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文章來源：珠海國際商務(wù)外國語培訓(xùn)學(xué)院 已幫助：1411人
1
跟A一直在溝通，價格蠻合適，貨期也可以，態(tài)度也不錯，可是當(dāng)你提出要去參觀的時候，他一下子結(jié)巴了，很明顯有點慌，有點亂，找各種理由說自己不在，或者工廠不方便參觀，或者需要提前申請之類；
As you are keeping communicating with A and A is able to provide you with a competitive price, an acceptable delivery time of goods and A’s attitude is satisfactory. But when you ask for inspecting the factory, he suddenly stammers and looks flustered. He tries to find any excuse to tell you that he is not available or the factory is inconvenient to be visited, or he needs to send an application in advance;
2
跟B也一直在溝通，價格雖然不是zui好，卻也可以，貨期雖然不是zui優(yōu)也似乎可以談，當(dāng)你告訴他你有實際的訂單，能否降價，能否調(diào)整貨期的時候，他一直在邀請你去工廠談判，希望你可以去參觀一下，了解一下，面談一下；
As you are also communicating with B, B can only provide a less competitive price, but acceptable and a delivery time which is not the best but you can still negotiate. When you tell him that you have an order and you are asking him for lowering the price and adjusting the delivery time, he expresses his hope to invite us for visit and communication；
如果真的到了需要做決定了，你更會考慮哪一個？
If it is time to make a decision, which one will be your choice?
答案很明顯，肯定是B！因為A讓我感到了不安全感！
Obviously, B is the better choice. Because the answers given by A sound unsure!
所以，今天我要說的方法是：“竭力”的，反復(fù)的邀請客戶來參觀工廠。
Therefore, what I’m going to talk about today, is the way to obtain customers’ trust: you should make an “effort” to invite your customers to visit your factory repeatedly.
這樣做，無非兩個目的：第 一，我不是騙子，我是很專業(yè)的供應(yīng)商，你可以來看，來考察，來審核；第二，我不怕你來比較，我歡迎你比較，我相信你比較完了一定會選擇我。
Two purposes you will show by doing that: First, you are a professional supplier instead of a liar, and the customers can have a check as well as an inspection. Second, I am not afraid to be compared with other suppliers, and I welcome the comparison, for finally I will definitely be your choice.
這就是一種信心的傳遞！
It is the confidence that can be given to others.
所以，我們要真正地誠心誠意地邀請客戶來，要給出一些理由：
Reasons should be given if we sincerely invite our customers:
01
你來了就知道我們公司的實力，更加放心的把訂單交給我們了；這樣您可以節(jié)省很多時間去做其他的更重要的事情；
The capacity of our company will be known by you, so you are more willing to place an order with us. By doing those, you can save more time and spend it doing something more important.
02
我們單子現(xiàn)在談的有點瓶頸，來了你可以跟我們老板談，不光是價格，還可以談很多其他的方面，為你解除更多的后顧之憂；
When the business with which we are dealing hits the bottleneck, you are able to negotiate with our bosses if you come, about many different aspects such as prices in order to solve your problems.
03
您采購的不光是一個產(chǎn)品，只在email或者手機(jī)聊天，很多事情了解不到那么全面，我建議你來走一趟；等等。
If you come and visit, you will find that what you are purchasing is more than a product, which you may not experience by email communication or phone talks.
最后必須要說的是，真心迎接客戶要做很多準(zhǔn)備工作，除了一張客戶信息采集表，還要準(zhǔn)備很多與之對應(yīng)的材料，產(chǎn)品相關(guān)，公司認(rèn)證相關(guān)，以前的經(jīng)驗相關(guān)等。另外，合同，形式發(fā)票必須要準(zhǔn)備好，用于最后的締結(jié)成交。
Last but not least, you have to be well-prepared when you plan to sincerely welcome your customers. The preparation includes a collection sheet of customers’ information, relevant information about products, company certifications and relevant information about previous experience, etc. In addiction, it is compulsory to prepare the contracts as well as proforma invoice which are used to close the deal.
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