客户下单前犹豫不决？学会这几句话，说服客户“快准狠”

不是所有很多客户都会很干脆，有不少客户就是这样子犹犹豫豫，一方面是他们没有实力，所以买一样东西要考虑来考虑去，第二个原因是这些客户本身就是这样的性格，那么碰到这样犹犹豫豫的客户我们应该怎么办呢？

一、“If I were you, I would book a small order as a trial.”

当客户摇摆不定时，业务员不要急切地要求对方“非买不可”，而是可以表现出你在为他设身处地考虑问题的样子，比如告诉对方“如果我站在您的位置，我会……”

一般而言，当客户因为资金问题或初次合作时对供应商的产品还不够信任，业务员可以建议对方少量购买，小订单总比没有订单好。类似的表达方式还有：

If I were in your position, I would allow a small batch order.

Why not buy a small lot and put them on trial?

Why not buy a small batch and try it?

You can order a small amount first, and if feel satisfied with our product, you could order a large quantity by then.

在提完建议后，我们可以说：

We are sure you'll think it's a good product after you use it.

After you have tried it out, I'm sure you'll agree that our product is very good.

As you will know when you use it, our products are in the leading position in terms of quality and service.

二、“We can't force you to buy it, but I’m sure that our products are excellent and worth buying.”

当我们的产品和竞争对手相比更具质量优势，我们要有充足的底气去说明它。这句话同样适用于当客户想要讨价还价的时候。业务员提供了产品质量证明后，可以向对方强调你的产品为什么具有竞争力：

We can think of it as follows: Although this product is more expensive than our competitors, it is durable.

Our product is more expensive, but it much better value for money.

I can assure you that our product has the edge on the competition. It will not be deformed or damaged for many years.

经久耐用、选材优良、质量过硬等，都是竞争力的表现，不要害怕向客户展示出来。

三、“We don't think you should miss this opportunity.”

吸引客户的方式一是报价足够吸引人，二是向客户展示出你足够的自信，让客户感到“错过了这个产品就太亏了”。我们可以为客户列明自家产品的优势和有利条件，最后用“激将法”“激”一下客户：

I think you'd better weigh up the advantages carefully before rejecting our offer.

Here are our catalog and price list. You should know that we have offered the best products and the lowest quotation.

Our products are famous for their comfort, durability and design, and I'm sure you'll be satisfied.

四、“I don't want to look urgent, but you need to make a decision as soon as possible.”

当客户迟迟未做决定或希望利用拖延时间的方式求得一个无法接受的低价，我们可以直截了当地向对方说明：“本轮报盘有效期只有一周，请您尽快做决定。”这样如果是真心希望促成合作或确实对产品有需求的客户，一定会回复你希望“再商量”或是尽快下单。我们可以说：

You're right to be cautious, but our time is urgent and I’m sorry that you need to decide it immediately.

This offer is only open for one week,so please make your decision as soon as possible.

Please give me a feedback at your earliest convenience if our product’s qualifications meet your requirements.

I don't want to sound pushy, but could you possibly let us know as soon as you decide?

I understand your concerns, but the offer will expire next week. Please confirm ASAP.

I understand your worry, but the offer will ends next week. We need you to tell us the answer quickly.

先承认对方谨慎是好事，再提出时间紧迫必须尽快决定，让客户觉得你通情达理，且是“不得已而为之”。

五、“Could you reconsider it please?”

当客户表示出想要放弃这单的意愿时，业务员不要过于慌张，而是可以尽可能地再挽留一下：

Can you think about it from another angle before making a decision?

Is it possible for you to change your mind? What do we need to do?

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