無(wú)論從事什么行業(yè)，國(guó)際展會(huì)，是外貿(mào)活動(dòng)必不可少的一個(gè)環(huán)節(jié)。

　　想起當(dāng)初是外貿(mào)新手，第一次去會(huì)展的時(shí)候，客人問(wèn)的問(wèn)題真是“千奇百怪”，神馬都有!很多時(shí)候自己只會(huì)答“YES” ， “NO”， “Oh, yes no !”別的就不會(huì)說(shuō)了。

　　在國(guó)際展會(huì)上，除了一些與產(chǎn)品相關(guān)的專(zhuān)業(yè)問(wèn)題以外。有時(shí)候客人也會(huì)問(wèn)一下比較“挑剔”一點(diǎn)的問(wèn)題，這類(lèi)問(wèn)題往往不是對(duì)產(chǎn)品方面的，而是客戶(hù)有意或者無(wú)意投出來(lái)試你的。

　　對(duì)這些問(wèn)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(gè)人所遇到的問(wèn)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(yàn)。

　　至于細(xì)節(jié)，還得具體問(wèn)題具體對(duì)待哈。不足之處，請(qǐng)各位大大見(jiàn)諒。 在回答這類(lèi)常見(jiàn)的“胡亂拉砍”問(wèn)題的時(shí)候，更多的不是靠對(duì)產(chǎn)品的了解，而是自己個(gè)人的應(yīng)對(duì)能力，以及表達(dá)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(huì)變的更加順利了。

　　這類(lèi)國(guó)際展會(huì)問(wèn)題有哪些呢?怎么應(yīng)對(duì)才比較好呢?個(gè)人經(jīng)驗(yàn)中，比較常見(jiàn)的有7個(gè)(當(dāng)然還有其它常見(jiàn)的哈)，以下是一些經(jīng)驗(yàn)總結(jié)：

　　1、Your price is too high !(你們的價(jià)格太高了)

　　我：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數(shù)量, 注意轉(zhuǎn)移焦點(diǎn)的戰(zhàn)術(shù)，將客人的注意力轉(zhuǎn)移到其它方面去說(shuō)，如質(zhì)量，服務(wù)，去說(shuō)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。

　　2、I can’t find my needed product from your roadmap.(我在你的路線圖上找不到我需要的產(chǎn)品)

　　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(shuō)到客人信服：我們一定有，而且即使沒(méi)，也有強(qiáng)大的科研實(shí)力為你做出來(lái)!

　　3、I never heard about your company!(我從來(lái)沒(méi)有聽(tīng)說(shuō)你們公司)

　　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(qiáng)的大公司工作，不然，還真的有客人會(huì)問(wèn)這個(gè)問(wèn)題!初聽(tīng)起來(lái)，覺(jué)得這也太囂張了吧?!心里一憤，一驚，或者一亂，就開(kāi)始亂說(shuō)一通了。

　　更有的人，說(shuō)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(jī)會(huì)，讓客人回家去看網(wǎng)站。

　　其實(shí)，介紹自己的公司只要突出幾個(gè)重點(diǎn)就可以了：如公司名，規(guī)模，市場(chǎng)分布，生產(chǎn)能力，產(chǎn)品類(lèi)型，科研創(chuàng)新能力等。能在一兩個(gè)點(diǎn)上吸引到客人就行。

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