國(guó)內(nèi)外貿(mào)企業(yè)工作的多數(shù)人員精通英語(yǔ)，但是這只限于日常書(shū)本化的英語(yǔ)，多數(shù)員工由于不是工作在第一線，因此對(duì)于和外國(guó)用戶的信函往來(lái)以及外貿(mào)電話營(yíng)銷等并不在行，對(duì)于想要承擔(dān)外貿(mào)企業(yè)一線工作的員工而言，必須了解如何掌握外貿(mào)電話營(yíng)銷技巧。

有些外貿(mào)工作人員以教科書(shū)的方式進(jìn)行外貿(mào)電話營(yíng)銷技巧的學(xué)習(xí)，實(shí)際上這樣的做法并不合適，就如同我國(guó)的很多專業(yè)書(shū)籍上介紹的營(yíng)銷技巧一樣，書(shū)本化的知識(shí)在實(shí)際的交流溝通過(guò)程中是有很大差異的，因此在實(shí)際溝通過(guò)程中要重點(diǎn)關(guān)注到對(duì)方所在國(guó)籍問(wèn)題，以及所具有的溝通特點(diǎn)問(wèn)題等等，并不是說(shuō)所使用的溝通方式是英語(yǔ)，在習(xí)慣方面就相同，這一點(diǎn)的差異是很大的，例如有些用戶了解歐美用戶的交易習(xí)慣，但是在對(duì)中東用戶進(jìn)行電話溝通時(shí)采用的英語(yǔ)語(yǔ)種雖然雙方都能聽(tīng)得懂，但是在交流技巧上卻具有著本質(zhì)區(qū)別，很有可能因?yàn)榻涣鞑划?dāng)而導(dǎo)致產(chǎn)品銷售失敗。

Hello, Mr. Kalimu, although you have not done business with your company before, but you have had many business contacts with China Fan Dong International Co., Ltd., our company has a close relationship with Fan Dong International Co., Ltd. The company is missing mechanical and electrical product accessories is our main sales products, previously in Fandong company to learn that your company to purchase a large number of electrical products accessories, we hope to be able to enter into a business relationship with your company.

凱里木先生您好，雖然之前并未和貴公司有過(guò)生意往來(lái)，但是貴公司曾和我國(guó)范東國(guó)際有限公司有過(guò)多次的商貿(mào)往來(lái)，我公司和范東國(guó)際有限公司關(guān)系密切，其公司缺少的機(jī)電產(chǎn)品配件正是我公司主要銷售的產(chǎn)品，此前在范東公司獲悉貴公司要采購(gòu)大量的電機(jī)產(chǎn)品配件，很希望能夠和貴公司達(dá)成業(yè)務(wù)關(guān)系。

韓國(guó)外貿(mào)界領(lǐng)軍人物韓東哲同中東地區(qū)用戶有二十多年的外貿(mào)產(chǎn)品買賣經(jīng)驗(yàn)，從他撰寫的書(shū)籍中曾經(jīng)提到“If you communicate with users in Europe and the United States, such a mode of communication will naturally not be a problem, but if the communication target is a Middle Eastern customer, such a communication method is not appropriate, and Middle Eastern users will pay more attention to the price of products in the course of trading than those in the United States and the United States. As well as the level of profits that can be obtained in the course of the transaction, so in the actual communication process can not only point to the surface, but to pay attention to the details, for the scope of the product can not be introduced in an all-round way. But we must pay attention to the price of the product and the mode of transportation and so on.”

如果和歐美用戶溝通，這樣的溝通模式自然沒(méi)有問(wèn)題，但如果溝通對(duì)象是中東客戶的話，這樣的溝通方式并不合適，中東用戶比歐美用戶在交易過(guò)程中更加關(guān)注于產(chǎn)品的價(jià)格，以及在交易過(guò)程中能夠獲得的利潤(rùn)高低，所以在實(shí)際溝通過(guò)程中不能夠僅點(diǎn)到面，而是要關(guān)注細(xì)節(jié)，對(duì)于范圍面的產(chǎn)品可以不必全方位進(jìn)行介紹，但必須要關(guān)注到產(chǎn)品的價(jià)格以及運(yùn)輸方式等等。

以如上理論為出發(fā)點(diǎn)，在撰寫針對(duì)于中東用戶電話溝通時(shí)應(yīng)該關(guān)注到如下方式：

Hello, Mr. Kalimu, we did not have any business dealings with you before, but we have a close business relationship with Fan Dong International Co., Ltd. We have learned that you are ordering a number of mechanical and electrical products accessories in the near future. The average price of mechanical and electrical accessories we sell is between $800 and $1200, for example, $25 per case, compared with the current international standard price of 37 yuan and a discount of 12 yuan, such as your purchase of our products. Land transportation and sea transportation costs are borne by our company, the relevant insurance will also be our responsibility, you can choose any trading mode, waiting for your good news.

凱里木先生您好，我方和貴公司此前并沒(méi)有貿(mào)易往來(lái)，但是我公司和范東國(guó)際有限公司有著密切的商貿(mào)往來(lái)關(guān)系，獲悉貴公司近期要訂購(gòu)一批機(jī)電產(chǎn)品配件，我方所銷售的機(jī)電產(chǎn)品配件平均價(jià)格在800元到1200元之間，例如電機(jī)箱外殼每件25元，對(duì)比目前國(guó)際標(biāo)準(zhǔn)價(jià)格37元優(yōu)惠12元，如貴方購(gòu)入我方產(chǎn)品，陸路運(yùn)輸以及海路運(yùn)輸費(fèi)用皆由我公司承擔(dān)，相關(guān)保險(xiǎn)也會(huì)由我公司來(lái)負(fù)責(zé)，貴公司可任意選擇交易模式，靜待貴公司佳音。

可以看到這樣的溝通方式更容易被中東用戶接受，此次電話溝通之后，雙方持續(xù)溝通的可能性是很大的，這能夠?yàn)楹笃谫Q(mào)易達(dá)成奠定基礎(chǔ)，想要在溝通過(guò)程中沒(méi)有誤差，對(duì)于這樣的要點(diǎn)就要仔細(xì)對(duì)待，一旦在這方面出現(xiàn)任何偏差，都可能導(dǎo)致外貿(mào)企業(yè)失去潛在客戶群體，這對(duì)于后期企業(yè)產(chǎn)品在中東地區(qū)拓展市場(chǎng)帶來(lái)的影響無(wú)疑很大，對(duì)于這一類型問(wèn)題外貿(mào)企業(yè)不僅要關(guān)注，在實(shí)際溝通中也要將其落實(shí)于實(shí)踐中去，只有如此才能夠在用戶拓展，以及用戶數(shù)據(jù)轉(zhuǎn)換方面擁有出色表現(xiàn)，提升外貿(mào)企業(yè)產(chǎn)品銷售額度。