different types.
当你与一个新客户第一次合作的时候，需要尽量避免使用“我不知道”，“我不确定”之类的语句和词汇。

Question: Do you think you are very competitive compared to other factories that make the same product as you do
你可以这样正确回答客户：Yes, we have a strong advantage over our competitors. We are currently upgrading software for our computerized machinery and we are always on the market for new and improved technology, both in our machinery and our manufacturing process.
This will enable us to have very good competitive prices now and even more in the future.
这是一个非常专业的回答，客户对于这样的答案会感到很满意，因为他们获得了他们想要知道的准确信息。但是当你不是很确定问题的答案时，你可以这么回复：
Hello, we have various quantities of computerized machinery in our factory. If you like, I can get you a full list and inventory of them and also their full capabilities. We believe we have an advantage over our competitors. Our customer service is excellent and you will see this if you decide to do business with us. We go the extra mile to take care of our clients and to ensure customer satisfaction.
如果你对于某些问题不是很确定，这是一种很聪明的回答方式。告知客户你们有很多电脑控制的设备，但是你需要查看以确保给出准确的详细列表以及每种设备的功能。
你们公司相比其他公司更有优势，因为你们可以向客户提供非常优秀的客户服务，你的客户一定很喜欢听到这点。你虽然只是侧面地回答了客户的问题，但是你同样给出了他们满意的答案。
对于很多不容易回答的问题，我建议你应该把客户曾经问过的问题整理出来，再加上一些客户可能会问到的问题，给出这些问题的答案。经常翻阅这些问题，更新问题和答案，这样你可以很自信地面对客户的询问（尤其是你的其他团队成员应该保持信息的更新）。有时候客户会通过电话、邮件或是即时聊天工具问你一些问题，无论客户以何种方式提问，你都需要给予最准确的答案。

duduup

下面我再给大家分享一些客户经常问到的问题以及回答的技巧：
Question: How long have you been in this business
Answer: We have been in this business for 12 years this coming November.
特别说明到11月就12年了，说明你对自己公司历史很了解，自信准确。在回答一些与时间有关系的问题时，最好要给出最准确的时间，不要仅仅给一个约数，因为客户会更喜欢听到一个准确的数字。

Question: How many employees do you have
Answer: At present we have 138 employees. However during the busy seasons we hire an additional 30 to 50 people, depending on the work volume at that time.
不仅仅告诉客户现有的员工数量，而且说明会在旺季雇佣额外的员工，客户会很喜欢这样一个很完整的答案，客户会感受到你的智慧和自信；人们通常喜欢通过一个问题获得更多的信息，因此你需要在你的答案中尽可能多地向客户提供有用的信息。

Question: Are you a trading company or a factory
Answer: We are a factory, and we manufacture all our products and we also manufacture for trading companies. We are not a trading company ourselves. We can offer you factory direct prices, so it will be good for you to be able to offer good prices to your clients.
这是一个非常聪明的答案，向客户直接说明与工厂合作的好处，因为工厂可以向客户提供更便宜的价格，这个答案简洁明了。有的时候，供应商喜欢给予客户更多的解释，这样客户会感觉答案很冗长。如果你可以用很简洁的语句说明问题，那么请确保问题简洁明了。你可以说“接下来我会再一次回答这个问题，但我会给予更多的解释。”

Question: How big is your factory
Answer: Our factory is 30,000m2, including our warehouse, It is broken down into different sections, 20,000m2 is used for all our machines and high production, 5000m2 for finishing and painting of the products and we have 5000m2 of warehouse where everything being shipped from.
这是一个非常专业的答案，显示出供应商十分了解他们公司的情况。给出工厂的总占地面积，而且说明工厂被分为三个部分以及每个部分的作用，这都显示出供应商的知识和专业。

Question: What countries give you the most business
Answer: 48% of our business comes from the U.S, 20% from Europe, 12% from Canada, 10% from Australia and 10% from local areas. This changes from year to year depending on the country’s economic situation and depending on the orders and product development we do in these areas.We are always seeking to promote new business as well as seeking to increase the sales of our current clients.
看，这个答案充分显示出供应商对他们公司的业务情况了如指掌，甚至给出了不同国家业务所占的比例，非常令人信服。而且说明了供应商对原有业务的保持和新兴市场的追求，显示出供应商的开放。