網(wǎng)站上看到有關(guān)展會的相關(guān)信息了，馬上就到9月了，展會的開幕越來越近。這種大型的展會對我們外貿(mào)人來說很重要，勢必有很多國外的參展商，對于展會你的口語過關(guān)了嗎？你準(zhǔn)備好了嗎？這里我來聊一聊我的看法吧。
第一點：如何招攬客戶
一般程序：招呼—問候—尋找相關(guān)話題—理出商談頭緒。所以，打招呼很重要，無論顧客有沒有表現(xiàn)購買意愿，您都應(yīng)該上前問候一句：“What can I do for you?”或“May I help you?”，也可說：“Can I be of any assistance?”，如果是熟客，可簡單說聲：“Good afternoon, madam, something for you?”
第二點：如何打開話題
如果顧客不置可否或表現(xiàn)出不耐煩的樣子，決不可輕言放棄，可以先說：“Everybody is welcome here, madam. Whether she buys or not.（這里歡迎任何人光臨，買不買都沒關(guān)系）”，然后婉轉(zhuǎn)地問：“Are you looking for something?”。
第三點：如何拉近距離
首先表達(dá)自己身份，甚至可以交換名片，然后說些常用客套話，為后來的推銷鋪路。一句：“Would you mind my recommending?”十分有用。
第四點：如何游說購買
初次見面就開門見山、滔滔不絕的做法已經(jīng)落伍。當(dāng)你要說服顧客時，最好用“Well, let me tell you why.”作為解釋商品用途、優(yōu)點的開場白。
第五點：如何展示商品
可以說：“Please take a look at this.”或“That one, madam?（那個好嗎？）”配合產(chǎn)品加以說明時，則用“As you can see, "（正如您所見，"）”
第六點：如何拖延時間
爭取時間以便長期抗戰(zhàn)要有技巧，再心急也要說“Please take your time”（慢慢看/參觀）或“Go right ahead, please.”（隨便參觀）。根據(jù)情況也可通過閑聊進(jìn)入主題，讓顧客有一定時間考慮。
建議是：首先要熟悉自己的產(chǎn)品；其次，產(chǎn)品所對應(yīng)的英語，以及客戶常會問的問題和答案的英文。最后，日常對話英語也是必備的。
以下是我整理的展會基本口語：
We offer you our best prices, at which we have done a lot business with other
customers
Is there anything you are particularly interested in. 是否有你特別感興趣的商品？
My offer was based on reasonable profit, not on wild speculations.
Moreover, we’ve kept the price close to the costs of production.。
Could you tell me which kind of payment terms you’ll choose?
Let me introduce you to Mr. Li， general manager of our company.
It’s an honor to meet. 很榮幸認(rèn)識你。
Nice to meet you . I’ve heard a lot about you. 很高興認(rèn)識你，久仰大名。
How do I pronounce your name？
你的名字怎么讀？
How do I address you？
如何稱呼您？
It’s going to be the pride of our company. 這將是本公司的榮幸。
What line of business are you in？
你做那一行？
Keep in touch. 保持聯(lián)系。 Thank you for coming. 謝謝你的光臨。
Excuse me for interrupting you. 請原諒我打擾你。
I’m sorry to disturb you. 對不起打擾你一下。
Excuse me a moment. 對不起，失陪一下。
Excuse me. I’ll be right back. 對不起，我馬上回來
What about the price？
對價格有何看法？
What do you think of the payment terms？ 對支付條件有何看法？
How do you feel like the quality of our products？ 你覺得我們產(chǎn)品的質(zhì)量怎么樣？
What about having a look at sample first？ 先看一看產(chǎn)品吧？
What about placing a trial order？
何不先試訂貨？
The quality of ours is as good as that of many other suppliers， while our
prices are not high as
theirs.
By the way， which items are you interested in？
You can rest assured. 你可以放心。
Fine quality as well as low price will help push the sales of your products.
While we appreciate your cooperation， we regret to say
that we can’t reduce our price any further.
Reliability is our strong point. 可靠性正是我們產(chǎn)品的優(yōu)點。
To a certain extent，our price depends on how large your order is.
Thank you for your inquiry. Would you tell us what quantity you require so that
we can work out the offer？
Here are our FOB price. All the prices in the lists are subject to our final
confirmation.
In general， our prices are given on a FOB basis.
英語很實用很常用
