無論從事什么行業(yè)，展會，是外貿(mào)活動必不可少的一個環(huán)節(jié)。

想起當(dāng)初是外貿(mào)新手，第一次去會展的時候，客人問的問題真是“千奇百怪”，神馬都有！很多時候自己只會答“YES” ， “NO”， “Oh, yes no !”別的就不會說了。

在展會上，除了一些與產(chǎn)品相關(guān)的專業(yè)問題以外。有時候客人也會問一下比較“挑剔”一點的問題，這類問題往往不是對產(chǎn)品方面的，而是客戶有意或者無意投出來試你的。對這些問題，一不小心答不好，客人也許就馬上調(diào)頭走人。由于行業(yè)的不同，每個人所遇到的問題也是各不相同的，所以這里只談一些具有一般共同性的情況，淺談一下自己的經(jīng)驗。至于細節(jié)，還得具體問題具體對待哈。不足之處，請各位大大見諒。

在回答這類常見的“胡亂拉砍”問題的時候，更多的不是靠對產(chǎn)品的了解，而是自己個人的應(yīng)對能力，以及表達技巧，如何能答得好，在一兩分鐘之內(nèi)吸引住客人，那么，后面的商談就會變的更加順利了。

這類展會問題有哪些呢？怎么應(yīng)對才比較好呢？個人經(jīng)驗中，比較常見的有7個（當(dāng)然還有其它常見的哈），以下是一些經(jīng)驗總結(jié)：

Your price is too high !

Dear buyer, the exiting price just for reference, may I know the quantity that you want to purchase?

More than you expect

Great! May I kindly know the specific amount in your order, please?

30thousand

Got it.Base on your order the price is negotiable. Base on your demand, We can give you a preferential price as the loyal client, and we’ll arrange the price to be $#*// FOB as the first deal.

It’s still very expensive for me.

Dear sir/madam, this price is base on the superior performance which the receiverhaving. We ensure you get what you pay.

Frankly speaking, in order to have abetter propaganda effect in this exhibition, this price is our rock buttonprice already.

Otherwise, we earn no benefit and will lose the cost unless you can increase your order.

I know your function is Okay, this is the reason why I want to choose you guy, but you know, the price should be also competitive. Can you make a little more discount for me?

Sure,sir/madam. The price should be competitive, and it had already been compare with the average lever of the international market.

Likewise, except the superiorfunction, as the first order of you, our professional R&D team will designand create a most suitable solution for your market require.

What’s more, our products arecustomized, you will find out both of our prices and configurations are to thetaste of your market.

So, you will enjoy the best productand service on the price you pay. It’s definitely worth.

Tips

一定要先知道客人的quantity, 注意轉(zhuǎn)移焦點的戰(zhàn)術(shù)，將客人的focus 轉(zhuǎn)移到其它方面去說，如質(zhì)量，服務(wù)，去說服客人。如果不行，可嘗試建議客人降低配置以減少成本，或者換另一款產(chǎn)品介紹給客人。如果客人還insist bargain，先留電，以后慢慢磨。

I can’t find my needed product from your roadmap.

Dear  buyer, as a show, we can not bring all the product in one time, we apologize for it first.

The exiting produce which have being shown just a part of them . Actually, we have various product and we ensure there’re some will fit you.

Likewise, we have a professional R&S team which can provide an innovative model depend on your details requirement. In addition, the research period isshort and the effect is excellent.

May I kindly know what kind of modle you expect to have?

Tips

要說到客人信服：我們一定有，而且即使沒，也有強大的科研實力為你做出來！

I never heard about your company!

Really? It’s my great honor to introduce our company to you.

We #*!// Company started business in 2004. With headquarter in Zhuhai and sub-office in Hong Kong and Shenzhen.

With around 1 million produce exported every month, we gain a foremost standing to serve our loyal clients in the markets of Europe, Middle East, Latin America, North Africa and Australia.

We have various kinds of  product, normally they can be divided into 4 kinds: One, Two, Three, Four.

And also we have a professional R&S team which can provide an innovative model depend on your details requirement.

In addition, the research period is short and the effect is excellent.

After all these years of struggle and hard work, we have become one of the leading company for #*// production,manufacture and export in China.

Now, may I kindly know what kind of receiver you expect to have?

Tips

除非你在500強的大公司工作，不然，還真的有客人會問這個問題！初聽起來，覺得這也太囂張了吧？！心里一憤，一驚，或者一亂，就開始亂說一通了。更有的人，說急了就掏出名片，告訴客人：“上我司的網(wǎng)站查一下，你就知道哈”......，客人都在自己面前了，還不抓住機會，讓客人回家去看網(wǎng)站。其實，介紹自己的公司只要突出幾個重點就可以了：如公司名，規(guī)模，市場分布，生產(chǎn)能力，產(chǎn)品類型，科研創(chuàng)新能力等。能在一兩個點上吸引到客人就行。

Quality of B company is much better than yours

Yeah,dear buyer. Comparably.

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 than other else.

In order to have a better propaganda effect and further cooperation, we’ll give you the rock button price to ensure your benefit. I am sure you will be appreciated for it.

What’s more, our professional R&D team and service team and provide the integrated service through the whole business, which can put you in the best position to size the market.

We promise, you can enjoy not only the excellent quality, but also the preferential price and integrated service in our company.

Tips

客人拿出別的公司更好質(zhì)量的產(chǎn)品，我們并不需要一定要從質(zhì)量這個點去說服客人，硬要說我們的就一定好過你說的那公司（同類產(chǎn)品你不可能保證你就最好，何況如果客戶提及的產(chǎn)品本來就是公認的最好呢？），其實，只需要揚長避短，說明的們的產(chǎn)品質(zhì)量是很好的，即使沒你說的世界第一那么好，但起碼是高水平，有ISO認證怎樣怎樣的就行，另外，要突出我們自己的優(yōu)勢，如：價錢，服務(wù)等，讓客人信服。這樣的效果會更好。

You are not professional, Where is your manager or boss？

Sorry to have kept you not understand. Maybe I didn’t express it well just now, please let me explain it to you again clearly.I do really hope to solve it for you.

No need,I don’t think you are professional enough.

Dear sir/madam, I’ve been trained with details of the product,may I know which point you are confused and I will try my best to make it clear to you in a effective way in order to save your time.

No, your title is not enough to solve my problem, ask your manager to come.

Dear sir/madam, I do hope to solve your inquire as I am a senior staff in our company.

May I kindly know your request and try to help you fit it first? If I can not work it out, I will ask my superior for help.

Tips

我相信，只要你表現(xiàn)出足夠的真誠，熱心，和渴望為客人解決問題的責(zé)任. 客戶會再給你機會的，當(dāng)然，如果自己真的很爛，就不要再浪費客人時間了，快叫幫手吧！

I found the same product as yours at another booth, are you copying their product?

Oh? Really? Dear sir/madam, as a STB, maybe the appearances are similar, but infact they are definitely different. And we sure our product is more better.

In our company, we has a professional R&D team which can provide you the most suitable and innovative solution with the stable performance.

Except that, we can also help to design a unique appearance for you, if you want to make a special expression to your client, it is customized. I’m sure you’ll be satisfied with it.

And in order to ensure your benefit,our quantity and price are both quite competitive.

In addition with our integrated service and short team lead time, we sure our product is more better than the one you saw just now.

Tips

這個問題可以說是客人的老招了，要怎么招就該怎么招，其實客人只是在“投石問路”的多。

You said you could finish the product in 2, why I can’t have one sample even now in 3?

Dear sir/madam, sorry to make you not convenient, we need to apologize first.

Actually, We already have the product ready for you in 2 to meet your request, but our R&D team just launch out a new arrangement in software aspect to make the system run more stably.

In order to help you upgrade to this new arrangement, we delay to deliver. Really sorry about it .

But we promise, we will deliver the product to you next week, and we sure the product will be more better than you expect before .

Hereby, we apologize again and guarantee it will not be happened again.

Tips

延期交貨，其實也是會經(jīng)常遇到的一個情況，我們都知道，外國的客人對時間都是很看重的，你不守時，就是沒信用。搞不好，客人就會壓價，要賠償吖，什么麻煩的都來了。遇到這類情況，客人問到了，就一定要真誠道歉，說明具體原因，并且，重點是要說明，延期內(nèi)是為客人做了有價值的工作的，并給出明確時間的解決方案，承諾下次不會再出現(xiàn)類似情況。

以上就是整理的一些普遍問題的回答，針對不同行業(yè)可能還有很多不同問題。做外貿(mào)就要不斷去學(xué)習(xí)，經(jīng)常從客戶的角度想問題，就會幫助你在給客戶解決問題時游刃有余。